Product adoption · Empirical survey/model test of SFA adoption
The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation
Industrial Marketing Management · 2010
Summary
Tests whether aligned management commitment affects salesperson adoption of SFA.
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 aligned management commitment affects salesperson adoption of SFA.
Research question
What the authors investigated
Does alignment of management commitment influence salesperson SFA adoption?
Design
Empirical survey/model test of SFA adoption
Sample and setting
Salespeople and management in organizations adopting SFA
Scope and transfer
Limitations to keep in view
Cross-sectional adoption perceptions and organizational context limit causal inference.
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.2009.12.010 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.