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• W2015399349 abstract "Purpose – A strong and repeating theme in sales force automation (SFA) tool research is perceived usefulness. When salespeople perceived high levels of SFA tool usefulness, they report higher intent and actual use. The authors aim to apply agency theory to the concept of perceived usefulness (from the technology acceptance model) to explain why salespeople adopt some forms of SFA and reject still others. A set of hypotheses are proposed and tested revealing that salespeople will decide to use a SFA tool because they perceive it to be useful to themselves (i.e. PUsp) and to their management (PUsm)." @default.
• W2015399349 created "2016-06-24" @default.
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• W2015399349 date "2008-08-22" @default.
• W2015399349 modified "2023-09-26" @default.
• W2015399349 title "Salesforce automation tool selectivity: an agency theory perspective" @default.
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• W2015399349 doi "https://doi.org/10.1108/08858620810901248" @default.
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