Sales Force Automation Systems and Sales Force Productivity

References

• Ahearne , M. , Srinivasan , N. and Weinstein , L. 2004 . Effect of technology on sales performance: Progressing from technology acceptance to technology usage and consequence . Journal of Personal Selling and Sales Management , 24 ( 4 ) : 297 – 310 .
   Google Scholar
• Ahearne , M. , Jelinek , R. and Rapp , A. 2005 . Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors . Industrial Marketing Management , 34 : 379 – 388 .
   Web of Science ®Google Scholar
• Azjen , I. and Fishbein , M. 1980 . Understanding Attitudes and Predicting Social Behavior , New Jersey : Prentice Hall .
   Google Scholar
• Baker , S. and Leak , B. 2006 . Math will rock your world . Business Week , 54 Jan 23
   Google Scholar
• Block , J. , Golterman , J. , Wecksell , J. , Scherburger , K. and Close , W. 1996 . Building blocks for technology enabled selling , Gartner Group Research Report R-100–104. Gartner Group
   Google Scholar
• Boles , J. , Brashear , T. , Bellenger , D. and Barksdale , H. Jr. 2000 . Relationship selling behaviors: Antecedents and relationship with performance . The Journal of Business & Industrial Marketing , 15 ( 2/3 ) : 141 – 153 .
   Google Scholar
• Buehrer , R. E. , Senecal , S. and Pullins , E. B. 2005 . Sales force technology usage-reasons, barriers, and support: An exploratory investigation . Industrial Marketing Management , 34 ( 4 ) : 389 – 398 .
   Web of Science ®Google Scholar
• Bush , A. J. , Moore , J. B. and Rocco , R. 2005 . Understanding sales force automation outcomes: A managerial perspective . Industrial Marketing Management , 34 : 369 – 377 .
   Web of Science ®Google Scholar
• Cotteleer , M. , Inderrieden , E. and Lee , F. 2006 . Selling the sales force on automation . Harvard Business Review , 84 ( 7/8 ) : 18 – 22 .
   Google Scholar
• CRM News . 2001 . J. D. Edwards updates CRM1.1 Collaberative Solution , December 18 : 1 – 6 .
   Google Scholar
• Davis , F. D. 1989 . Perceived usefulness, perceived ease of use and user acceptance of information technology . MIS Quarterly , 13 : 319 – 339 .
   Web of Science ®Google Scholar
• Davis , F. D. , Bagozzi , R. P. and Warshaw , P. R. 1989 . User acceptance of computer technology: A comparison of two theoretical models . Academy of Management Review , 14 ( 1 ) : 57 – 75 .
   Google Scholar
• Day , G. S. 1992 . Marketing's contribution to the strategy dialogue . Journal of the Academy of Marketing Science , 20 : 323 – 329 .
   Google Scholar
• Day , G. S. 1994 . The capabilities of market-driven organizations . Journal of Marketing , 58 October : 37 – 52 .
   Web of Science ®Google Scholar
• Dwyer , R. , Schurr , P. and Oh , S. 1987 . Developing buyer-seller relationships . Journal of Marketing , 51 : 11 – 28 .
   Web of Science ®Google Scholar
• Erffmeyer , R. C. and Johnson , D. A. 2001 . An exploratory study of sales force automation . Journal of Personal Selling and Sales Management , 21 ( 2 ) : 167 – 176 .
   Google Scholar
• Galvin , J. 2002 . Increase SFA adoption with sales process mapping , Gartner Group Research Report SPA-18–2377, Gartner Group
   Google Scholar
• Gohmann , S. F. , Barker , R. M. , Faulds , D. J. and Guan , J. 2005 . Salesforce automation, perceived information accuracy and user satisfaction . Journal of Business & Industrial Marketing , 20 ( 1 ) : 23 – 32 .
   Google Scholar
• Gohmann , S. F. , Guan , J. , Barker , R. M. and Faulds , D. J. 2005 . Perceptions of sales force automation: Differences between sales force and management . Industrial Marketing Management , 34 : 337 – 343 .
   Web of Science ®Google Scholar
• Gondert , S. 1993 . Automation: The 10 biggest mistakes of SFA (and how to avoid them) . Sales and Marketing Management , 145 : 52 – 57 .
   Google Scholar
• Hogan , J. E. , Lemon , K. N. and Rust , R. T. 2002 . Customer equity management: charting new directions for the future of marketing . Journal of Service Research , 5 ( 1 ) : 4 – 13 .
   Google Scholar
• Honeycutt , E. D. Jr. , Thelen , T. , Thelen , S. T. and Hodge , S. K. 2005 . Impediments to sales force automation . Industrial Marketing Management , 34 : 313 – 322 .
   Web of Science ®Google Scholar
• Hunter , G. K. and Perreault , W. D. Jr. 2006 . Sales technology orientation, information effectiveness, and sales performance . Journal of Personal Selling and Sales Management , 26 ( 2 ) : 95 – 113 .
   Google Scholar
• Jelinek , R. , Ahearne , M. , Mathieu , J. and Schillewaert , N. 2006 . A longitudinal examination of individual, organizational, and contextual factors on sales technology adoption and job performance . Journal of Marketing Theory and Practice , 14 ( 1 ) : 7 – 23 .
   Google Scholar
• Johnson , D. S. and Bharadwaj , S. 2005 . Digitization of selling activity and sales force performance: An empirical investigation . Journal of the Academy of Marketing Science , 33 ( 1 ) : 3 – 18 .
