The literature emphasizes the important role played by stakeholder perceptions in explaining success and failure of IT-enabled change efforts. However, our knowledge of how stakeholder perceptions evolve and interact with outcomes during change processes is still limited. Consequently, this...

There is great interest in the application of technological solutions driven by a thriving CRM industry. It has been shown the more effective the implementation of SFA, the greater its impact on increased sales performance. Previous research on SFA adoption has focused on the individual as the...

Purpose – The purpose of this study is to investigate the effects of salespersons' attributions about managerial e‐monitoring on salespersons' customer orientation. Design/methodology/approach – Hierarchical linear modeling was used to test the six study hypotheses. A main effects model...