Understanding sales force automation outcomes: A managerial perspective

Alan J. Bush; Jarvis B. Moore; Rich Rocco

doi:10.1016/j.indmarman.2004.09.016

Understanding sales force automation outcomes: A managerial perspective

Alan J. Bush
, Jarvis B. Moore
, Rich Rocco

University of Memphis

Research output: Contribution to journal › Article › peer-review

Original language	English
Pages (from-to)	369-377
Number of pages	9
Journal	Industrial Marketing Management
Volume	34
Issue number	4 SPEC ISS.
DOIs	https://doi.org/10.1016/j.indmarman.2004.09.016
State	Published - May 2005
Externally published	Yes

ASJC Scopus Subject Areas

Marketing

Keywords

Sales force automation
SFA adoption
SFA failures
SFA outcomes

Access to Document

10.1016/j.indmarman.2004.09.016

Cite this

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title = "Understanding sales force automation outcomes: A managerial perspective",

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language = "English",

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pages = "369--377",

journal = "Industrial Marketing Management",

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TY - JOUR

T1 - Understanding sales force automation outcomes

T2 - A managerial perspective

AU - Bush, Alan J.

AU - Moore, Jarvis B.

AU - Rocco, Rich

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KW - Sales force automation

KW - SFA adoption

KW - SFA failures

KW - SFA outcomes

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U2 - 10.1016/j.indmarman.2004.09.016

DO - 10.1016/j.indmarman.2004.09.016

M3 - Article

AN - SCOPUS:17844395963

SN - 0019-8501

VL - 34

SP - 369

EP - 377

JO - Industrial Marketing Management

JF - Industrial Marketing Management

IS - 4 SPEC ISS.

ER -

Understanding sales force automation outcomes: A managerial perspective

ASJC Scopus Subject Areas

Keywords

Access to Document

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