Search Results - subject:"sales force automation"

Complementarity and contextuality in the adoption of information systems

Kim, Yunhee; Choi, Jae Young; Kim, Yeonbae - In: Applied economics letters 18 (2011) 16/18, pp. 1613-1618

Persistent link: https://www.econbiz.de/10009383416

Customer relationship management (CRM)'s impact on B to B sales professionals' collaboration and sales performance

Rodriguez, Michael; Honeycutt, Earl D. - In: Journal of business-to-business marketing 18 (2011) 4, pp. 335-356

Persistent link: https://www.econbiz.de/10009412780

How does sales force automation influence relationship quality and performance? : the mediating roles of learning and selling behaviors

Park, Jeong Eun; Kim, Juyoung; Dubinsky, Alan J.; Lee, … - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1128-1138

Persistent link: https://www.econbiz.de/10008668698

The impact of management commitment alignment on salespersons' adoption of sales force automation technologies : an empirical investigation

Cascio, Robert; Mariadoss, Babu John; Mouri, Nacef - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1088-1096

Persistent link: https://www.econbiz.de/10008668707

The devil and customer relationship management : informational capitalism and the performativity of the sign

Knox, Hannah; O'Doherty, Damian; Vurdubakis, Theo; … - In: Journal of cultural economy 3 (2010) 3, pp. 339-359

Persistent link: https://www.econbiz.de/10009012381

Imperative relationship between data quality and performance of data-mining tools for CRM

Sharma, Sarika; Goyal, D. P.; Mittal, Ravi Kant - In: International journal of business competition and … 1 (2010) 1, pp. 45-61

Persistent link: https://www.econbiz.de/10009727500

Vertriebssteuerung durch operative CRM-Systeme : Anwendungsstand und Nutzenpotenziale in der betrieblichen Praxis

Sexauer, Hagen J.; Wellner, Marc - In: Effektives Customer Relationship Management : …, (pp. 171-186). 2008

Persistent link: https://www.econbiz.de/10003751978

Salesperson competitive intelligence and performance : the role of product knowledge and sales force automation usage

Mariadoss, Babu John; Milewicz, Chad; Lee, Sangwon; … - In: Industrial marketing management : the international … 43 (2014) 1, pp. 136-145

Persistent link: https://www.econbiz.de/10010359363

Social influence and contextual utilization of customer relationship management technology in an international field sales organization

Baker, David S. - In: Journal of relationship marketing : innovations & … 13 (2014) 4, pp. 263-285

Persistent link: https://www.econbiz.de/10010474280

Organizational and psychological aspects of sales force automation deployment in business companies.

Vymetal, Dominik - Volkswirtschaftliche Fakultät, … - 2007

The purpose of this article is to point out that SFA deployment is not an IT challenge only, but it concerns the topics of pschychology, team communication and management and last but not least the necessity of top management support . Some suggestions how to solve these challenges are...

Persistent link: https://www.econbiz.de/10005619864