-
1
-
-
34047153357
-
The effects of information technology on salesperson performance
-
Penn State university, pp
-
Ahearne, M., and Schillewaert, N. (2001) "The effects of information technology on salesperson performance", eBusiness Research Centre Working papers, Penn State university, pp. 1-47.
-
(2001)
eBusiness Research Centre Working papers
, pp. 1-47
-
-
Ahearne, M.1
Schillewaert, N.2
-
2
-
-
17844370244
-
Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors
-
Ahearne, M., Jelinek, R., Rapp, A. (2005) "Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors", Journal of Personal Selling and Sales Management, Vol.34, No.4, pp.379-388.
-
(2005)
Journal of Personal Selling and Sales Management
, vol.34
, Issue.4
, pp. 379-388
-
-
Ahearne, M.1
Jelinek, R.2
Rapp, A.3
-
3
-
-
33746598162
-
The Siamese twin problem: A central issue ignored by dimensions of information system effectiveness
-
Alter, S. (1999) "The Siamese twin problem: a central issue ignored by dimensions of information system effectiveness", Communications of AIS, Vol. 2, No.20, pp.40-55.
-
(1999)
Communications of AIS
, vol.2
, Issue.20
, pp. 40-55
-
-
Alter, S.1
-
4
-
-
17844391592
-
Antecedents and consequences of CRM technology acceptance in the sales force
-
Avlonitis, G., Panagopoulos, N.G. (2005) "Antecedents and consequences of CRM technology acceptance in the sales force", Industrial Marketing Management, Vol.34, No.4, pp.355-368.
-
(2005)
Industrial Marketing Management
, vol.34
, Issue.4
, pp. 355-368
-
-
Avlonitis, G.1
Panagopoulos, N.G.2
-
5
-
-
0141674125
-
Bringing Work Back In
-
Barley, S.R., and Kunda, G. (2001) "Bringing Work Back In", Organization and Science, Vol.12, No. 1, pp.76-95.
-
(2001)
Organization and Science
, vol.12
, Issue.1
, pp. 76-95
-
-
Barley, S.R.1
Kunda, G.2
-
6
-
-
17844403549
-
-
Buehrer, Richard E., Senecal, Sylvain, Bolman Ellen, P. (2005) Sales force technology usage-Reasons, barriers, and support: An exploratory investigation. Industrial Marketing Management,4, No.4, pp.389-398.
-
Buehrer, Richard E., Senecal, Sylvain, Bolman Ellen, P. (2005) "Sales force technology usage-Reasons, barriers, and support: An exploratory investigation". Industrial Marketing Management,Vol.4, No.4, pp.389-398.
-
-
-
-
7
-
-
55249087535
-
Perceived usefulness, perceived ease of use, and user acceptance of information technology
-
Davis, F.D. (1989) "Perceived usefulness, perceived ease of use, and user acceptance of information technology", MIS Quarterly, Vol. 13,No.3,pp.319-340.
-
(1989)
MIS Quarterly
, vol.13
, Issue.3
, pp. 319-340
-
-
Davis, F.D.1
-
8
-
-
0037368865
-
The DeLone and McLean Model of Information Systems Success: A tenyear update
-
DeLone, W. H and.McLean, E.R. (2003)"The DeLone and McLean Model of Information Systems Success: A tenyear update", Journal of Management Information System, Vol. 19,No.4,pp9-30.
-
(2003)
Journal of Management Information System
, vol.19
, Issue.4
, pp. 9-30
-
-
DeLone, W.H.1
McLean, E.R.2
-
9
-
-
0009907408
-
Sales force automation usage, effectiveness and cost-benefit in Germany, England and United States
-
Engel, R.L., Barnes, M.L. (2000) "Sales force automation usage, effectiveness and cost-benefit in Germany, England and United States", Journal of Business and Industrial Marketing, Vol.15, No.4, pp.216-241.
-
(2000)
Journal of Business and Industrial Marketing
, vol.15
, Issue.4
, pp. 216-241
-
-
Engel, R.L.1
Barnes, M.L.2
-
10
-
-
85009643494
-
-
Erffmeyer R.C. and Johnson, DA. (2001) An exploratory study of sales forces automation practices: Expectations and realities. Journal of Personal Selling and Sales Management, 21.No.2, pp. 167-175.
-
Erffmeyer R.C. and Johnson, DA. (2001) "An exploratory study of sales forces automation practices: Expectations and realities". Journal of Personal Selling and Sales Management, Vol.21.No.2, pp. 167-175.
