Technology and the Sales Force: Increasing Acceptance of Sales Force Automation

Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation. Th...

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Veröffentlicht in:	Industrial marketing management 2001-07, Vol.30 (5), p.463-472
Hauptverfasser:	Morgan, Amy J., Inks, Scott A.
Format:	Artikel
Sprache:	eng
Schlagworte:	Acceptance Salesforce automation Statistical analysis Studies
Online-Zugang:	Volltext
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