Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness

Author:

Ahearne Michael,Hughes Douglas E.,Schillewaert Niels

Publisher

Elsevier BV

Subject

Marketing

Reference112 articles.

1. More and more sales reps are turning to high-tech sales tools and the Internet to improve sales performance;Agency Sales Magazine,1997

2. If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance;Ahearne;International Journal of Research in Marketing,1999

3. Effect of technology on sales performance: Progressing from technology acceptance to technology use and consequence;Ahearne;Journal of Personal Selling & Sales Management,2004

4. Structural equation modeling in practice: A review and recommended two-step approach;Anderson;Psychological Bulletin,1988

5. Investigating relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness;Babakus;International Journal of Research in Marketing,1996

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