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| Tekijä: | Ahearne, M. Hughes, D.E. Schillewaert, N. |
| Otsikko: | Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness |
| Lehti: | International Journal of Research in Marketing
2007 : DEC, VOL. 24:4 p. 336-349 |
| Asiasana: | sales performance management |
| Vapaa asiasana: | operational CRM sales productivity targeting |
| Kieli: | eng |
| Tiivistelmä: | This research search to answer the following question: Can sales representatives improve their performance through their acceptance of IT tools? The authors use data collected from two companies, through this data the authors show that regardless of uncertain results and the frequent resistance among salespeople to IT interventions, IT acceptance indeed has a improving impact on sales performance. The authors state that this happens because salespeople using IT representatives have a good incentive to accept IT as doing so is likely to improve their personal job performance. |
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