Date of Award

12-16-2015

Degree Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

Department

Marketing

First Advisor

James Boles

Second Advisor

Naveen Donthu

Third Advisor

Edward Rigdon

Fourth Advisor

William Bogner

Abstract

The diffusion of sales force automation (SFA) systems has enabled a far more systematic approach to sales force management. This opens new avenues for the academic study of the industrial selling process as well: new arenas for investigation, new windows into salesperson behavior, and new methodological pitfalls. The purpose of this dissertation is to develop a better understanding of SFA from an academic perspective, and then apply these insights to resolve gaps in our understanding of how sales forces behave and how they might be better managed. To do this, three areas of analysis are explored: methodological, behavioral, and theoretical.

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