메뉴 건너뛰기




Volumn 32, Issue 2, 2012, Pages 245-259

Technology usage and sales teams: A multilevel analysis of the antecedents of usage

Author keywords

[No Author keywords available]

Indexed keywords


EID: 84860750499     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134320205     Document Type: Article
Times cited : (28)

References (76)
  • 1
    • 17844370244 scopus 로고    scopus 로고
    • Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors
    • DOI 10.1016/j.indmarman.2004.09.020, PII S0019850104001518
    • Ahearne, Michael, Ronald Jelinek, and Adam Rapp (2005), "Moving Beyond the Direct Effect of SFA Adoption on Salesperson Performance: Training and Support as Key Moderating Factors," Industrial Marketing Management, 34 (4), 379-388. (Pubitemid 40595442)
    • (2005) Industrial Marketing Management , vol.34 , Issue.SPEC ISS. , pp. 379-388
    • Ahearne, M.1    Jelinek, R.2    Rapp, A.3
  • 3
    • 31144463117 scopus 로고    scopus 로고
    • The effects of salesperson need for achievement and sales manager leader reward behavior
    • Amyx, Douglas, and Bruce L. Alford (2005), "The Effects of Salesperson Need for Achievement and Sales Manager Leader Reward Behavior," Journal of Personal Selling & Sales Management, 25, 4 (Fall), 345-359. (Pubitemid 43125461)
    • (2005) Journal of Personal Selling and Sales Management , vol.25 , Issue.4 , pp. 345-359
    • Amyx, D.1    Alford, B.L.2
  • 4
    • 21844505274 scopus 로고
    • Inducing multiline salespeople to adopt house brands
    • Anderson, Erin, and Thomas S. Robertson (1995), "Inducing Multiline Salespeople to Adopt House Brands," Journal of Marketing, 59 (2), 16-31.
    • (1995) Journal of Marketing , vol.59 , Issue.2 , pp. 16-31
    • Anderson, E.1    Robertson, T.S.2
  • 6
    • 0017472917 scopus 로고
    • Self-efficacy: Toward a unifying theory of behavioral change
    • Bandura, Albert (1977), "Self-Efficacy: Toward a Unifying Theory of Behavioral Change," Psychological Review, 84 (2), 191-215.
    • (1977) Psychological Review , vol.84 , Issue.2 , pp. 191-215
    • Bandura, A.1
  • 8
    • 0032329539 scopus 로고    scopus 로고
    • Effects of trait competitiveness and perceived intraorganizational competition on salesperson goal setting and performance
    • Brown, Stephen P., William L. Cron, and John W. Slocum, Jr. (1998), "Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and Performance," Journal of Marketing, 62 (4), 88-98.
    • (1998) Journal of Marketing , vol.62 , Issue.4 , pp. 88-98
    • Brown, S.P.1    Cron, W.L.2    Slocum Jr., J.W.3
  • 10
    • 3343018497 scopus 로고    scopus 로고
    • Beating the sales force technophobia
    • Campbell, Tricia (1998), "Beating the Sales Force Technophobia," Sales and Marketing Management, 150, 68-72.
    • (1998) Sales and Marketing Management , vol.150 , pp. 68-72
    • Campbell, T.1
  • 11
    • 79952338889 scopus 로고    scopus 로고
    • The effect of goal visualization on goal pursuit: Implications for consumers and managers
    • Cheema, Amar, and Rajesh Bagchi (2011), "The Effect of Goal Visualization on Goal Pursuit: Implications for Consumers and Managers," Journal of Marketing, 75 (2), 109-123.
