The adoption of information technology in the sales force

By Niels Schillewaert, Michael Ahearne, R. Frambach, Rudy Moenaert. 2005

395 citations recorded by the source corpus.

Subfields: Information Systems and Management, Management of Technology and Innovation, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/b3cbde82c5021a4cc936757e057ee585ccd57f76

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Information Systems and Management

1. Monideepa Tarafdar
2. Erik M. van Raaij
3. T. S. Ragu-Nathan
4. Ellen Bolman Pullins
5. Jeroen J. L. Schepers
6. Yung-Ming Cheng

In Management of Technology and Innovation

1. Monideepa Tarafdar
2. Ellen Bolman Pullins

In Organizational Behavior and Human Resource Management

1. Monideepa Tarafdar
2. T. S. Ragu-Nathan
3. Erik M. van Raaij
4. Ellen Bolman Pullins
5. Jeroen J. L. Schepers

Citations in the corpus

• Examining impacts of technostress on the professional salesperson's behavioural performance (2014, background): “Initial research efforts on IS adoption focused on understanding sales technology implementation/adoption (e.g., Ahearne, Srinivasan, and Weinstein 2004; Avlonitis and Panagopoulos 2005; Jelinek et al. 2006; Schillewaert et al. 2005; Speier and Venkatesh 2002) and the general idea that an investment”
• Understanding determinants of cloud computing adoption using an integrated TAM-TOE model (2015, neutral): “The results are similar to those of Schillewaert et al. (2005), Low et al. (2011), Ramdani et al. (2009) and Teo et al. (2009).”
• The acceptance and use of a virtual learning environment in China (2008, background): “Being used to adapting to new systems and processes might reveal the usefulness and ease of use more quickly to an innovative person than to a non-innovative person (Schillewaert et al., 2005).”