Sales · Empirical study of sales-technology use
Technology and the Sales Force
Industrial Marketing Management · 2001
Summary
Provides empirical evidence on technology’s role in the sales force and implications for managing technology use.
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
Provides empirical evidence on technology’s role in the sales force and implications for managing technology use.
Research question
What the authors investigated
How does technology affect sales-force work and management?
Design
Empirical study of sales-technology use
Sample and setting
Industrial/business sales force and sales-technology management context
Scope and transfer
Limitations to keep in view
Technology changes over time and the study’s context limit current SaaS extrapolation.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/s0019-8501(99)00115-7 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.