The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation

Marketing and information systems scholars have explored several factors that affect sales force automation (SFA) technology adoption. In this study, we introduce a new antecedent to the SFA adoption model, management commitment alignment (MCA). We show that alignment between top management and imme...

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Veröffentlicht in:	Industrial marketing management 2010-10, Vol.39 (7), p.1088-1096
Hauptverfasser:	Cascio, Robert, Mariadoss, Babu John, Mouri, Nacef
Format:	Artikel
Sprache:	eng
Schlagworte:	Automation Commitments Empirical research Information systems Leadership Management Management commitment alignment Marketing Sales force automation Sales management Salesforce automation Studies Supervisor commitment Supervisors Technology Technology adoption Top management commitment
Online-Zugang:	Volltext
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