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Sales force management system

Known as: Sales Force Automation, SFA, SFM 
Salesforce management systems (also sales force automation systems (SFA)) are information systems used in customer relationship management (CRM… 
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Papers overview

Semantic Scholar uses AI to extract papers important to this topic.
Highly Cited
2014
Highly Cited
2014
Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation
Abstract Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business… 
Highly Cited
2010
Highly Cited
2010
The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation
Abstract Marketing and information systems scholars have explored several factors that affect sales force automation (SFA… 
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2010
2010
Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study
Organizations are increasingly emphasizing online sales channels over traditional offline sales channels. This research examines… 
Highly Cited
2009
Highly Cited
2009
An Approach for Selecting Software-as-a-Service (SaaS) Product
Software-as-a-Service (SaaS) helps organizations avoid capital expenditure and pay for the functionality as an operational… 
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Highly Cited
2006
Highly Cited
2006
Development of an electronic configure-to-order platform for customized product development
Next generation manufacturing calls for mass customization of product fulfillment encompassing global and networked enterprises… 
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Highly Cited
2005
Highly Cited
2005
Dietary habits, lifestyle and cardiovascular risk factors in a clinically healthy Italian population: the ‘Florence’ diet is not Mediterranean
Objective:To evaluate dietary habits and lifestyle of Italian subjects, to provide current data on adequacy of the nutritional… 
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Highly Cited
2003
Highly Cited
2003
CRM packaged software: a study of organisational experiences
  • B. Light
  • Bus. Process. Manag. J.
  • 2003
  • Corpus ID: 14009573
Customer relationship management (CRM) packaged software has become a key contributor to attempts at aligning business and IT… 
Review
2002
Review
2002
Factors Leading to Sales Force Automation Use: A Longitudinal Analysis
Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not… 
Highly Cited
2002
Highly Cited
2002
The Long-Term Effects and Cost-Effectiveness of Success for All
Several renowned early interventions have compelling evidence of enduring achievement effects for at-risk children: Perry… 
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Highly Cited
2001
Highly Cited
2001
An Exploratory Study of Sales Force Automation Practices: Expectations and Realities
Research on sales force automation has generally focused on the adoption of individual technologies with relatively little… 
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