Salesforce automation, perceived information accuracy and user satisfaction

Purpose - This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides.Design methodology approach - Three hypotheses are tested. They are as follows. Sales people who perceive that the information is in...

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Veröffentlicht in:	The Journal of business & industrial marketing 2005-01, Vol.20 (1), p.23-32
Hauptverfasser:	Gohmann, Stephan F., Barker, Robert M., Faulds, David J., Guan, Jian
Format:	Artikel
Sprache:	eng
Schlagworte:	Access to information Accuracy Automation Customer relationship management Data collection Decision making Hypotheses Information Perceptions Productivity Sales force Sales prospecting Salesforce automation Salespeople Studies User studies
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