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Cited by 203

The DOI matches its Crossref record; 8 of the 8 references it cites were found in a registry or an index.

Sales force use of technology: antecedents to technology acceptance

Robinson, Leroy, Marshall, Greg W., Stamps, Miriam B.·2005·Journal of Business Research
DOI 10.1016/j.jbusres.2004.07.010
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Citations

Cites

Show all 8 references

Research works printed but not linked: 23

  1. Adams, 1992, Perceived usefulness, ease of use, and usage of information, MIS Q., 16, 227, 10.2307/249577 · DOI · Paper page
  2. Agarwal, 1999, Are individual differences germane to the acceptance of new information technologies?, Decis. Sci., 30, 361, 10.1111/j.1540-5915.1999.tb01614.x · DOI · Paper page
  3. Alavi, 1992, Revisiting DSS implementation research: a meta-analysis of the literature and suggestions for researchers, MIS Q., 16, 95, 10.2307/249703 · DOI · Paper page
  4. Anderson, 1988, Structural equation modeling in practice: a review and recommended two-step approach, Psychol. Bull., 103, 411, 10.1037/0033-2909.103.3.411 · DOI · Paper page
  5. Baronas, 1988, Restoring a sense of control during implementation: how user involvement leads to system acceptance, MIS Q., 12, 111, 10.2307/248811 · DOI · Paper page
  6. Chin, 1995, On the use, usefulness, and ease of use of structural equation modelling in MIS research: a note of caution, MIS Q., 19, 237, 10.2307/249690 · DOI · Paper page
  7. Conner, 1991, Software piracy: an analysis of protection strategies, Manage. Sci., 37, 125, 10.1287/mnsc.37.2.125 · DOI · Paper page
  8. Cron, 1986, The influence of career stages on salespeople's job attitudes, work perceptions, and performance, J. Mark. Res., 23, 119, 10.2307/3151659 · doi:10.2307/3151659
  9. Cron, 1986, Career-stages approach to managing the sales force, J. Bus. Ind. Mark., 1, 51, 10.1108/eb006013 · doi:10.1108/eb006013
  10. Cronbach, 1951, Coefficient alpha and the internal structure of tests, Psychometrika, 16, 297, 10.1007/BF02310555 · DOI · Paper page
  11. Davis, 1989, User acceptance of computer technology: a comparison of two theoretical models, Manage. Sci., 35, 982, 10.1287/mnsc.35.8.982 · DOI · Paper page
  12. Flynn, 1993, A validation of the Goldsmith and Hofacker innovativeness scale, Educ. Psychol. Meas., 53, 1105, 10.1177/0013164493053004023 · DOI · Paper page
  13. Green, Gina G. Examining the impacts of developer involvement and IT diffusion environment on the diffusion of software development techniques. Tampa, FL: University of South Florida, College of Business Administration, doctoral dissertation; 1998.
  14. Keillor, 1997, Sales force automation issues prior to implementation: the relationship between attitudes toward technology experience and productivity, J. Bus. Ind. Mark., 12, 209, 10.1108/08858629710188045 · DOI
  15. Marshall, 1999, The current state of sales force activities, Ind. Mark. Manage., 28, 87, 10.1016/S0019-8501(98)00025-X · DOI · Paper page
  16. Morgan, 2001, Technology and the sales force, Ind. Mark. Manage., 30, 463, 10.1016/S0019-8501(99)00115-7 · DOI
  17. Nelson, 1990, Individual adjustment to information driven technologies: a critical review, MIS Q., 14, 79, 10.2307/249311 · DOI · Paper page
  18. Parthasarathy, 1997, Sales force automation and the adoption of technological innovations by salespeople: theory and implications, J. Bus. Ind. Mark., 12, 196, 10.1108/08858629710188036 · DOI
  19. Rivers, 1999, The acquisition and use of sales force automation by mid-sized manufacturers, J. Pers. Sell. Sales Manage., 19, 59
  20. Slocum, 1985, Job attitudes and performance through three career stages, J. Vocat. Behav., 26, 126, 10.1016/0001-8791(85)90013-2 · DOI · Paper page
  21. Sujan, 1986, Smarter versus harder: an exploratory attributional analysis of salespeople's motivation, J. Mark. Res., 23, 41, 10.2307/3151775 · doi:10.2307/3151775
  22. Sujan, 1988, Increasing sales productivity by getting salespeople to work smarter, J. Pers. Sell. Sales Manage., 8, 9
  23. Zmud, 1979, Individual differences and MIS success: a review of the empirical literature, Manage. Sci., 25, 966, 10.1287/mnsc.25.10.966 · DOI · Paper page

Cited by

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Metadata

Authors
Robinson, L., Marshall, G. W., & Stamps, M. B.
Venue
Journal of Business Research
Publisher
Elsevier BV
Published
2005-12
Volume
58
Issue
12
Pages
1623-1631
ISSN
0148-2963 (ISSN-L)
DOI
10.1016/j.jbusres.2004.07.010
OpenAlex
W2039574106
Cited by
203
References
8
FWCI
16.27
Type
journal article
Language
en
Open access
closed
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)

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CoChat. (2026). Citation check: Sales force use of technology: antecedents to technology acceptance. https://app.cochat.ai/papers/10.1016/j.jbusres.2004.07.010
The paper
Robinson, L., Marshall, G. W., & Stamps, M. B. (2005). Sales force use of technology: antecedents to technology acceptance. Journal of Business Research. https://doi.org/10.1016/j.jbusres.2004.07.010

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.