How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors

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 whether SFA relates to relationship quality and performance through learning and selling behaviors.

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

Scope and transfer

Limitations to keep in view

Mediation from cross-sectional self-report data should not be read as temporal causality.

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.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.

Additional research source ↗