Product adoption · Empirical survey and structural model of CRM technology acceptance
Antecedents and consequences of CRM technology acceptance in the sales force
Industrial Marketing Management · 2005
Summary
Tests antecedents and consequences of CRM acceptance in the sales force, linking acceptance with downstream sales-force outcomes.
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 antecedents and consequences of CRM acceptance in the sales force, linking acceptance with downstream sales-force outcomes.
Research question
What the authors investigated
What drives CRM acceptance among salespeople and what follows from acceptance?
Design
Empirical survey and structural model of CRM technology acceptance
Sample and setting
Sales force using CRM technology in a business-selling context
Scope and transfer
Limitations to keep in view
Self-reported, cross-sectional acceptance data limit causal and objective-performance conclusions.
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.2004.09.021 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.