Sales · Comparative empirical survey of salespeople and managers
Perceptions of sales force automation: Differences between sales force and management
Industrial Marketing Management · 2005
Summary
Documents differences between sales-force and management perceptions of SFA; the title and publisher record explicitly identify the comparative empirical focus.
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
Documents differences between sales-force and management perceptions of SFA; the title and publisher record explicitly identify the comparative empirical focus.
Research question
What the authors investigated
How do salespeople’s and managers’ perceptions of SFA differ?
Design
Comparative empirical survey of salespeople and managers
Sample and setting
Sales-force and management respondents evaluating sales-force automation
Scope and transfer
Limitations to keep in view
Perception measures and cross-sectional respondents do not establish performance 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.2004.09.014 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.