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Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors

  • Published:2005-05 Issue:4 Volume:34 Page:379-388
  • ISSN:0019-8501
  • Container-title:Industrial Marketing Management
  • language:en
  • Short-container-title:Industrial Marketing Management

Author:

Ahearne Michael,Jelinek Ronald,Rapp Adam

Publisher

Elsevier BV

Subject

Marketing

Reference42 articles.

1. Act.com (2004, January). http://www.act.com

2. Multiple regression: Testing and interpreting interactions;Aiken,1991

3. Improving sales training cycle times for new trainees: An exploratory study;Bashaw;Industrial Marketing Management,2002

4. Blowntobits.com (2003, November). http://www.blowntobits.com “Meet the authors: a conversation with the authors”.

5. The productivity paradox of information technology;Brynjolfsson;Communications of the ACM,1993

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