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Ahearne et al., 2007 - Google Patents

Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness

Ahearne et al., 2007

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Document ID
4725248904483001498
Author
Ahearne M
Hughes D
Schillewaert N
Publication year
Publication venue
International Journal of Research in Marketing

External Links

Snippet

This study seeks to answer the following question: Can sales representatives enhance their performance through their acceptance of information technology (IT) tools? Using data collected from two companies, we show that despite uncertain results and the frequent …
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