-
-
-
-
11
-
-
17844377548
-
Increase SFA adoption with sales process mapping
-
SPA-18-2377
-
Galvin, J. (2002) "Increase SFA adoption with sales process mapping, Gartner Group Research Report SPA-18-2377.
-
(2002)
Gartner Group Research Report
-
-
Galvin, J.1
-
12
-
-
0242351560
-
The impact of computerization on marketing performance
-
Good, D.J., Stone, R.W. (2000) "The impact of computerization on marketing performance", Journal of Business and Industrial Marketing, Vol. 15, No.34.
-
(2000)
Journal of Business and Industrial Marketing
, vol.15
, Issue.34
-
-
Good, D.J.1
Stone, R.W.2
-
13
-
-
0001019104
-
Task technology fit and individual performance
-
Goodhue, D.L., and Thompson, R.L (1995), "Task technology fit and individual performance", MIS Quarterly, Vol.19, No.2, pp.213-236
-
(1995)
MIS Quarterly
, vol.19
, Issue.2
, pp. 213-236
-
-
Goodhue, D.L.1
Thompson, R.L.2
-
14
-
-
0005871601
-
Boundless and bounded interactions in the knowledge work process: The role of groupware technologies
-
Hayes N. (2001). "Boundless and bounded interactions in the knowledge work process: the role of groupware technologies". Information and organization. Vol 11, pp 79-101
-
(2001)
Information and organization
, vol.11
, pp. 79-101
-
-
Hayes, N.1
-
15
-
-
17844370800
-
Technology Improves sales Performance-doesn't it?
-
Honeycutt, E.D. (2005) "Technology Improves sales Performance-doesn't it?, Industrial Marketing Management, Vol.34, No.4, pp.301-304.
-
(2005)
Industrial Marketing Management
, vol.34
, Issue.4
, pp. 301-304
-
-
Honeycutt, E.D.1
-
16
-
-
85009573465
-
Factors leading to sales force automation use: A longitudinal analysis
-
Jones, E., Sundaram, S., & Chin, W.(2002) " Factors leading to sales force automation use: A longitudinal analysis", Journal of Personal Selling and Sales Management, Vol.22, pp.145-156.
-
(2002)
Journal of Personal Selling and Sales Management
, vol.22
, pp. 145-156
-
-
Jones, E.1
Sundaram, S.2
Chin, W.3
-
17
-
-
19744371019
-
-
Unpublished Doctoral Dissertation, LSE, U.K, available at, accessed on December 11, 2005
-
Kakihara, M. (2003) "Emerging work practices of ICT-enabled mobile professionals", Unpublished Doctoral Dissertation, LSE, U.K., available at http://www.kakihara.org/pub.htm [accessed on December 11, 2005]
-
(2003)
Emerging work practices of ICT-enabled mobile professionals
-
-
Kakihara, M.1
-
18
-
-
0001094004
-
Information technology adoption across time: A cross-sectional comparison of pre-adoption and post-adoption beliefs
-
Karahanna, E., Straub, D.W., and Chervany, N.L. (1999) "Information technology adoption across time: a cross-sectional comparison of pre-adoption and post-adoption beliefs", MIS Quarterly, vol.23, No.2, pp.183-213
-
(1999)
MIS Quarterly
, vol.23
, Issue.2
, pp. 183-213
-
-
Karahanna, E.1
Straub, D.W.2
Chervany, N.L.3
-
19
-
-
0011542957
-
Sales Force Performance Satisfaction and Aspects of Relational Selling: Implications for Sales Managers
-
Winter, pp
-
Keillor, B.D., Parker, R.C., and Pettijohn, C.E. (1999) "Sales Force Performance Satisfaction and Aspects of Relational Selling: Implications for Sales Managers", Journal of Marketing Theory and Practice, Winter, pp. 101-115.
-
(1999)
Journal of Marketing Theory and Practice
, pp. 101-115
-
-
Keillor, B.D.1
Parker, R.C.2
Pettijohn, C.E.3
-
21
-
-
0036918706
-
Research commentary: The next wave of nomadic computing
-
Lyytinen, K., Yoo, Y. (2002) "Research commentary: the next wave of nomadic computing", Information System Research, Vol.13, No.4, pp.377-388.
-
(2002)
Information System Research
, vol.13
, Issue.4
, pp. 377-388
-
-
Lyytinen, K.1
Yoo, Y.2
-
22
-
-
39749140729
-
-
MacInnes, P. (1998)Sales reps play the field. Computer Dealer News, No.29 No.3, pp.196-208.
