Román, Sergio; Rodríguez, Rocío - In: Journal of Business & Industrial Marketing 30 (2015) 6, pp. 771-783
personal selling process, yet the relationship between salesperson’s technology use and salesperson performance remains … salesperson’s customer-qualification skills and customer-oriented selling fully mediate the effect of technology use on outcome … performance. In addition, salespeople high in technology self-efficacy seem to get the most out of their technology use. More …