In our study, a measure of Mobile CRM (mCRM) is adapted and applied to salespeople in a business-to-business sales context. We propose a research model that integrates Technology Acceptance Model and DeLone and McLean’s IS success model to investigate the impact mCRM has on sales performance. Relationships with sales business process, traditional CRM use, collaboration and sales performance are conceptualized and tested. Results suggest that sales performance is highest when digital tools such as mCRM are supported by sales process. Results also suggest that mCRM impacts the relationship performance with customers when collaboration mediates the relationship. Overall, the research empirically demonstrates that mCRM plays an important role in traditional CRM adoption and in sales performance when sales process capabilities and collaboration are involved.

中文翻译：

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移动客户关系管理（mCRM）对销售协作和销售绩效的影响

在我们的研究中，对移动CRM（mCRM）进行了调整，并将其应用于企业对企业销售环境中的销售人员。我们提出了一个将技术接受模型与DeLone和McLean的IS成功模型相结合的研究模型，以研究mCRM对销售业绩的影响。与销售业务流程，传统CRM使用，协作和销售绩效之间的关系已得到概念化和测试。结果表明，当销售流程支持数字工具（例如mCRM）时，销售业绩最高。结果还表明，mCRM在协作调解关系时会影响与客户的关系绩效。全面的，