The impact of digital transformation on salespeople: an empirical investigation using the JD-R model

Volume: 41, Issue: 2, Pages: 130 - 149
Published: Apr 3, 2021
Abstract
Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has accelerated during the COVID-19 pandemic. However, research on DT as a profound organizational change process, as well as salespeople’s individual psychological reactions to such initiatives, is still limited. Although DT offers salespeople more and better resources for work-related goal attainment, it increases job demands and typically...
Paper Details
Title
The impact of digital transformation on salespeople: an empirical investigation using the JD-R model
Published Date
Apr 3, 2021
Volume
41
Issue
2
Pages
130 - 149
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