    • (2011) Journal of Marketing , vol.75 , Issue.2 , pp. 109-123
    • Cheema, A.1    Bagchi, R.2
  • 12
    • 0036626079 scopus 로고    scopus 로고
    • The role of different levels of leadership in predicting self- and collective efficacy: Evidence for discontinuity
    • DOI 10.1037//0021-9010.87.3.549
    • Chen, Gilad, and Paul D. Bliese (2002), "The Role of Different Levels of Leadership in Predicting Self- and Collective Efficacy: Evidence for Discontinuity," Journal of Applied Psychology, 87 (3), 549-556. (Pubitemid 36288930)
    • (2002) Journal of Applied Psychology , vol.87 , Issue.3 , pp. 549-556
    • Chen, G.1    Bliese, P.D.2
  • 13
    • 26444607271 scopus 로고    scopus 로고
    • A framework for conducting multi-level construct validation
    • DOI 10.1016/S1475-9144(04)03013-9, PII S1475914404030139, Multi-level Issues in Organizational Behavior and Processes
    • -, John E. Mathieu, and Paul D. Bliese (2004), "A Framework for Conducting Multilevel Construct Validation," in Research in Multilevel Issues: Multilevel Issues in Organizational Behavior and Processes, vol. 3, Francis J. Yammarino and Fred Dansereau, eds., Oxford: Elsevier, 273-303. (Pubitemid 39753331)
    • (2004) Research in Multi-Level Issues , vol.3 , pp. 273-303
    • Chen, G.1    Mathieu, J.E.2    Bliese, P.D.3
  • 14
    • 33947362519 scopus 로고    scopus 로고
    • A multilevel study of leadership, empowerment, and performance in teams
    • -, Bradley L. Kirkman, Ruth Kanfer, Don Allen, and Benson Rosen (2007), "A Multilevel Study of Leadership, Empowerment, and Performance in Teams," Journal of Applied Psychology, 92 (2), 331-346.
    • (2007) Journal of Applied Psychology , vol.92 , Issue.2 , pp. 331-346
    • Kirkman, B.L.1    Kanfer, R.2    Allen, D.3    Rosen, B.4
  • 15
    • 24144496844 scopus 로고    scopus 로고
    • What's the buzz all about?"
    • Cichelli, David (2005), "What's the Buzz All About?" Sales and Marketing Management, 157 (80), 20-21.
    • (2005) Sales and Marketing Management , vol.157 , Issue.80 , pp. 20-21
    • Cichelli, D.1
  • 16
    • 21744438241 scopus 로고    scopus 로고
    • A Hierarchical Construct of Self-Management Leadership and its Relationship to Quality of Work Life and Perceived Work Group Effectiveness
    • Cohen, Susan G., Lei Chang, and Gerald E. Ledford, Jr. (1997), "A Hierarchical Construct of Self-Management Leadership and Its Relationship to Quality of Work Life and Perceived Work Group Effectiveness," Personnel Psychology, 50 (2), 275-308. (Pubitemid 127095756)
    • (1997) Personnel Psychology , vol.50 , Issue.2 , pp. 275-308
    • Cohen, S.G.1    Chang, L.2    Ledford, G.E.3
  • 17
    • 0000215723 scopus 로고
    • The empowerment process: Integrating theory and practice
    • Conger, Jay A., and Rabindra N. Kanungo (1988), "The Empowerment Process: Integrating Theory and Practice," Academy of Management Review, 13 (3), 471-82.
    • (1988) Academy of Management Review , vol.13 , Issue.3 , pp. 471-82
    • Conger, J.A.1    Kanungo, R.N.2
  • 19
    • 84936823933 scopus 로고
    • User acceptance of computer technology: A comparison of two theoretical models
    • - (1989), "User Acceptance of Computer Technology: A Comparison of Two Theoretical Models," Management Science, 35 (8), 982-1003.
    • (1989) Management Science , vol.35 , Issue.8 , pp. 982-1003
  • 20
    • 0142023239 scopus 로고    scopus 로고
    • An investigation of team information processing in service teams: Exploring the link between teams and customers
    • DOI 10.1177/0092070303255382
    • Deeter-Schmelz, Dawn R., and Rosemary P. Ramsey (2003), "An Investigation of Team Information Processing in Service Teams: Exploring the Link Between Teams and Customers," Journal of the Academy of Marketing Science, 31 (4), 409-424. (Pubitemid 37282455)
    • (2003) Journal of the Academy of Marketing Science , vol.31 , Issue.4 , pp. 409-424
    • Deeter-Schmelz, D.R.1    Ramsey, R.P.2
  • 21
    • 2142819921 scopus 로고    scopus 로고
    • Antecedents and consequences of the service climate in boundary-spanning self-managing service teams
    • DOI 10.1509/jmkg.68.2.18.27790
    • de Jong, Ad, Ko de Ruyter, and Jos Lemmink (2004), "Antecedents and Consequences of the Service Climate in Boundary-Spanning Self-Managing Service Teams," Journal of Marketing, 68 (2), 18-35. (Pubitemid 38544934)
    • (2004) Journal of Marketing , vol.68 , Issue.2 , pp. 18-35
    • De Jong, A.1    De Ruyter, K.2    Lemmink, J.3
  • 22
    • 0141792441 scopus 로고    scopus 로고
    • Managing from the boundary: The effective leadership of self-managing work teams
    • Druskat, Vanessa Urch, and Jane V. Wheeler (2003), "Managing from the Boundary: The Effective Leadership of Self-Managing Work Teams," Academy of Management Journal, 46 (4), 435-457. (Pubitemid 37180394)
    • (2003) Academy of Management Journal , vol.46 , Issue.4 , pp. 435-457
    • Druskat, V.U.1    Wheeler, J.V.2
  • 24
    • 0000418290 scopus 로고
    • Technology diffusion: An empirical test of competitive effects
    • Gatignon, Hubert, and Thomas S. Robertson (1989), "Technology Diffusion: An Empirical Test of Competitive Effects," Journal of Marketing, 53 (1), 35-49.
