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David Baker

DBA Graduate - 2008

Thesis title

a social influence based model of contextual utilization of sales management technology within a multinational busines-to-business sales force

Supervisor(s)

Jean-Jacques Chanaron
Building on related, interdisciplinary theories, this dissertation identifies social and culturally significant, independent, antecedent variables that relate to the contextual usage of sales management technology in a multinational, business-to-business sales force. From a practical perspective, the results of this study build knowledge that can assist international managers and their organizations in creating strategic alternatives for the implementation and cross-cultural use of multinational sales and marketing knowledge management systems. It also contributes to applied knowledge by providing insights into contextual utilization behaviors and the individual competencies needed to ensure technology development and training for multinational sales forces.