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Why is my sales force automation system failing?
Barker, Robert M.; Gohmann, Stephen F.; Guan, Jian; … - In: Business horizons 52 (2009) 3, pp. 233-241
Persistent link: https://www.econbiz.de/10003856329
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Requirements fulfillment : a missing link between requirements determination and user acceptance
Gohmann, Stephen F.; Guan, Jian; Barker, Robert M.; … - In: Information systems management 30 (2013) 1, pp. 63-74
Persistent link: https://www.econbiz.de/10009792048
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Sales force automation acceptance : an exploratory study of the role of job experience
Guan, Jian; Barker, Robert M.; Faulds, David J.; … - In: The journal of applied business research 20 (2004) 3, pp. 103-114
Persistent link: https://www.econbiz.de/10002238142
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Why is my sales force automation system failing?
Barker, Robert M.; Gohmann, Stephan F.; Guan, Jian; … - In: Business horizons 52 (2009) 3, pp. 233-242
Persistent link: https://www.econbiz.de/10008239834
Cover Image
Requirements Fulfillment: A Missing Link between Requirements Determination and User Acceptance
Gohmann, Stephan F.; Guan, Jian; Barker, Robert M.; … - In: Information systems management 30 (2013) 1, pp. 63-74
Persistent link: https://www.econbiz.de/10010068721
Cover Image
Sales force automation acceptance : an exploratory study of the role of job experience
Guan, Jian; Barker, Robert M.; Faulds, David J.; … - In: The journal of applied business research 20 (2004) 3, pp. 103-114
Persistent link: https://www.econbiz.de/10009881325
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Perceptions of sales force automation: Differences between sales force and management
Gohmann, Stephan F.; Guan, Jian; Barker, Robert M.; … - In: Industrial marketing management : the international … 34 (2005) 4, pp. 337-344
Persistent link: https://www.econbiz.de/10006237794
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Salesforce automation, perceived information accuracy and user satisfaction
Gohmann, Stephan F.; Barker, Robert M.; Faulds, David J.; … - In: The journal of business & industrial marketing 20 (2005) 1, pp. 23-32
Persistent link: https://www.econbiz.de/10007024993
Cover Image
Why is my sales force automation system failing?
Barker, Robert M.; Gohmann, Stephan F.; Guan, Jian; … - In: Business horizons 52 (2009) 3, pp. 233-242
Persistent link: https://www.econbiz.de/10008883190
Cover Image
Salesforce automation, perceived information accuracy and user satisfaction
Gohmann, Stephan F.; Barker, Robert M.; Faulds, David J.; … - In: Journal of Business & Industrial Marketing 20 (2005) 1, pp. 23-32
Purpose – This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides. Design/methodology/approach – Three hypotheses are tested. They are as follows. Sales people who perceive that the...
Persistent link: https://www.econbiz.de/10014842759