How to cite this paper
Azad, N., Karimi, O & Tabar, A. (2013). An empirical investigation on factors influencing sales force.Management Science Letters , 3(6), 1671-1676.
Refrences
Anderson, P. F. (1982). Marketing, strategic planning and the theory of the firm. The Journal of
Marketing, 15-26.
Barker, R. M., Gohmann, S. F., Guan, J., & Faulds, D. J. (2009). Why is my sales force automation
system failing?. Business Horizons, 52(3), 233-241.
Bente, G., Baptist, O., & Leuschner, H. (2012). To buy or not to buy: Influence of seller photos and
reputation on buyer trust and purchase behavior. International Journal of Human-Computer
Studies, 70(1), 1-13.
Buehrer, R. E., Senecal, S., & Bolman Pullins, E. (2005). Sales force technology usage—reasons,
barriers, and support: An exploratory investigation. Industrial Marketing Management, 34(4), 389-
398.
Cascio, R., Mariadoss, B. J., & Mouri, N. (2010). The impact of management commitment alignment
on salespersons & apos; adoption of sales force automation technologies: An empirical
investigation. Industrial Marketing Management, 39(7), 1088-1096.
Cho, S. D., & Chang, D. R. (2008). Salesperson & apos; s innovation resistance and job satisfaction in intraorganizational diffusion of sales force automation technologies: the case of South
Korea. Industrial Marketing Management, 37(7), 841-847.
Franke, G. R., & Park, J. E. (2006). Salesperson adaptive selling behavior and customer orientation: a
meta-analysis. Journal of Marketing Research, 693-702.
Gohmann, S. F., Guan, J., Barker, R. M., & Faulds, D. J. (2005). Perceptions of sales force
automation: Differences between sales force and management. Industrial Marketing
Management, 34(4), 337-343.
Holmes, T. L., & Srivastava, R. (2002). Effects of job perceptions on job behaviors: implications for
sales performance. Industrial Marketing Management, 31(5), 421-428.
Honeycutt Jr, E. D., Thelen, T., Thelen, S. T., & Hodge, S. K. (2005). Impediments to sales force
automation. Industrial Marketing Management, 34(4), 313-322.
Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C. (1990). A longitudinal assessment
of the impact of selected organizational influences on salespeople & apos; s organizational commitment
during early employment. Journal of Marketing Research, 333-344.
Keillor, B. D., Bashaw, R. E., & Pettijohn, C. E. (1997). Salesforce automation issues prior to
implementation: the relationship between attitudes toward technology, experience and
productivity. Journal of Business & Industrial Marketing, 12(3/4), 209-219.
Krishnamoorthy, A., Misra, S., & Prasad, A. (2005). Scheduling sales force training: Theory and
evidence. International Journal of Research in Marketing,22(4), 427-440.
Li, C. F. (2010). Understanding effects of seller’s and bidder’s characteristics on Internet auction
applications. Expert Systems with Applications, 37(4), 3462-3467.
Meehan, J., & Wright, G. H. (2011). Power priorities: A buyer–seller comparison of areas of
influence. Journal of Purchasing and Supply Management, 17(1), 32-41.
Park, J. E., Kim, J., Dubinsky, A. J., & Lee, H. (2010). How does sales force automation influence
relationship quality and performance? The mediating roles of learning and selling
behaviors. Industrial marketing management, 39(7), 1128-1138.
Park, J. E., & Deitz, G. D. (2006). The effect of working relationship quality on salesperson
performance and job satisfaction: adaptive selling behavior in Korean automobile sales
representatives. Journal of Business Research, 59(2), 204-213.
Rangarajan, D., Jones, E., & Chin, W. (2005). Impact of sales force automation on technology-related
stress, effort, and technology usage among salespeople. Industrial Marketing Management, 34(4),
345-354.
Rapp, A. (2009). Outsourcing the sales process: Hiring a mercenary sales force. Industrial Marketing
Management, 38(4), 411-418.
Ross Jr, W. T., Dalsace, F., & Anderson, E. (2005). Should you set up your own sales force or should
you outsource it? Pitfalls in the standard analysis. Business Horizons, 48(1), 23-36.
Segalla, M., Rouziès, D., Besson, M., & Weitz, B. A. (2006). A cross-national investigation of
incentive sales compensation. International Journal of Research in Marketing, 23(4), 419-433.
Venkatesh, V., Morris, M. G., Davis, G. B., & Davis, F. D. (2003). User acceptance of information
technology: Toward a unified view. MIS quarterly, 425-478.
Vlachos, P. A., Theotokis, A., & Panagopoulos, N. G. (2010). Sales force reactions to corporate
social responsibility: Attributions, outcomes, and the mediating role of organizational
trust. Industrial Marketing Management, 39(7), 1207-1218.
Weitz, B. A. (1978). Relationship between salesperson performance and understanding of customer
decision making. Journal of Marketing Research, 501-516.
