Works (23)
Updated: July 5th, 2023 14:38
2018 journal article
Impact of CRM technology on sales process behaviors: empirical results from US, Europe, and Asia
Journal of Business-to-Business Marketing, 25(1), 1–10.
author keywords: CRM; sales process; global; sales performance; sales technology
Source: Crossref
Added: December 14, 2020
2017 journal article
An Exploratory Study of Sales Managers' and Sales Professionals' Perceptions of eLearning and Job Performance
Journal of Selling, 16(1), 5–17. https://drive.google.com/open?id=1P810NuXKOUzaVWQkdNPQ5D-LTgv22Tuh
Source: NC State University Libraries
Added: December 14, 2020
2017 journal article
Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India
Journal of Business Research, 81, 144–154.
author keywords: CRM; Social media; Social CRM; Social selling; Salesperson service behaviors
TL;DR:
The results indicate that sales-based CRM technology has a positive influence on SSBs and that salespeople usingCRM technology in conjunction with social media are more likely to exhibit higher levels of SSBs than their counterparts with low social media technology use.
(via Semantic Scholar)
Source: Crossref
Added: December 14, 2020
2016 journal article
A conceptual model of the drivers and outcomes of mobile CRM application adoption
Journal of Research in Interactive Marketing, 10(1), 67–84.
Ed(s): D. Shannon Cummins, Dr James W. Peltie
author keywords: Mobile marketing; Sales force management; Technology acceptance model; Technology implementation; CRM; Technology-to-performance chain
TL;DR:
This research utilizes the technology acceptance model and the technology-to-performance chain as the foundation of a conceptual model of the drivers and outcomes of mCRM adoption.
(via Semantic Scholar)
Source: Crossref
Added: August 28, 2020
2016 journal article
Social Media in Large Sales Forces: An Empirical Study of the Impact of Sales Process Capability and Relationship Performance
Journal of Marketing Theory and Practice, 24(3), 365–379.
Source: Crossref
Added: January 3, 2021
2015 journal article
Preliminary Investigation of Entertainment Strategies Involving Alcohol: Implications for Professional Sales Education and Training in Business Markets
Journal of Business-to-Business Marketing, 22(4), 257–268.
author keywords: industrial marketing; business marketing; entertainment; sales management; sales education; sales training; internal bonding
Source: Crossref
Added: January 3, 2021
2014 journal article
A review of the interactive marketing literature in the context of personal selling and sales management: A research agenda
Journal of Research in Interactive Marketing, 8(4), 294–308.
author keywords: Social media marketing; CRM; Internal marketing; Sales force management
Source: Crossref
Added: January 3, 2021
2014 journal article
Continuance use intention of enterprise instant messaging: a knowledge management perspective
Behaviour & Information Technology, 33(7), 678–692.
author keywords: enterprise instant messaging; decomposed theory of planned behaviour; knowledge creation; knowledge retention; knowledge transfer
TL;DR:
The decomposed theory of planned behaviour is used to explore factors that influence continual usage of EIM applications within organisations, as well as the impact of the continuance use decisions on knowledge creation, transfer, and retention within organisations.
(via Semantic Scholar)
Source: Crossref
Added: August 28, 2020
2014 chapter
Crm/Social Media Technology: Impact on Customer Orientation Process and Organizational Sales Performance
In Ideas in Marketing: Finding the New and Polishing the Old (pp. 636–638).
TL;DR:
In order to extract value from technology, organizations need to build a framework and processes to deliver value to the customer.
(via Semantic Scholar)
Source: Crossref
Added: August 28, 2020
2014 journal article
Using Technology to Engage and Improve Millennial Students' Presentation Performance
Atlantic Marketing Journal, 3(2), 16–31.
Source: NC State University Libraries
Added: January 3, 2021
2012 journal article
A Multi-University Empirical Study of Student Perceptions of Sales Education and Careers in Professional Selling
Journal of Selling and Major Account Management, 12(1).
Source: NC State University Libraries
Added: January 3, 2021
2012 journal article
Culture’s Mediating Role on Global Sales Training
Journal of Selling and Major Account Management, 12(2), 24–32.
Source: NC State University Libraries
Added: January 3, 2021
2012 journal article
Social Media’s Influence on Business-to-Business Sales Performance
Journal of Personal Selling & Sales Management, 32(3), 365–378.
TL;DR:
Using structural equation modeling, the findings support that social media has a positive relationship with sales processes (creating opportunities and relationship management) and relationship sales performance.
(via Semantic Scholar)
commons.lib.niu.edu (repository)
Source: Crossref
Added: August 28, 2020
2012 journal article
The role of social CRM and its potential impact on lead generation in business-to-business marketing
International Journal of Internet Marketing and Advertising, 7(2), 180.
TL;DR:
How social CRM can be utilised in the prospecting process and customer engagement strategy is reviewed by analysing current companies’ integration of this new method for interacting with prospective clients.
(via Semantic Scholar)
Source: Crossref
Added: August 28, 2020
2011 journal article
CRM and Sales Pipeline Management- Empirical Results for Managing Opportunities
Marketing Management Journal, 21(1), 60–70.
Source: NC State University Libraries
Added: January 3, 2021
2011 journal article
Customer Relationship Management (CRM)'s Impact on B to B Sales Professionals' Collaboration and Sales Performance
Journal of Business-to-Business Marketing, 18(4), 335–356.
author keywords: CRM; B2B sales; collaboration; performance
Source: Crossref
Added: January 3, 2021
2011 journal article
Making Social Media Effective in Real Estate
Keller Research Center Report, 4(3). https://www.baylor.edu/business/kellercenter/news.php?action=story&story=126298
Source: NC State University Libraries
Added: January 9, 2021
2011 journal article
Utilisation of CRM and its impact on sales performance: a study of sales professionals working in a virtual environment
International Journal of Electronic Customer Relationship Management, 5(3/4), 203.
TL;DR:
Among the three performance measures, CRM usage has the greatest impact on sales process effectiveness, and when sales professionals work in a virtual environment they are more likely to utilise CRM.
(via Semantic Scholar)
Source: Crossref
Added: January 3, 2021
2010 journal article
Efficient utilisation of customer relationship management (CRM) technology: a self-directed learning approach
International Journal of Business Innovation and Research, 4(1/2), 3.
Source: Crossref
Added: January 3, 2021
2010 journal article
The effects of sales supervisor relationships on work meaning: The case of Canadian and Chinese salespersons
Industrial Marketing Management, 39(7), 1069–1077.
author keywords: Work meaning; Sales; Supervisor relationship; Customer orientation; Self-determination
Source: Crossref
Added: January 3, 2021
2009 journal article
The Role of Social CRM and Its Impact on Lead Generation in B2B Sales
Carolina Business Connection.
Source: NC State University Libraries
Added: January 3, 2021
2008 report
CRM – Key Competitive Advantage for Relation Based Selling
Brussels, Belgium: The European Institute For Advanced Studies in Management.
Source: NC State University Libraries
Added: January 3, 2021
2008 journal article
Sales Leaders as Senior Level Managers: A Conceptual Framework for Examining Upper Echelon Theory
Journal of Selling and Major Account Management, 8(4), 23–31.
Source: NC State University Libraries
Added: January 3, 2021
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