    • (1989) Journal of Marketing , vol.53 , Issue.1 , pp. 35-49
    • Gatignon, H.1    Robertson, T.S.2
  • 25
    • 84970780368 scopus 로고
    • A meta-analysis of cohesion and performance: Effects of level of analysis and task interdependence
    • Gully, Stanley M., Dennis J. Devine, and David J. Whitney (1995), "A Meta-Analysis of Cohesion and Performance: Effects of Level of Analysis and Task Interdependence," Small Group Research, 26 (4), 497-520. (Pubitemid 126140098)
    • (1995) Small Group Research , vol.26 , Issue.4 , pp. 497-520
    • Gully, S.M.1    Devine, D.J.2    Whitney, D.J.3
  • 27
    • 51249174714 scopus 로고
    • An empirical investigation of salespeople's performance, effort and selling method during a sales contest
    • Hart, Sandra, William C. Moncrief, and A. Parasuraman (1989), "An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During a Sales Contest," Journal of the Academy of Marketing Science, 17 (1), 29-39.
    • (1989) Journal of the Academy of Marketing Science , vol.17 , Issue.1 , pp. 29-39
    • Hart, S.1    Moncrief, W.C.2    Parasuraman, A.3
  • 29
    • 79952900542 scopus 로고    scopus 로고
    • Social influence on salespeople's adoption of sales technology: A multilevel analysis
    • Homburg, Christian, Jan Wieseke, and Christina Kuehnl (2010), "Social Influence on Salespeople's Adoption of Sales Technology: A Multilevel Analysis," Journal of the Academy of Marketing Science, 38 (2), 159-168.
    • (2010) Journal of the Academy of Marketing Science , vol.38 , Issue.2 , pp. 159-168
    • Homburg, C.1    Wieseke, J.2    Kuehnl, C.3
  • 30
    • 17844374331 scopus 로고    scopus 로고
    • Impediments to sales force automation
    • DOI 10.1016/j.indmarman.2004.09.012, PII S0019850104001452
    • Honeycutt, Earl D., Jr., Tanya Thelen, Shawn T. Thelen, and Sharon K. Hodge (2005), "Impediments to Sales Force Automation," Industrial Marketing Management, 34 (4), 313-322. (Pubitemid 40595436)
    • (2005) Industrial Marketing Management , vol.34 , Issue.SPEC ISS. , pp. 313-322
    • Honeycutt Jr., E.D.1    Thelen, T.2    Thelen, S.T.3    Hodge, S.K.4
  • 31
    • 34247119118 scopus 로고    scopus 로고
    • Making sales technology effective
    • Hunter, Gary K., and William D. Perrault (2007), "Making Sales Technology Effective," Journal of Marketing, 71 (1), 16-34.
    • (2007) Journal of Marketing , vol.71 , Issue.1 , pp. 16-34
    • Hunter, G.K.1    Perrault, W.D.2
  • 33
    • 0000878544 scopus 로고
    • Supervisory feedback: Alternative types and their impact on salespeople's performance and satisfaction
    • Jaworski, Bernard J., and Ajay K. Kohli (1991), "Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction," Journal of Marketing Research, 28 (2), 190-201.