-
MacInnes, P. (1998)"Sales reps play the field". Computer Dealer News, No.29 No.3, pp.196-208.
-
-
-
-
23
-
-
17844383234
-
Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople
-
Rangarajan, D., Jones, E., Chin, W. (2005) "Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople", Industrial Marketing Management, Vol.34, No.4, pp-345-354.
-
(2005)
Industrial Marketing Management
, vol.34
, Issue.4
, pp. 345-354
-
-
Rangarajan, D.1
Jones, E.2
Chin, W.3
-
24
-
-
17844398050
-
-
Robinson, Leroy, Jr., Marshallb Greg, W., Stamps, Miriam, B., (2005), An empirical investigation of technology acceptance in a field sales force setting, Industrial Marketing Management, 34, No.4, pp.407-415
-
Robinson, Leroy, Jr., Marshallb Greg, W., Stamps, Miriam, B., (2005), "An empirical investigation of technology acceptance in a field sales force setting", Industrial Marketing Management, Vol.34, No.4, pp.407-415
-
-
-
-
25
-
-
85009577106
-
The acquisition and use of sales force automation by mid-sized manufacturers
-
Rivers, L.M., and Dart, J. (1999) "The acquisition and use of sales force automation by mid-sized manufacturers", Journal of Personal Selling & Sales Management, Vol. 19, No.2, pp. 59-73.
-
(1999)
Journal of Personal Selling & Sales Management
, vol.19
, Issue.2
, pp. 59-73
-
-
Rivers, L.M.1
Dart, J.2
-
26
-
-
17844377048
-
The adoption of information technology in the sales force
-
Schillewaert, N., Ahearnw, M., Frambach, R.T., Moenaert, R.K. (2005) "The adoption of information technology in the sales force", Industrial Marketing Management, Vol.34, pp.323-336
-
(2005)
Industrial Marketing Management
, vol.34
, pp. 323-336
-
-
Schillewaert, N.1
Ahearnw, M.2
Frambach, R.T.3
Moenaert, R.K.4
-
27
-
-
39749109171
-
-
Communication of the Association of Information Systems
-
Seddon, P.B., Staples, D.S. Patnayakun, R., Bowtell, M.J. (1999) "The dimensions of information systems success", Communication of the Association of Information Systems. Vol.2, No.3.
-
(1999)
The dimensions of information systems success
, vol.2
, Issue.3
-
-
Seddon, P.B.1
Staples, D.S.2
Patnayakun, R.3
Bowtell, M.J.4
-
28
-
-
0036021511
-
The hidden Minefields in the adoption of sales force automation technologies
-
Speier, C., and Venkatesh, V. (2002) "The hidden Minefields in the adoption of sales force automation technologies", Journal of Marketing, Vol.66, No.3, pp.98-111
-
(2002)
Journal of Marketing
, vol.66
, Issue.3
, pp. 98-111
-
-
Speier, C.1
Venkatesh, V.2
-
29
-
-
0642288770
-
Cellular telephones and the national sales force
-
Swenson, M.L & Parrella, A. (1992) "Cellular telephones and the national sales force", Journal of Personnel Selling and Sales Management, Vol.12, No.4, pp.67-74.
-
(1992)
Journal of Personnel Selling and Sales Management
, vol.12
, Issue.4
, pp. 67-74
-
-
Swenson, M.L.1
Parrella, A.2
-
30
-
-
1542382496
-
User acceptance of information technology: Toward unified view
-
Vo
-
Venkatesh, V., Morris, M.G., Davis, F.D. (2003) "User acceptance of information technology: toward unified view", MIS quarterly, Vo.27, No.3, pp.425-478
-
(2003)
MIS quarterly
, vol.27
, Issue.3
, pp. 425-478
-
-
Venkatesh, V.1
Morris, M.G.2
Davis, F.D.3
-
31
-
-
85009625512
-
Infusing technology into personal selling
-
Widmier, S. M., Jackson, D.W., and McCabe, D.B. (2002)" Infusing technology into personal selling", Journal of Personal Selling and Sales Management, Vol. 22, No.3, pp.189-198.
-
(2002)
Journal of Personal Selling and Sales Management
, vol.22
, Issue.3
, pp. 189-198
-
-
Widmier, S.M.1
Jackson, D.W.2
McCabe, D.B.3
|