All pain, no gain? Why adopting sales force automation tools is insufficient for performance improvement-Reference-Cited by-同舟云学术

All pain, no gain? Why adopting sales force automation tools is insufficient for performance improvement

Published:2013-09 Issue:5 Volume:56 Page:635-642
ISSN:0007-6813
Container-title:Business Horizons
language:en
Short-container-title:Business Horizons

Author:

Jelinek Ronald

Publisher

Elsevier BV

Subject

Marketing,Business and International Management

Reference24 articles.

1. Accenture. (2012, July 25). Connecting the dots on sales performance: Leveraging the 2012 sales performance optimization study to inform sales effectiveness initiatives. Retrieved December 27, 2012, from http://www.accenture.com/us-en/Pages/insight-connecting-dots-sales-performance.aspx

2. Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors;Ahearne;Industrial Marketing Management,2005

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

4. Co-opetition dynamics: An outline for further inquiry;Bengtsson;Competitiveness Review: An International Business Journal,2010

5. CRM unplugged: Releasing CRM's strategic value;Bligh,2004

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