B2B growth and sales · Empirical survey/mediation model
How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors
Jeong Eun Park, Juyoung Kim, Alan J. Dubinsky, Hyunju Lee (2010). How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors. Industrial Marketing Management. https://doi.org/10.1016/j.indmarman.2009.11.003.
Plain-English take
Tests whether SFA relates to relationship quality and performance through learning and selling behaviors. For your marketing: Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
How much weight to give this
2.5/5 Evidence needs cautious interpretation
The 1–5 evidence-check score is a practical reading aid, not a formal peer review or a probability that a conclusion is true. It combines design strength (2 points), sample reporting (1), comparison/control clarity (1), and how much of the paper could be checked (1). Access affects how confidently this directory can assess a study, not the study's underlying quality. Blinding is reported separately because it is not relevant to every design.
Empirical survey/mediation model
Salespeople using sales-force automation in buyer–seller relationships
Judged from the publisher-described design and comparison; inspect the paper for complete analysis.
Publisher page and abstract were retrieved directly; full text was not assumed open.
Double-blind? Blinding was not established from the retrieved publisher record.
Research question
What the authors investigated
Through what learning and selling behaviors does SFA affect relationship quality and performance?
Design
Empirical survey/mediation model
Sample and setting
Salespeople using sales-force automation in buyer–seller relationships
Reported result
What the study found
Tests whether SFA relates to relationship quality and performance through learning and selling behaviors.
This is a paraphrase of the source. Check the original paper for definitions, estimates, statistical uncertainty and analysis details.
Scope and transfer
Limitations to keep in view
Mediation from cross-sectional self-report data should not be read as temporal causality.
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.
Evidence access
Publisher record and abstract retrieved; consult the linked paper for full methods and tables.
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/j.indmarman.2009.11.003 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.
If only an abstract or metadata was available, the profile is limited to claims supported there. A paper's paywall does not change its evidentiary status, but it limits what we can substantiate from accessible text.