Three essays on time pressure and sales technology

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Date
2020-01-01
Authors
Rostami, Mohammad Amin
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Raj Agnihotri
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Altmetrics
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Theses & dissertations (College of Business)
Abstract

While time pressure in many forms is integral to the sales profession, both researchers and practitioners know little about its consequences and the role of sales technology in mitigating its negative effects. I provide three standalone yet interwoven essays to answer questions regarding the interplay of time pressure and sales technology. The first essay sheds light on the key consequences of time pressure as perceived by salespeople. This study investigates time management skills as a tool for helping salespeople mitigate negative consequences of time pressure and transform it into the effort. The second essay examines time pressure as an antecedent of technology use and proposes a framework for investigating joint effects of time pressure and technology use on customer service provisions. The third essay explores the role of supervisory actions and marketing and sales inter-functional coordination in digital technology adoption.

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