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You searched for subject:(salesforce automation). Showing records 1 – 2 of 2 total matches.

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Georgia State University

1. Mayberry, Robert. Salesforce Automation: An Examination of Issues.

Degree: PhD, Marketing, 2015, Georgia State University

The diffusion of sales force automation (SFA) systems has enabled a far more systematic approach to sales force management. This opens new avenues for the academic study of the industrial selling process as well: new arenas for investigation, new windows into salesperson behavior, and new methodological pitfalls. The purpose of this dissertation is to develop a better understanding of SFA from an academic perspective, and then apply these insights to resolve gaps in our understanding of how sales forces behave and how they might be better managed. To do this, three areas of analysis are explored: methodological, behavioral, and theoretical. Advisors/Committee Members: James Boles, Naveen Donthu, Edward Rigdon, William Bogner.

Subjects/Keywords: Salesforce Automation; Idiosyncrasy; Opportunistic Utilization; Escalation of Commitment

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6th Edition):

Mayberry, R. (2015). Salesforce Automation: An Examination of Issues. (Doctoral Dissertation). Georgia State University. Retrieved from https://scholarworks.gsu.edu/marketing_diss/33

Chicago Manual of Style (16th Edition):

Mayberry, Robert. “Salesforce Automation: An Examination of Issues.” 2015. Doctoral Dissertation, Georgia State University. Accessed October 17, 2019. https://scholarworks.gsu.edu/marketing_diss/33.

MLA Handbook (7th Edition):

Mayberry, Robert. “Salesforce Automation: An Examination of Issues.” 2015. Web. 17 Oct 2019.

Vancouver:

Mayberry R. Salesforce Automation: An Examination of Issues. [Internet] [Doctoral dissertation]. Georgia State University; 2015. [cited 2019 Oct 17]. Available from: https://scholarworks.gsu.edu/marketing_diss/33.

Council of Science Editors:

Mayberry R. Salesforce Automation: An Examination of Issues. [Doctoral Dissertation]. Georgia State University; 2015. Available from: https://scholarworks.gsu.edu/marketing_diss/33


Georgia State University

2. Young, Brett. The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project.

Degree: PhD, Computer Information Systems, 2010, Georgia State University

The literature emphasizes the important role played by stakeholder perceptions in explaining success and failure of IT-enabled change efforts. However, our knowledge of how stakeholder perceptions evolve and interact with outcomes during change processes is still limited. Consequently, this study adapts technological frames of reference (TFR) to explore the dynamics of stakeholder perceptions based on action research into an IT-enabled sales process innovation project at VoiceTech. The study attempts to answer the following research questions: How can TFR be adapted and applied to support action research into IT-enabled change efforts? What was the role of stakeholder perceptions during IT-enabled sales process innovation at VoiceTech? How do stakeholder perceptions evolve and interact with outcomes during IT-enabled change efforts? The study develops TFR as a theory for investigating stakeholder perceptions during IT-enabled change and it offers a process model of how frame interactions, incongruencies, and inconsistencies contribute to frame shifts and change outcomes over time. In addition, the study provides detailed insights into how the IT-enabled sales process innovation at VoiceTech shaped and was shaped by shifts in stakeholder perceptions over time. Advisors/Committee Members: Dr. Lars Mathiassen, Dr. Richard Baskerville, Dr. Wesley Johnston, Dr. Richard Welke.

Subjects/Keywords: business process innovation; computer information systems; technology frames of reference; salesforce automation

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6th Edition):

Young, B. (2010). The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project. (Doctoral Dissertation). Georgia State University. Retrieved from https://scholarworks.gsu.edu/cis_diss/40

Chicago Manual of Style (16th Edition):

Young, Brett. “The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project.” 2010. Doctoral Dissertation, Georgia State University. Accessed October 17, 2019. https://scholarworks.gsu.edu/cis_diss/40.

MLA Handbook (7th Edition):

Young, Brett. “The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project.” 2010. Web. 17 Oct 2019.

Vancouver:

Young B. The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project. [Internet] [Doctoral dissertation]. Georgia State University; 2010. [cited 2019 Oct 17]. Available from: https://scholarworks.gsu.edu/cis_diss/40.

Council of Science Editors:

Young B. The Role of Stakeholder Perceptions during IT-Enabled Change: An Investigation of Technology Frames of Reference in a Sales Process Innovation Project. [Doctoral Dissertation]. Georgia State University; 2010. Available from: https://scholarworks.gsu.edu/cis_diss/40

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