High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms
High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms
M. Ahearne,E. Jones,Adam Rapp,J. Mathieu
2008 · DOI: 10.1287/mnsc.1070.0783
Management Sciences · 268 Citations
TLDR
Results in a pharmaceutical sales setting indicate that IT use can improve customer service and salespersons' adaptability, leading to improved sales performance.