   Web of Science ®Google Scholar
• Jones , E. , Brown , S. P. , Zoltners , A. A. and Weitz , B. A. 2005 . The changing environment of selling and sales management . Journal of Personal Selling and Sales Management , 2 Spring : 105 – 111 .
   Google Scholar
• Jones , E. , Sundaram , S. and Chin , W. 2002 . Factors leading to sales force automation use: A longitudinal analysis . Journal of Personal Selling and Sales Management , 22 ( 3 ) : 145 – 156 .
   Google Scholar
• Ko , D. G. and Dennis , A. R. 2004 . Sales force automation and sales performance: Do experience and expertise matter? . Journal of Personal Selling and Sales Management , 24 ( 4 ) : 311 – 322 .
   Google Scholar
• Maclnnes , P. 1998 . Sales reps play the field . Computer Dealer News , 29 September
   Google Scholar
• Mathieson , K. 1991 . Predicting user intentions: Comparing technology acceptance model with the theory of planned behavior . Information Systems Research , 2 : 173 – 191 .
   Web of Science ®Google Scholar
• Morgan , A. J. and Inks , S. A. 2001 . Technology and the sales force, increasing acceptance of sales force automation . Industrial Marketing Management , 30 : 463 – 472 .
   Web of Science ®Google Scholar
• Parthasarathy , M. and Sohi , R. 1997 . Sales force automation and the adoption of technological innovations by salespeople . Journal of Business and Industrial Marketing , 12 ( 3/4 ) : 196 – 208 .
   Google Scholar
• Pettijohn , C. E. , Pettijohn , L. S. , Taylor , A. J. and Keillor , B. D. 2000 . Adaptive selling and sales performance: An empirical examination . Journal of Applied Business Research , 16 : 91 – 111 .
   Google Scholar
• Pullig , C. , Maxham , J. G. III and Hair , J. F. Jr. 2002 . Salesforce automation systems. An exploratory examination of organizational factors associated with effective implementation and salesforce productivity . Journal of Business Research , 55 : 401 – 415 .
   Web of Science ®Google Scholar
• Rangarajan , D. , Jones , E. and Chin , W. 2004 . Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople . Industrial Marketing Management , 34 : 345 – 354 .
   Google Scholar
• Rasmusson , E. 1999 . Get Plugged In: The 5 Steps to Successful Sales Force Automation . Sales and Marketing Management , 151 ( 3 ) : 34 – 40 .
   Google Scholar
• Rich , M. K. 2000 . The direction of marketing relationships . The Journal of Business & Industrial Marketing , 15 ( 2/3 ) : 170
   Google Scholar
• Reicheld , F. and Teal , T. 1996 . The loyalty effect , Boston : Harvard University Business School Press .
   Google Scholar
• Rivers , L. M. and Dart , J. 1999 . The acquisition and use of sales force automation by mid-sized manufacturers . Journal of Personal Selling and Sales Management , 19 ( 2 ) : 59 – 73 .
   Google Scholar
• Robinson , L. Jr. , Marshall , G. W. and Stamps , M. B. 2005 . An empirical investigation of technology acceptance in a field sales force setting . Industrial Marketing Management , 34 : 407 – 415 .
   Web of Science ®Google Scholar
• Rocco , R. A. and Bush , A. J. “ Understanding Emerging Sales Technology ” . In Marketing in the 21st Century: Vol. 3. Company and Customer Relations , Westport, CT : Praeger . (in press)
   Google Scholar
• Schillewaert , N. , Ahearne , M. J. , Frambach , R. T. and Moenaert , R. K. 2005 . The adoption of information technology in the sales force . Industrial Marketing Management , 34 : 323 – 336 .
   Web of Science ®Google Scholar
• Schrage , M. 1997 . The relationship revolution . Paper presented at the Merrill Lynch Forum . 1997 , New York.
   Google Scholar
• Sheth , J. N. and Ram , S. 1987 . Bringing innovation to market: How to break corporate and customer barriers , New York : John Wiley Publisher .
   Google Scholar
• Sheth , J. N. and Sisodia , R. S. 2002 . Marketing productivity issues and analysis . Journal of Business Research , 55 ( 5 ) : 349 – 362 .
   Web of Science ®Google Scholar
• Sisodia , R. S. and Wolfe , D. B. 2000 . “ Information technology: Its role in building, maintaining, and enhancing relationships ” . In Handbook of Relationship Marketing , Edited by: Sheth , J. N. and Parvatiyar , A. 525 – 563 . Thousand Oaks, CA : Sage Publications, Inc. .
   Google Scholar
• Speier , C. and Venkatesh , V. 2002 . The hidden minefields in the adoption of sales force automation technologies . Journal of Marketing , 66 : 98 – 111 .
   Web of Science ®Google Scholar
• Tanner , J. F. Jr. and Shipp , S. 2005 . Sales technology within the salesperson's relationships: A research agenda . Industrial Marketing Management , 34 : 305 – 312 .
   Google Scholar
• Thomas , M. J. 1984 . The meaning of marketing productivity analysis . Market Intell Plann , 2 ( 2 ) : 13 – 28 .
   Google Scholar
• Trailer , B. and Dickie , J. 2006 . Understanding what your sales manager is up against . Harvard Business Review , July/August : 48 – 55 .
   Google Scholar
• Weitz , B. A. and Bradford , K. D. 1999 . Personal selling and sales management: A relationship marketing perspective . Journal of the Academy of Marketing Science , 27 ( 2 ) : 241 – 254 .
   Web of Science ®Google Scholar
• Zinkhan , G. 2002 . Promoting services via the internet: New opportunities and challenges . Journal of Services Marketing , 16 ( 5 ) : 412 – 423 .
   Google Scholar