Marketing is undergoing a paradigmatic shift that involves a change in focus from the
exchange of goods, which are usually manufactured output, to providing a service, which is …

Firms continue to struggle with the implementation of sales force technology tools and the
role they play in sales representative performance. This research expands previous …

Salespeople are in a unique position of being in very close proximity to customers and thus
have the ability to create and maintain long-term relationships with them. Sales force …

As we move deeper into the 21st century, firms continue to struggle with the implementation
of sales force technology tools and the role they play in sales representative performance …

Purpose The purpose of this paper is to test the direct effects of intrinsic motivation,
perceived information value, activity perception, perceived organizational support, and …

This article looks at the role of the sales force in the marketing information system (MIS).
Sales force-generated marketing intelligence is guided by important antecedents which are …

Online retailing continues to grow at a staggering rate. In the UK alone, internet sales rose
by 50 per cent year-on-year in the last three months of 2007 (source: Capgemini), and of …

The literature emphasizes the important role played by stakeholder perceptions in
explaining success and failure of IT-enabled change efforts. However, our knowledge of …

With an annual spend of $23.4 Billion in 2014 on CRM systems and implementation coupled
with a projected annual growth rate of over 15% for the next 3 years, recent literature has …

Abstract Submitted: May 3, 2016 1st Revision: August 10, 2016 Accepted: August 16, 2016*
경희대학교 경영대학 경영학부 교수, 제 1 저자** 경희대학교 일반대학원 경영학과 박사수료 …