Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors
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Routinisation stage also encompasses a robust 'user training' and 'technical user support' mechanism that further helps HR personnel with the necessary procedural knowledge and support mechanism to operate the focal HRM (AI) applications.
“Routinisation stage also encompasses a robust 'user training' and 'technical user support' mechanism that further helps HR personnel with the necessary procedural knowledge and support mechanism to operate the focal HRM (AI) applications”
From AI-augmented HRM: Antecedents, assimilation and multilevel consequences (2023) · cites this paper as Ahearne, Jelinek & Rapp, 2005
Cites
Perceived usefulness, perceived ease of use, and user acceptance of information technology
Davis, F. D. (1989) · MIS Quarterly · doi:10.2307/249008 · Cited by 68,483 · see citing works
Moore, G. C., & Benbasat, I. (1991) · Information Systems Research · doi:10.1287/isre.2.3.192 · Cited by 9,150 · see citing works
MacKenzie, S. B., Podsakoff, P. M., & Fetter, R. (1991) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(91)90037-t · Cited by 807 · see citing works
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AI-augmented HRM: Antecedents, assimilation and multilevel consequences
Prikshat, V., Malik, A., & Budhwar, P. (2023) · Human Resource Management Review · doi:10.1016/j.hrmr.2021.100860 · Cited by 200 · see citing works
Hautamäki, P., & Heikinheimo, M. (2025) · Journal of Business Research · doi:10.1016/j.jbusres.2025.115396 · Cited by 31 · see citing works
- Authors
- Ahearne, M., Jelinek, R., & Rapp, A.
- Affiliations
- University of Houston (US)
- Providence College (US)
- University of Connecticut (US)
- Corresponding author
- Ahearne, Michael
- Venue
- Industrial Marketing Management
- Publisher
- Elsevier BV
- Published
- 2005-05
- Volume
- 34
- Issue
- 4
- Pages
- 379-388
- ISSN
- 0019-8501 (ISSN-L)
- OpenAlex
- W2046127601
- Cited by
- 179
- References
- 3
- Citations by year
- 2026: 8 · 2025: 6 · 2024: 6 · 2023: 14 · 2022: 11 · 2021: 13 · 2020: 7 · 2019: 7 · 2018: 13 · 2017: 6 · 2016: 11 · 2015: 15 · 2014: 10 · 2013: 12 · 2012: 10
- FWCI
- 7.19
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Industrial Marketing Management (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Management Information Systems › ERP Systems Implementation and Impact
- Social Sciences › Decision Sciences › Information Systems and Management › Technology Adoption and User Behaviour
- Social Sciences › Business, Management and Accounting › Strategy and Management › Corporate Governance and Management
- Keywords
- sales automation, salesperson performance, user training, user support, moderating effect, sales effectiveness, sales efficiency, B2B sales, return on investment, information technology adoption
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