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

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  • Hunter, Gary K.

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.

Suggested Citation

  • Hunter, Gary K., 2019. "On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts," Journal of Business Research, Elsevier, vol. 105(C), pages 201-213.
    • Handle: RePEc:eee:jbrese:v:105:y:2019:i:c:p:201-213
    DOI: 10.1016/j.jbusres.2019.08.010
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    References listed on IDEAS

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    Cited by:

    1. Zheng, Yaqin & Liao, Hsin-Yi & Schrock, Wyatt A. & Zheng, Yi & Zang, Zhimei, 2023. "Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance," Journal of Business Research, Elsevier, vol. 155(PA).
    2. Kalra, Ashish & Briggs, Elten & Schrock, Wyatt, 2023. "Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance," Journal of Business Research, Elsevier, vol. 154(C).
    3. Ruz-Mendoza, Miguel Á. & Trifu, Andreea & Cambra-Fierro, Jesús & Melero-Polo, Iguácel, 2021. "Standardized vs. customized firm-initiated interactions: Their effect on customer gratitude and performance in a B2B context," Journal of Business Research, Elsevier, vol. 133(C), pages 341-353.
    4. Corsaro, Daniela, 2022. "Explaining the Sales Transformation through an institutional lens," Journal of Business Research, Elsevier, vol. 142(C), pages 1106-1124.

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