Schillewaert, Niels; Ahearne, Michael; Frambach, Ruud T.; … - 2014
-sectional study of 229 salespeople indicate that putting sales technology to use strongly depends on salespeople’s perceptions about … training. Throughout the adoption process companies also need to target sales line managers – next to end users – because … salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or …