Expecting improvements in productivity and performance, organizations continue to invest
considerably in sales technology tools and platforms such as customer relationship …

We review and critique the research literature on sales force automation (SFA). SFA involves
the application of information technology to support the sales function. SFA software …

New developments and trends in selling and sales management are creating demands and
opportunities that require adaptation and new approaches on the part of both sales …

Motivating the sales force to adopt and use sales force automation (SFA) technology
remains an issue. If salespeople are not committed to the selling organization's technology …

Two conceptual approaches [Davis, FD (1989). Perceived usefulness, perceived ease of
use, and user acceptance of information technology. MIS Quarterly, 13 (3), 319–340; …

A number of recent research studies have demonstrated the presence of a positive link
between customer‐contact employees' work satisfaction and customer satisfaction …

While CRM technology implementation initiatives frequently end up as failures, most
research has focused on user related reasons for understanding low success rates. This …

This study investigates the impact of the beliefs and attitudes of field salespeople on
technology usage. The sales force use of technology model developed here delineates the …

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 …

This study seeks to answer the following question: Can sales representatives enhance their
performance through their acceptance of information technology (IT) tools? Using data …