Product adoption · Technology acceptance survey/model testing of field salespeople
An empirical investigation of technology acceptance in a field sales force setting
Industrial Marketing Management · 2005
Summary
Tests technology-acceptance antecedents for sales-force technology use; the publisher page labels it an empirical investigation.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Tests technology-acceptance antecedents for sales-force technology use; the publisher page labels it an empirical investigation.
Research question
What the authors investigated
Which factors explain field salespeople’s acceptance of sales-force technology?
Design
Technology acceptance survey/model testing of field salespeople
Sample and setting
Field sales force; technology acceptance and use context
Scope and transfer
Limitations to keep in view
The design is observational and technology/context specific; causal and generalization claims are limited.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/j.indmarman.2004.09.019 Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.