Automated Influence Tactics


The authors examine the impact of CRM systems on the future of the sales manager’s role. Using interviews from managers and sales representatives at over 150 companies, a text analysis is conducted to determine the efficacy of CRM systems, the sales manager’s response to this new technological environment, and how sales managers optimize sales force performance using techonologically advanced CRM systems.

Apr 9, 2021 12:30 PM
Alec Pappas
Assistant Professor of Marketing

My research interest is on marketing strategy with an emphasis on the effects of social dynamics (e.g., intraorganizational social networks. social capital, and social influence) on managerially focused outcomes like employee performance and turnover.