Hiring for success at the buyer-seller interface

Article Abstract:

The importance placed on a variety of factors related to salesperson success including skills, content knowledge, attributes, and historical indicants of performance, is investigated. It is stated that knowledge regarding the mentioned factors has benefits in several ways to several groups such as to sales organizations and their managers, as it provides a benchmark for their own recruiting efforts.

Personnel administration, Influence, Recruiting, Industry hiring

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Sales force use of technology: Antecedents to technology acceptance

Article Abstract:

The impact of the beliefs and attitudes of field salespeople on technology usage is investigated. The results show a support for the technology acceptance model (TAM) in a sales force context, as well as evidence that support services and personal innovativeness impact perceived ease of use of technology by field salespeople.

Usage, Technology application, Sales force automation

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Getting one's own way: an investigation of influence attempts by marketers on nonmarketing members of the firm

Article Abstract:

Implications of marketer's attempts to influence non-marketing colleagues on marketing communications and strategies are examined.

Market Targeting & Approach, Analysis, Marketing communications, Market strategy

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