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

Gary K. Hunter

Journal of Business Research, 2019, vol. 105, issue C, 201-213

Abstract: Business-to-business (B2B) salespeople use a portfolio of technology tools to augment their performance of tasks. Using data from two sales forces for large multi-national consumer goods firms, this study demonstrates that applying different measures of technology use.

Keywords: Sales technology; Technology use; Technology augmentation; Salesforce automation (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:105:y:2019:i:c:p:201-213

DOI: 10.1016/j.jbusres.2019.08.010

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