Product adoption · Empirical survey/moderation model
Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors
Industrial Marketing Management · 2005
Summary
Tests training and support as moderators of the SFA-adoption/performance relationship rather than assuming a direct effect.
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 training and support as moderators of the SFA-adoption/performance relationship rather than assuming a direct effect.
Research question
What the authors investigated
When do training and support strengthen SFA’s effect on salesperson performance?
Design
Empirical survey/moderation model
Sample and setting
Salespeople adopting sales-force automation
Scope and transfer
Limitations to keep in view
Cross-sectional self-reports and technology-specific context limit causal and temporal 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.2004.09.020 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.