Sales force automation systems: An analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry

[1]  Brian C. Williams,et al.  Assessing the evolution of sales knowledge: A 20-year content analysis , 2007 .

[2]  Greg W. Marshall,et al.  An empirical investigation of technology acceptance in a field sales force setting , 2005 .

[3]  Earl D. Honeycutt,et al.  Impediments to sales force automation , 2005 .

[4]  George J. Avlonitis,et al.  Antecedents and consequences of CRM technology acceptance in the sales force , 2005 .

[5]  N. Carr IT doesn't matter , 2003, IEEE Engineering Management Review.

[6]  M. Conner,et al.  The Theory of Planned Behaviour , 2004 .

[7]  J. Gould-Williams The importance of HR practices and workplace trust in achieving superior performance: A study of public-sector organizations , 2003 .

[8]  Kevin C. Desouza Knowledge management barriers: why the technology imperative seldom works , 2003 .

[9]  George Wright,et al.  Sales information systems in the UK financial services industry: an analysis of sophistication of use and perceived barriers to adoption , 2002, Int. J. Inf. Manag..

[10]  C. Speier,et al.  The Hidden Minefields in the Adoption of Sales Force Automation Technologies , 2002 .

[11]  Chris Pullig,et al.  Salesforce automation systems: an exploratory examination of organizational factors associated with effective implementation and salesforce productivity , 2002 .

[12]  Zhen Xiong (George) Chen,et al.  Trust as a mediator of the relationship between organizational justice and work outcomes: test of a social exchange model , 2002 .

[13]  Darrell K. Rigby,et al.  Avoid the four perils of CRM. , 2002, Harvard business review.

[14]  Scott m. Widmier,et al.  Infusing Technology into Personal Selling , 2002 .

[15]  L. Ryals,et al.  Cross-functional issues in the implementation of relationship marketing through customer relationship management , 2001 .

[16]  Katherine N. Lemon,et al.  The Customer Pyramid: Creating and Serving Profitable Customers , 2001 .

[17]  William J. Kettinger,et al.  Information Orientation: The Link to Business Performance , 2001 .

[18]  Viswanath Venkatesh,et al.  Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model , 2000, Inf. Syst. Res..

[19]  D. Kaplan Structural Equation Modeling: Foundations and Extensions , 2000 .

[20]  Arik Ragowsky,et al.  Relating Benefits from Using IS to an Organization’s Operating Characteristics: Interpreting Results from Two Countries , 2000, J. Manag. Inf. Syst..

[21]  Fred D. Davis,et al.  A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies , 2000, Management Science.

[22]  John J. Sviokla Knowledge Workers and Radically New Technology , 2000 .

[23]  Morten T. Hansen,et al.  What's your strategy for managing knowledge? , 1999, Harvard business review.

[24]  J. H. Davis,et al.  The effect of the performance appraisal system on trust for management: A field quasi-experiment. , 1999 .

[25]  Marie-Claude Boudreau,et al.  Accounting for the Contradictory Organizational Consequences of Information Technology: Theoretical Directions and Methodological Implications , 1999, Inf. Syst. Res..

[26]  Keith Fletcher,et al.  Barriers to Successful Implementation of Database Marketing: A Cross-Industry Study , 1998 .

[27]  R. Lewicki,et al.  Trust And Distrust: New Relationships and Realities , 1998 .

[28]  K Fletcher,et al.  Strategic and organizational determinants of information system sophistication: an analysis of the uptake of database marketing in the financial services industry , 1997 .

[29]  Charles E. Pettijohn,et al.  Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity , 1997 .

[30]  Madhavan Parthasarathy,et al.  Salesforce automation and the adoption of technological innovations by salespeople: Theory and implications , 1997 .

[31]  George Wright,et al.  The strategic context for information systems use: An empirical study of the financial services industry , 1996 .

[32]  J. H. Davis,et al.  An Integrative Model Of Organizational Trust , 1995 .

[33]  Peter A. Todd,et al.  Understanding Information Technology Usage: A Test of Competing Models , 1995, Inf. Syst. Res..

[34]  K. Fletcher,et al.  Organizational, strategic and technical barriers to successful implementation of database marketing , 1995 .

[35]  Guy Paré,et al.  Matching information technology and organizational structure: an empirical study with implications for performance , 1995 .

[36]  Charles H. Fine,et al.  An Empirical Study of Flexibility in Manufacturing , 1995 .

[37]  J. H. Davis,et al.  An integrative model of organizational trust, Academy of Management Review, : . , 1995 .

[38]  Rajiv Sabherwal,et al.  An empirical investigation of the antecedents of telecommunication-based interorganizational systems , 1994 .

[39]  Rajiv Sabherwal,et al.  The Alignment between Organizational Critical Success Factors and Information Technology Capability in Academic Institutions , 1994 .

[40]  James M. Sinkula Market Information Processing and Organizational Learning , 1994 .

[41]  John O. Whitney,et al.  The Trust Factor: Liberating Profits And Restoring Corporate Vitality , 1994 .

[42]  M. Venkatraman It-enabled business transformation: from automation to business scope redefinition , 1994 .

[43]  J. S. Long,et al.  Testing Structural Equation Models , 1993 .

[44]  Walter Baets,et al.  Aligning information systems with business strategy , 1992, J. Strateg. Inf. Syst..

[45]  I. Ajzen The theory of planned behavior , 1991 .

[46]  Kieran Mathieson,et al.  Predicting User Intentions: Comparing the Technology Acceptance Model with the Theory of Planned Behavior , 1991, Inf. Syst. Res..

[47]  R. Galliers Strategic information systems planning: myths, reality and guidelines for successful implementation , 1991 .

[48]  J. H. Steiger Structural Model Evaluation and Modification: An Interval Estimation Approach. , 1990, Multivariate behavioral research.

[49]  P. Bentler,et al.  Comparative fit indexes in structural models. , 1990, Psychological bulletin.

[50]  M. Browne,et al.  Single Sample Cross-Validation Indices for Covariance Structures. , 1989, Multivariate behavioral research.

[51]  Fred D. Davis Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology , 1989, MIS Q..

[52]  R. P. McDonald,et al.  Structural Equations with Latent Variables , 1989 .

[53]  H. Scarbrough,et al.  The Successful Exploitation of New Technology in Banking , 1988 .

[54]  John Child,et al.  THE CONTEXT AND PROCESS OF ORGANIZATIONAL TRANSFORMATION ‐ CADBURY LIMITED IN ITS SECTOR , 1987 .

[55]  K. Jöreskog,et al.  Analysis of linear structural relationships by maximum likelihood and least squares methods , 1983 .

[56]  P. Bentler,et al.  Significance Tests and Goodness of Fit in the Analysis of Covariance Structures , 1980 .

[57]  J. Cook,et al.  New work attitude measures of trust, organizational commitment and personal need non‐fulfilment , 1980 .

[58]  Dale E. Zand Trust and Managerial Problem Solving , 1972 .

[59]  E. Johnsen Richard M. Cyert & James G. March, A Behavioral Theory of The Firm, Prentice-Hall, Inc., Englewood Cliffs, New Jersey, 1963, 332 s. , 1964 .

[60]  M. Shubik,et al.  A Behavioral Theory of the Firm. , 1964 .