    • (1991) Journal of Marketing Research , vol.28 , Issue.2 , pp. 190-201
    • Jaworski, B.J.1    Kohli, A.K.2
  • 34
    • 0042852269 scopus 로고    scopus 로고
    • Motivating sales entrepreneurs to change: A conceptual framework of factors leading to successful change management initiatives in sales organizations
    • Jones, Eli, James A. Roberts, and Lawrence B. Chonko (2000), "Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations," Journal of Marketing Theory and Practice, 8 (2), 37-49.
    • (2000) Journal of Marketing Theory and Practice , vol.8 , Issue.2 , pp. 37-49
    • Jones, E.1    Roberts, J.A.2    Chonko, L.B.3
  • 38
    • 26444538586 scopus 로고    scopus 로고
    • The dimensions and antecedents of team virtuality
    • DOI 10.1177/0149206305279113
    • Kirkman, Bradley L., and John E. Mathieu (2005), "The Dimensions and Antecedents of Team Virtuality," Journal of Management, 31 (5), 700-718. (Pubitemid 41419858)
    • (2005) Journal of Management , vol.31 , Issue.5 , pp. 700-718
    • Kirkman, B.L.1    Mathieu, J.E.2
  • 39
    • 0033248832 scopus 로고    scopus 로고
    • Beyond self-management: Antecedents and consequences of team empowerment
    • -, and Benson Rosen (1999), "Beyond Self-Management: Antecedents and Consequences of Team Empowerment," Academy of Management Journal, 42 (1), 58-74.
    • (1999) Academy of Management Journal , vol.42 , Issue.1 , pp. 58-74
    • Rosen, B.1
  • 40
    • 3042633111 scopus 로고    scopus 로고
    • The impact of team empowerment on virtual team performance: The moderating role of face-to-face interaction
    • -, -, Paul E. Tesluk, and Cristina B. Gibson (2004), "The Impact of Team Empowerment on Virtual Team Performance: The Moderating Role of Face-to-Face Interaction," Academy of Management Journal, 47 (2), 175-192. (Pubitemid 38845935)
    • (2004) Academy of Management Journal , vol.47 , Issue.2 , pp. 175-192
    • Kirkman, B.L.1    Rosen, B.2    Tesluk, P.E.3    Gibson, C.B.4
  • 42
    • 0032348846 scopus 로고    scopus 로고
    • Varieties of social influence: The role of utility and norms in the success of a new communication medium
    • Kraut, Robert E., Ronald E. Rice, Colleen Cool, and Robert S. Fish (1998), "Varieties of Social Influence: The Role of Utility and Norms in the Success of a New Communication Medium," Organization Science, 9 (4), 437-453.
    • (1998) Organization Science , vol.9 , Issue.4 , pp. 437-453
    • Kraut, R.E.1    Rice, R.E.2    Cool, C.3    Fish, R.S.4
  • 43
    • 0001688155 scopus 로고
    • The motivational effects of participation versus goal setting on performance
    • Latham, Gary P., and Timothy E. Steele (1983), "The Motivational Effects of Participation Versus Goal Setting on Performance," Academy of Management Journal, 26 (3), 406-417.
    • (1983) Academy of Management Journal , vol.26 , Issue.3 , pp. 406-417
    • Latham, G.P.1    Steele, T.E.2
  • 45
    • 36048992966 scopus 로고    scopus 로고
    • The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities
    • DOI 10.1016/j.ijresmar.2006.10.002, PII S0167811606000644
    • Le Bon, Joel, and Dwight Merunka (2006), "The Impact of Individual and Managerial Factors on Salespeople's Contribution to Marketing Intelligence Activities," International Journal of Research in Marketing, 23 (4), 395-408. (Pubitemid 44824796)
    • (2006) International Journal of Research in Marketing , vol.23 , Issue.4 , pp. 395-408
    • Le Bon, J.1    Merunka, D.2
  • 46
    • 21844523520 scopus 로고
    • Efficacy-performance spirals: A multilevel perspective
    • Lindsley, Dana H., Daniel J. Brass, and James B. Thomas (1995), "Efficacy-Performance Spirals: A Multilevel Perspective," Academy of Management Review, 20 (3), 645-678.
    • (1995) Academy of Management Review , vol.20 , Issue.3 , pp. 645-678
    • Lindsley, D.H.1    Brass, D.J.2    Thomas, J.B.3
  • 49
    • 33947388887 scopus 로고    scopus 로고
    • A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance
    • Mathieu, John M., Michael Ahearne, and Scott R. Taylor (2007), "A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance," Journal of Applied Psychology, 92 (2), 528-537.
