1 |
L. Robinson Jr., G. W. Marshall, M. B. Stamps, "Sales force use of technology: antecedents to technology acceptance", Journal of Business Research, Vol.58, No.12, pp.1623-1631, December 2005. DOI: https://dx.doi.org/10.1016/j.jbusres.2004.07.010
DOI
|
2 |
R. L. Engle, M. L. Barnes, "Sales force automation usage, effectiveness, and cost-benefit in Germany, England and the United States", Journal of Business & Industrial Marketing, Vol.15, No.4, pp.216-241, 2000. DOI: https://dx.doi.org/10.1108/08858620010335083
DOI
|
3 |
C. Speier, V. Venkatesh, "The Hidden Minefields in the Adoption of Sales Force Automation Technologies", Journal of Marketing, Vol.66, No.3, pp.98-111, July 2002. DOI: https://dx.doi.org/10.1509/jmkg.66.3.98.18510
DOI
|
4 |
W. S. Lee, The Effect of Customer Relationship Management Operation Characteristics and Knowledge Sharing on the Performance of Korean Pharmaceutical Companies, Graduate School of Management Information, Korea University, pp.2-3, 2012. URL: http://www.riss.kr/link?id=T12708140
|
5 |
Y, B. Doo "A study about the impact of salesmen's CRM application types on sales performance", Graduate School of Industrial & Entrepreneneurial Management, Chung-Ang University, pp.18, 2010. URL: http://www.riss.kr/link?id=T12157369
|
6 |
Y. K. Hahm, C. S. Sho, "An Emprical Study on the Factors of SFA(Sales Force Automation) System Acceptance and Usage: Focusing on Salespeople of Insurance Companies", Journal of Information Technology Applications & Management, Vol.11, No.3, pp.89-116, 2004.
|
7 |
B. J. Mariadoss, C. Milewicz, S. Lee, A. Sahaym, "Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage", Industrial Marketing Management, Vol.43, No.1, pp.136-145, 2014. DOI: https://dx.doi.org/10.1016/j.indmarman.2013.08.005
DOI
|
8 |
A. K. Upadhyay, K. Khandelwal, T. Nandan, P. Mishra, "Sales technology usage: Modeling the role of support service, peer usage, perceived usefulness and attitude", Asia Pacific Journal of Marketing and Logistics, Vol.30 No.1, pp.257-271, 2018. DOI: https://dx.doi.org/10.1108/APJML-01-2017-0001
DOI
|
9 |
H. I. Shin, "The study about the application and the effects of SFA system for minor enterprises", Graduate School of Business Administration Dongguk University, pp.10, 2010. URL: http://www.riss.kr/link?id=T11918815
|
10 |
T. I. Kim, "SFA(sales force automation) introduced the impact on business performance services, Korea Entertainment Industry Association", The Korea Entertainment Industry Association 2013 Spring Conference Papers, pp.39-43, May, 2013. URL: http://www.dbpia.co.kr/Journal/ArticleDetail/NODE02227068
|
11 |
T. I. Kim, The Effect of Introduced SFA(Sales Force Automation) System on Salesperon's Achievements, Department of Business Administration Graduate School, Kookmin University, pp.2-3, 2014.
|
12 |
J. Bang, Y. Cho, M. S. Kim, "CRM Efforts, Different Paths to Loyalty: Members and Non-members in the Hotel Industry", Journal of the Korea Academia-Industrial cooperation Society, Vol.15, No.2 pp.785-792, 2014. DOI: https://dx.doi.org/10.5762/KAIS.2014.15.2.785
DOI
|
13 |
V. Kumar, W. J. Reinartz, Customer Relationship Management. p.5, Wiley, 2006. ISBN: 0471271330, 9780471271338
|
14 |
E. Ascarza, P. Ebbes, O. Netzer, M. Danielson, "Beyond the Target Customer: Social Effects of Customer Relationship Management Campaigns", Journal of Marketing Research, Vol.54, No.3, pp.347-363, June 2017. DOI: https://dx.doi.org/10.1509/jmr.15.0442
DOI
|
15 |
G. Gitau, R. Oboko, K. Litondo, C. Gakuu, "The link between sales force automation system and sales performance in the consumer goods industry in Nairobi, Kenya", International Academic Journal of Information Systems and Technology, Vol.2, No.1, pp.36-48, 2017. URL: http://www.iajournals.org/articles/iajist_v2_i1_36_48.pdf
|
16 |
H. J Kim, J. W Parm, "An Empirical Study on the Effect of CRM System on the Performance of Pharmaceutical Companies", Journal of Intelligent Information System, Vol.16, No.4, pp.43-65, December, 2010.
|
17 |
J. Sinisalo, H. Karjaluoto, S. Saraniemi, "Barriers to the use of mobile sales force automation systems: a salesperson's perspective", Journal of Systems and Information Technology, Vol.17, No.2, pp.121-140, 2015. DOI: https://dx.doi.org/10.1108/JSIT-09-2014-0068
DOI
|
18 |
B. G Kim, S. Choi, "Concept and Prospect of eCRM System", Korea information processing society review, Vol.8, No.6, pp.7-17, 2001. URL: http://dl.nanet.go.kr/SearchDetailView.do?cn=KINX2002013423_1
|
19 |
T. I. Kim, The Effect of Introduced SFA(Sales Force Automation) System on Salesperon's Achievements, Department of Business Administration Graduate School, Kookmin University, 2014. URL: http://www.riss.kr/link?id=T13683035
|
20 |
R. S. Kaplan, D. P. Norton, "The Balanced Scorecard: Measures That Drive Performance", Harvard Business Review, July-August Issue, 2005.
|
21 |
A. J. Morgan, S. A. Inks, "Technology and the Sales Force: Increasing Acceptance of Sales Force Automation", Industrial Marketing Management, Vol.30, No.5, pp.463-472, July 2001. DOI: https://dx.doi.org/10.1016/S0019-8501(99)00115-7
DOI
|
22 |
F. D. Davis, R. P. Bagozzi, P. R. Warshaw, "User Acceptance of Computer Technology: A Comparison of Two Theoretical Models", Management Science, Vol.35, No.8, pp.982-1003, August 1989. DOI: https://dx.doi.org/10.1287/mnsc.35.8.982
DOI
|