The DOI matches its Crossref record; 65 of the 65 references it cites were found in a registry or an index.
The Hidden Minefields in the Adoption of Sales Force Automation Technologies
Abstract
Sales force automation technologies are increasingly used to support customer relationship management strategies; however, commentary in the practitioner press suggests high failure rates. The authors use identity theory as a lens to better understand salesperson perceptions associated with technology rejection. They collected survey data from 454 salespeople across two firms that had implemented sales force automation tools. The results indicate that immediately after training, salespeople had positive perceptions of the technology. However, six months after implementation, the technology had been widely rejected, and salesperson absenteeism and voluntary turnover had significantly increased. There were also significant decreases in perceptions of organizational commitment, job satisfaction, person–organization fit, and person–job fit across both firms. Finally, salespeople with stronger professional commitment indicated more negative job-related perceptions as experience with the technology increased.
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The Role of Relational Information Processes and Technology Use in Customer Relationship Management
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Dead Or Alive? The Development, Trajectory And Future Of Technology Adoption Research.
University of Arkansas, Venkatesh, V., Davis, F., University of Arkansas, Morris, M., & University of Virginia (2007) · Journal of the Association for Information Systems · doi:10.17705/1jais.00120 · Cited by 789
Self-citationTechnostress: negative effect on performance and possible mitigations
Tarafdar, M., Pullins, E. B., & Ragu‐Nathan, T. S. (2015) · Information Systems Journal · doi:10.1111/isj.12042 · Cited by 791
Verbeke, W., Dietz, B., & Verwaal, E. (2011) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-010-0211-8 · Cited by 630
Metadata
- Authors
- Speier, C., & Venkatesh, V.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2002-07
- Volume
- 66
- Issue
- 3
- Pages
- 98-111
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2087151252
- Cited by
- 485
- References
- 65
- FWCI
- 45.85
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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