    • (2007) Journal of Applied Psychology , vol.92 , Issue.2 , pp. 528-537
    • Mathieu, J.M.1    Ahearne, M.2    Taylor, S.R.3
  • 50
    • 31344465409 scopus 로고    scopus 로고
    • Empowerment and team effectiveness: An empirical test of an integrated model
    • DOI 10.1037/0021-9010.91.1.97
    • -, Lucy L. Gilson, and Thomas M. Ruddy (2006), "Empowerment and Team Effectiveness: An Empirical Test of an Integrated Model," Journal of Applied Psychology, 91 (1), 97-108. (Pubitemid 43145691)
    • (2006) Journal of Applied Psychology , vol.91 , Issue.1 , pp. 97-108
    • Mathieu, J.E.1    Gilson, L.L.2    Ruddy, T.M.3
  • 51
    • 43049105804 scopus 로고    scopus 로고
    • Team effectiveness 1997-2007: A review of recent advancements and a glimpse into the future
    • -, M. Travis Maynard, Tammy Rapp, and Lucy Gilson (2008), "Team Effectiveness 1997-2007: A Review of Recent Advancements and a Glimpse into the Future," Journal of Management, 34 (3), 410-476.
    • (2008) Journal of Management , vol.34 , Issue.3 , pp. 410-476
    • Maynard, M.T.1    Rapp, T.2    Gilson, L.3
  • 52
    • 0002883709 scopus 로고
    • Selling teams: A conceptual framework and research agenda
    • Winter
    • Moon, Mark, and Gary Armstrong (1994), "Selling Teams: A Conceptual Framework and Research Agenda," Journal of Personal Selling & Sales Management, 14, 1 (Winter), 17-30.
    • (1994) Journal of Personal Selling & Sales Management , vol.14 , Issue.1 , pp. 17-30
    • Moon, M.1    Armstrong, G.2
  • 53
    • 0034346262 scopus 로고    scopus 로고
    • Age differences in technology adoption decisions: Implications for a changing work force
    • Morris, Michael G., and Viswanath Venkatesh (2000), "Age Differences in Technology Adoption Decisions: Implications for a Changing Work Force," Personnel Psychology, 53 (2), 375-403.
    • (2000) Personnel Psychology , vol.53 , Issue.2 , pp. 375-403
    • Morris, M.G.1    Venkatesh, V.2
  • 54
    • 43849099808 scopus 로고    scopus 로고
    • Effects of sales force automation use on sales force activities and customer relationship management processes
    • Moutot, Jean-Michael, and Ganael Bascoul (2008), "Effects of Sales Force Automation Use on Sales Force Activities and Customer Relationship Management Processes," Journal of Personal Selling & Sales Management, 28 (2), 167-184.
    • (2008) Journal of Personal Selling & Sales Management , vol.28 , Issue.2 , pp. 167-184
    • Moutot, J.-M.1    Bascoul, G.2
  • 55
    • 67449152699 scopus 로고    scopus 로고
    • How much should you invest in each customer relationship? A competitive strategic approach
    • Musalem, Andres, and Yogesh V. Joshi (2009), "How Much Should You Invest in Each Customer Relationship? A Competitive Strategic Approach," Marketing Science, 28 (3), 555-565.
    • (2009) Marketing Science , vol.28 , Issue.3 , pp. 555-565
    • Musalem, A.1    Joshi, Y.V.2
  • 56
    • 0002452035 scopus 로고
    • Adoption correlates and share effects of electronic data interchange systems in marketing channels
    • O'Callaghan, Ramon, Patrick J. Kaufmann, and Benn R. Konsynski (1992), "Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels," Journal of Marketing, 56 (2), 45-56.
    • (1992) Journal of Marketing , vol.56 , Issue.2 , pp. 45-56
    • O'Callaghan, R.1    Kaufmann, P.J.2    Konsynski, B.R.3
  • 57
    • 70349307536 scopus 로고    scopus 로고
    • The role of customer gratitude in relationship marketing
    • Palmatier, Robert W., Cheryl Burke Jarvis, Jennifer R. Bechkoff, and Frank R. Kardes (2009), "The Role of Customer Gratitude in Relationship Marketing," Journal of Marketing, 73 (5), 1-18.
