Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
10496211 | Industrial Marketing Management | 2005 | 9 Pages |
Abstract
Gaining technology acceptance by salespeople is critical in modern organizations. Sales technology is an integral tool for enhancing customer-related information management and knowledge development. Knowledgeable salespeople are able to use the information and knowledge to practice adaptive selling, improve performance, and enhance their firm's competitive advantage in the marketplace. This study proposes and tests a model linking technology acceptance to adaptive selling and job performance of field salespeople. The results provide evidence that behavioral intentions to use technology positively affect salesperson performance through enhanced propensity to practice adaptive selling. Implications of the study for managers and researchers are discussed.
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Leroy Jr., Greg W. Marshall, Miriam B. Stamps,