Nelson, Christopher A.; Walsh, Michael F.; Cui, Annie Peng - In: Journal of Business & Industrial Marketing 35 (2020) 12, pp. 2127-2137
Purpose: The purpose of this paper is to identify the impact of analytical customer relationship management (CRM) on salesperson information use behavior. Design/methodology/approach: To achieve the aim of this paper, a vignette experiment was undertaken. The data used for the final analysis...