    • (2009) Journal of Marketing , vol.73 , Issue.5 , pp. 1-18
    • Palmatier, R.W.1    Jarvis, C.B.2    Bechkoff, J.R.3    Kardes, F.R.4
  • 58
    • 23044520351 scopus 로고    scopus 로고
    • Serving customers and consumers effectively in the twenty-first century: A conceptual framework and overview
    • Parasuraman, A., and Dhruv Grewal (2000), "Serving Customers and Consumers Effectively in the Twenty-First Century: A Conceptual Framework and Overview," Journal of the Academy of Marketing Science, 28 (1), 9-16.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.1 , pp. 9-16
    • Parasuraman, A.1    Grewal, D.2
  • 59
    • 0009939578 scopus 로고    scopus 로고
    • Salesforce automation and the adoption of technological innovations by salespeople: Theory and implications
    • Parthasarathy, M., and R.S. Sohli (1997), "Salesforce Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications," Journal of Business and Industrial Marketing, 12 (3-4), 196-208. (Pubitemid 127473521)
    • (1997) Journal of Business and Industrial Marketing , vol.12 , Issue.3-4 , pp. 196-208
    • Parthasarathy, M.1    Sohi, R.S.2
  • 60
    • 0031323814 scopus 로고    scopus 로고
    • Moderating effects of goal acceptance on the relationship between group cohesiveness and productivity
    • Podsakoff, Philip M., Scott B. MacKenzie, and Michael Ahearne (1997), "Moderating Effects of Goal Acceptance on the Relationship Between Group Cohesiveness and Productivity," Journal of Applied Psychology, 82 (6), 974-983.
    • (1997) Journal of Applied Psychology , vol.82 , Issue.6 , pp. 974-983
    • Podsakoff, P.M.1    MacKenzie, S.B.2    Ahearne, M.3
  • 61
    • 0141907688 scopus 로고    scopus 로고
    • Common method biases in behavioral research: A critical review of the literature and recommended remedies
    • DOI 10.1037/0021-9010.88.5.879
    • -, -, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (5), 879-903. (Pubitemid 37239703)
    • (2003) Journal of Applied Psychology , vol.88 , Issue.5 , pp. 879-903
    • Podsakoff, P.M.1    MacKenzie, S.B.2    Lee, J.-Y.3    Podsakoff, N.P.4
  • 63
    • 33748606385 scopus 로고    scopus 로고
    • The impact of knowledge and empowerment on working smart and working hard: The moderating role of experience
    • DOI 10.1016/j.ijresmar.2006.02.003, PII S0167811606000474
    • -, -, -, and Niels Schillewaert (2006), "The Impact of Knowledge and Empowerment on Working Smart and Working Hard: The Moderating Role of Experience," International Journal of Research in Marketing, 23 (3), 279-293. (Pubitemid 44375522)
    • (2006) International Journal of Research in Marketing , vol.23 , Issue.3 , pp. 279-293
    • Rapp, A.1    Ahearne, M.2    Mathieu, J.3    Schillewaert, N.4
  • 64
    • 0035607666 scopus 로고    scopus 로고
    • The effect of reward structures on the performance of cross-functional product development teams
    • Sarin, Shikhar, and Vijay Mahajan (2001), "The Effect of Reward Structures on the Performance of Cross-Functional Product Development Teams," Journal of Marketing, 65 (2), 35-53.
    • (2001) Journal of Marketing , vol.65 , Issue.2 , pp. 35-53
    • Sarin, S.1    Mahajan, V.2
  • 65
    • 17844377048 scopus 로고    scopus 로고
    • The adoption of information technology in the sales force
    • DOI 10.1016/j.indmarman.2004.09.013, PII S0019850104001464
    • Schillewaert, Niels, Michael J. Ahearne, Ruud T. Frambach, and Rudy K. Moenaert (2005), "The Adoption of Information Technology in the Sales Force," Industrial Marketing Management, 34 (4), 323-336. (Pubitemid 40595437)
    • (2005) Industrial Marketing Management , vol.34 , Issue.SPEC ISS. , pp. 323-336
    • Schillewaert, N.1    Ahearne, M.J.2    Frambach, R.T.3    Moenaert, R.K.4
  • 66
    • 0023315532 scopus 로고
    • Group effectiveness: What really matters?"
