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Sales Technology Orientation, Information Effectiveness, and Sales Performance

Hunter, Gary K.; Perreault, William D. - 2018

Sales managers need a practical means for evaluating returns from investments in sales technology implementations (including sales automation and sales-based customer relationship management systems). This research proposes a behavioral process-model approach that can be applied to evaluate...

Persistent link: https://www.econbiz.de/10014211022

On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts

Hunter, Gary K. - In: Journal of business research : JBR 105 (2019), pp. 201-213

Persistent link: https://www.econbiz.de/10012128500

Sales Technology

Hunter, Gary K. - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885340

Commitment to technological change, sales force intelligence norms, and salesperson key outcomes

Hunter, Gary K.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 50 (2015), pp. 162-179

Persistent link: https://www.econbiz.de/10011411723

Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach

St. Clair, Donald P.; Hunter, Gary K.; Cola, Philip A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 391-412

Persistent link: https://www.econbiz.de/10011976240

Integrating technology within the sales-service ecosystem : the emergent sales techno-ecosystem

Bauer, Carlos; Galvan, John M.; Hancock, Tyler; Hunter, … - In: European journal of marketing 58 (2024) 3, pp. 782-811

Persistent link: https://www.econbiz.de/10015047342