Widmier, S. M., Jackson Jr, D. W., & McCabe, D. B. (2002). Infusing technology into personal
selling. The Journal of Personal Selling and Sales Management, 189-198.
Marketing, 15-26.
Barker, R. M., Gohmann, S. F., Guan, J., & Faulds, D. J. (2009). Why is my sales force automation
system failing?. Business Horizons, 52(3), 233-241.
Bente, G., Baptist, O., & Leuschner, H. (2012). To buy or not to buy: Influence of seller photos and
reputation on buyer trust and purchase behavior. International Journal of Human-Computer
Studies, 70(1), 1-13.
Buehrer, R. E., Senecal, S., & Bolman Pullins, E. (2005). Sales force technology usage—reasons,
barriers, and support: An exploratory investigation. Industrial Marketing Management, 34(4), 389-
398.
Cascio, R., Mariadoss, B. J., & Mouri, N. (2010). The impact of management commitment alignment
on salespersons & apos; adoption of sales force automation technologies: An empirical
investigation. Industrial Marketing Management, 39(7), 1088-1096.
Cho, S. D., & Chang, D. R. (2008). Salesperson & apos; s innovation resistance and job satisfaction in intraorganizational diffusion of sales force automation technologies: the case of South
Korea. Industrial Marketing Management, 37(7), 841-847.
Franke, G. R., & Park, J. E. (2006). Salesperson adaptive selling behavior and customer orientation: a
meta-analysis. Journal of Marketing Research, 693-702.
Gohmann, S. F., Guan, J., Barker, R. M., & Faulds, D. J. (2005). Perceptions of sales force
automation: Differences between sales force and management. Industrial Marketing
Management, 34(4), 337-343.
Holmes, T. L., & Srivastava, R. (2002). Effects of job perceptions on job behaviors: implications for
sales performance. Industrial Marketing Management, 31(5), 421-428.
Honeycutt Jr, E. D., Thelen, T., Thelen, S. T., & Hodge, S. K. (2005). Impediments to sales force
automation. Industrial Marketing Management, 34(4), 313-322.
Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C. (1990). A longitudinal assessment
of the impact of selected organizational influences on salespeople & apos; s organizational commitment
during early employment. Journal of Marketing Research, 333-344.
Keillor, B. D., Bashaw, R. E., & Pettijohn, C. E. (1997). Salesforce automation issues prior to
implementation: the relationship between attitudes toward technology, experience and
productivity. Journal of Business & Industrial Marketing, 12(3/4), 209-219.
Krishnamoorthy, A., Misra, S., & Prasad, A. (2005). Scheduling sales force training: Theory and
evidence. International Journal of Research in Marketing,22(4), 427-440.
Li, C. F. (2010). Understanding effects of seller’s and bidder’s characteristics on Internet auction
applications. Expert Systems with Applications, 37(4), 3462-3467.
Meehan, J., & Wright, G. H. (2011). Power priorities: A buyer–seller comparison of areas of
influence. Journal of Purchasing and Supply Management, 17(1), 32-41.
Park, J. E., Kim, J., Dubinsky, A. J., & Lee, H. (2010). How does sales force automation influence
relationship quality and performance? The mediating roles of learning and selling
behaviors. Industrial marketing management, 39(7), 1128-1138.
Park, J. E., & Deitz, G. D. (2006). The effect of working relationship quality on salesperson
performance and job satisfaction: adaptive selling behavior in Korean automobile sales
representatives. Journal of Business Research, 59(2), 204-213.
Rangarajan, D., Jones, E., & Chin, W. (2005). Impact of sales force automation on technology-related
stress, effort, and technology usage among salespeople. Industrial Marketing Management, 34(4),
345-354.
Rapp, A. (2009). Outsourcing the sales process: Hiring a mercenary sales force. Industrial Marketing
Management, 38(4), 411-418.
Ross Jr, W. T., Dalsace, F., & Anderson, E. (2005). Should you set up your own sales force or should
you outsource it? Pitfalls in the standard analysis. Business Horizons, 48(1), 23-36.
Segalla, M., Rouziès, D., Besson, M., & Weitz, B. A. (2006). A cross-national investigation of
incentive sales compensation. International Journal of Research in Marketing, 23(4), 419-433.
Venkatesh, V., Morris, M. G., Davis, G. B., & Davis, F. D. (2003). User acceptance of information
technology: Toward a unified view. MIS quarterly, 425-478.
Vlachos, P. A., Theotokis, A., & Panagopoulos, N. G. (2010). Sales force reactions to corporate
social responsibility: Attributions, outcomes, and the mediating role of organizational
trust. Industrial Marketing Management, 39(7), 1207-1218.
Weitz, B. A. (1978). Relationship between salesperson performance and understanding of customer
decision making. Journal of Marketing Research, 501-516.
Widmier, S. M., Jackson Jr, D. W., & McCabe, D. B. (2002). Infusing technology into personal
selling. The Journal of Personal Selling and Sales Management, 189-198.