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High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms

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Cited by:

  1. Pantano, Eleonora & Migliarese, Piero, 2014. "Exploiting consumer–employee–retailer interactions in technology-enriched retail environments through a relational lens," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 958-965.
  2. Nour El Houda Ben Amor, 2019. "What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals," International Business Research, Canadian Center of Science and Education, vol. 12(11), pages 76-93, November.
  3. Ryan Mullins & Raj Agnihotri, 2022. "Digital selling: organizational and managerial influences for frontline readiness and effectiveness," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 800-821, July.
  4. Lord Emmanuel Yamoah, PhD, MIoD, FCGBA & Edward Domina Attafuah, PhD, MIoD, FCGBA & Dr. Mark Ofori Nketia, PhD, 2024. "The Impact of Management Information Systems on Organizational Performance," International Journal of Research and Scientific Innovation, International Journal of Research and Scientific Innovation (IJRSI), vol. 11(9), pages 872-885, September.
  5. Herjanto, Halimin & Franklin, Drew, 2019. "Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons," Australasian marketing journal, Elsevier, vol. 27(2), pages 104-112.
  6. Ahmed Khwaja & Nathan Yang, 2022. "Quantifying the link between employee engagement, and customer satisfaction and retention in the car rental industry," Quantitative Marketing and Economics (QME), Springer, vol. 20(3), pages 275-292, September.
  7. Sumitro Banerjee & Alex P. Thevaranjan, 2019. "Targeting and salesforce compensation: When sales spill over to unprofitable customers," Quantitative Marketing and Economics (QME), Springer, vol. 17(1), pages 81-104, March.
  8. Sumitro Banerjee & Alex P. Thevaranjan, 2013. "How to deal with unprofitable customers? A salesforce compensation perspective," ESMT Research Working Papers ESMT-13-05, ESMT European School of Management and Technology.
  9. Hunter, Gary K., 2019. "On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts," Journal of Business Research, Elsevier, vol. 105(C), pages 201-213.
  10. Zhimei Zang & Xiaoyan Wang & Hairu Yang & Chuanming Chen, 2022. "“Be myself” or “Be friends”? Exploring the mechanism between self-construal and sales performance," Asian Business & Management, Palgrave Macmillan, vol. 21(1), pages 82-105, February.
  11. Rayburn, Steven W. & Badrinarayanan, Vishag & Anderson, Sidney T. & Gupta, Aditya, 2021. "Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance," Journal of Business Research, Elsevier, vol. 133(C), pages 66-78.
  12. Frenzen, Heiko & Hansen, Ann-Kristin & Krafft, Manfred & Mantrala, Murali K. & Schmidt, Simone, 2010. "Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 58-68.
  13. Becker, Jan U. & Greve, Goetz & Albers, Sönke, 2009. "The impact of technological and organizational implementation of CRM on customer acquisition, maintenance, and retention," International Journal of Research in Marketing, Elsevier, vol. 26(3), pages 207-215.
  14. Dana E. Harrison & Haya Ajjan, 2019. "Customer relationship management technology: bridging the gap between marketing education and practice," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(4), pages 205-219, December.
  15. Trainor, Kevin J. & Andzulis, James (Mick) & Rapp, Adam & Agnihotri, Raj, 2014. "Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM," Journal of Business Research, Elsevier, vol. 67(6), pages 1201-1208.
  16. Hansen, Jared M. & Levin, Michael A., 2016. "The effect of apathetic motivation on employees' intentions to use social media for businesses," Journal of Business Research, Elsevier, vol. 69(12), pages 6058-6066.
  17. Michael Rodriguez & Stefanie Boyer, 2020. "The impact of mobile customer relationship management (mCRM) on sales collaboration and sales performance," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(3), pages 137-148, September.
  18. Fabian Bill & Sven Feurer & Martin Klarmann, 2020. "Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 734-752, July.
  19. Langley, David J. & van Doorn, Jenny & Ng, Irene C.L. & Stieglitz, Stefan & Lazovik, Alexander & Boonstra, Albert, 2021. "The Internet of Everything: Smart things and their impact on business models," Journal of Business Research, Elsevier, vol. 122(C), pages 853-863.
  20. Rapp, Adam & Beitelspacher, Lauren Skinner & Schillewaert, Niels & Baker, Thomas L., 2012. "The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination," Journal of Business Research, Elsevier, vol. 65(7), pages 929-936.
  21. Andrew Burton-Jones & Camille Grange, 2013. "From Use to Effective Use: A Representation Theory Perspective," Information Systems Research, INFORMS, vol. 24(3), pages 632-658, September.
  22. Mirkó Gáti & Ariel Mitev & András Bauer, 2018. "Investigating the Impact of Salespersons’ Use of Technology and Social Media on Their Customer Relationship Performance in B2B Settings," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 30(2), pages 165-176.
  23. Röding, Tobias & Steinmann, Sascha & Wagner, Gerhard & Schramm-Klein, Hanna, 2023. "A classification of information-oriented PoS technology from customer perception," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
  24. Ida Bagus Nyoman Udayana & Prayekti & Eliya Ardyan, 2019. "Factors That Influence the Relationship Between Customer Information Quality and Salesperson Performance," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 31(2), pages 187-207.
  25. Ohiomah, Alhassan & Andreev, Pavel & Benyoucef, Morad & Hood, David, 2019. "The role of lead management systems in inside sales performance," Journal of Business Research, Elsevier, vol. 102(C), pages 163-177.
  26. Robert M. Peterson & Avinash Malshe & Scott B. Friend & Howard Dover, 2021. "Sales enablement: conceptualizing and developing a dynamic capability," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 542-565, May.
  27. Agnihotri, Raj & Trainor, Kevin J. & Itani, Omar S. & Rodriguez, Michael, 2017. "Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India," Journal of Business Research, Elsevier, vol. 81(C), pages 144-154.
  28. Christian Homburg & Dominik M. Wielgos, 2022. "The value relevance of digital marketing capabilities to firm performance," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 666-688, July.
  29. J. J. Po-An Hsieh & Arun Rai & Sean Xin Xu, 2011. "Extracting Business Value from IT: A Sensemaking Perspective of Post-Adoptive Use," Management Science, INFORMS, vol. 57(11), pages 2018-2039, November.
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