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Sales Technology by Nikolaos Panagopoulos

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Chapter 3

Antecedents to Effective Implementation

Chapter Overview

The previous chapter provided a detailed theoretical overview of the various models of technology acceptance and use. With the aim of helping practicing managers use this knowledge in the most efficient manner, the present chapter represents an effort to systematically organize the extant literature regarding the antecedents of effective implementation into a set of managerially useful categories (see Figure 3.1). To this end, we draw not only on the aforementioned models but also on several other lines of inquiry. Given that the proposed categorization represents a summary abstraction of a vast amount of knowledge into a few higher-order categories, it is parsimonious. It can, ...

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