Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors

Ahearne, Michael ; Jelinek, Ronald ; Rapp, Adam

Industrial marketing management, 2005-05, Vol.34 (4), p.379-388 [Periódico revisado por pares]

New York: Elsevier Inc

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Technology and the sales force

Honeycutt, Jr., Earl D. ; Tanner, Jr., John F. ; Shipp, Shannon ; Thelen, Tanya ; Thelen, Shawn T ; Hodge, Sharon K ; Schillewaert, Niels ; Ahearne, Michael J ; Frambach, Ruud T ; Moenaert, Rudy K ; Gohmann, Stephan F ; Guan, Jian ; Barker, Robert M ; Faulds, David J ; Rangarajan, Deva ; Jones, Eli ; Chin, Wynne ; Avlonitis, George J ; Panagopoulos, Nikolaos G ; Bush, Alan J ; Moore, Jarvis B ; Rocco, Rich ; Ahearne, Michael ; Jelinek, Ronald ; Rapp, Adam ; Buehrer, Richard E ; Senecal, Sylvain ; Pullins, Ellen Bolman ; Clarke, III, Irvine ; Flaherty, Theresa B ; Zugelder, Michael T ; Robinson, Jr., Leroy ; Marshall, Greg W ; Stamps, Miriam B

Industrial marketing management, 2005-05, Vol.34 (4), p.301-415 [Periódico revisado por pares]

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