    • Shea, Gregory P., and Richard A. Guzzo (1987), "Group Effectiveness: What Really Matters?" Sloan Management Review, 28 (3), 25-31.
    • (1987) Sloan Management Review , vol.28 , Issue.3 , pp. 25-31
    • Shea, G.P.1    Guzzo, R.A.2
  • 67
    • 0000982352 scopus 로고
    • Boundary role ambiguity in marketing-oriented positions: A multidimensional, multifaceted operationalization
    • Singh, Jagdip, and Gary K. Rhoads (1991), "Boundary Role Ambiguity in Marketing-Oriented Positions: A Multidimensional, Multifaceted Operationalization," Journal of Marketing Research, 28 (3), 328-338.
    • (1991) Journal of Marketing Research , vol.28 , Issue.3 , pp. 328-338
    • Singh, J.1    Rhoads, G.K.2
  • 69
    • 0036021507 scopus 로고    scopus 로고
    • The role of technological opportunism in the adoption of radical technologies by firms: An application to e-business
    • Srinivasan, Raji, Gary L. Lilien, and Arvind Rangaswami (2002), "The Role of Technological Opportunism in the Adoption of Radical Technologies by Firms: An Application to E-Business," Journal of Marketing, 66 (3), 47-60.
    • (2002) Journal of Marketing , vol.66 , Issue.3 , pp. 47-60
    • Srinivasan, R.1    Lilien, G.L.2    Rangaswami, A.3
  • 70
    • 0000901628 scopus 로고
    • Does empowerment always work? Understanding the role of intrinsic motivation and personal interpretation
    • Thomas, Kenneth W., and Walter G. Tymon (1994), "Does Empowerment Always Work? Understanding the Role of Intrinsic Motivation and Personal Interpretation," Journal of Management Systems, 6 (2), 1-13.
    • (1994) Journal of Management Systems , vol.6 , Issue.2 , pp. 1-13
    • Thomas, K.W.1    Tymon, W.G.2
  • 71
    • 38749129220 scopus 로고
    • Personal computing: Toward a conceptual model of utilization
    • Thompson, Ronald L., Christopher A. Higgins, and Jane M. Howell (1991), "Personal Computing: Toward a Conceptual Model of Utilization, " MIS Quarterly, 15 (1), 125-143.
    • (1991) MIS Quarterly , vol.15 , Issue.1 , pp. 125-143
    • Thompson, R.L.1    Higgins, C.A.2    Howell, J.M.3
  • 72
    • 77957941329 scopus 로고    scopus 로고
    • Cumulative timed intent: A new predictive tool for technology adoption
    • van Ittersum, Koert, and Fred M. Feinberg (2010), "Cumulative Timed Intent: A New Predictive Tool for Technology Adoption," Journal of Marketing Research, 47 (5), 808-822.
    • (2010) Journal of Marketing Research , vol.47 , Issue.5 , pp. 808-822
    • Van Ittersum, K.1    Feinberg, F.M.2
  • 73
    • 0033872521 scopus 로고    scopus 로고
    • Theoretical extension of the Technology Acceptance Model: Four longitudinal field studies
    • Venkatesh, Viswanath, and Fred D. Davis (2000), "A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies," Management Science, 46 (2), 186-204. (Pubitemid 30594361)
    • (2000) Management Science , vol.46 , Issue.2 , pp. 186-204
    • Venkatesh, V.1    Davis, F.D.2
  • 74
    • 1542382496 scopus 로고    scopus 로고
    • User acceptance of information technology: Toward a unified view
    • -, Michael G. Morris, Gordon B. Davis, and Fred D. Davis (2003), "User Acceptance of Information Technology: Toward a Unified View," MIS Quarterly, 27 (3), 425-478.
    • (2003) MIS Quarterly , vol.27 , Issue.3 , pp. 425-478
    • Morris, M.G.1    Davis, G.B.2    Davis, F.D.3
  • 75
    • 22644451283 scopus 로고    scopus 로고
    • Personal selling and sales management: A relationship marketing perspective
    • Weitz, Barton A., and Kevin D. Bradford (1999), "Personal Selling and Sales Management: A Relationship Marketing Perspective," Journal of Academy of Marketing Science, 27 (2), 241-254.
    • (1999) Journal of Academy of Marketing Science , vol.27 , Issue.2 , pp. 241-254
    • Weitz, B.A.1    Bradford, K.D.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.