id	sid	tid	token	lemma	pos
ajam-126	1	1	in	in	ADP
ajam-126	1	2	ternationa	ternationa	NOUN
ajam-126	1	3	l	l	NOUN
ajam-126	1	4	scholars	scholar	NOUN
ajam-126	1	5	journa	journa	VERB
ajam-126	1	6	ls	ls	ADJ
ajam-126	1	7	african	african	ADJ
ajam-126	1	8	journal	journal	NOUN
ajam-126	1	9	of	of	ADP
ajam-126	1	10	agricultural	agricultural	ADJ
ajam-126	1	11	marketing	marketing	NOUN
ajam-126	1	12	issn	issn	NOUN
ajam-126	1	13	:	:	PUNCT
ajam-126	1	14	2375	2375	NUM
ajam-126	1	15	-	-	SYM
ajam-126	1	16	1061	1061	NUM
ajam-126	1	17	vol	vol	NOUN
ajam-126	1	18	.	.	PROPN
ajam-126	1	19	3	3	NUM
ajam-126	1	20	(	(	PUNCT
ajam-126	1	21	6	6	NUM
ajam-126	1	22	)	)	PUNCT
ajam-126	1	23	,	,	PUNCT
ajam-126	1	24	pp	pp	ADJ
ajam-126	1	25	.	.	PUNCT
ajam-126	2	1	224	224	NUM
ajam-126	2	2	-	-	SYM
ajam-126	2	3	228	228	NUM
ajam-126	2	4	,	,	PUNCT
ajam-126	2	5	june	june	PROPN
ajam-126	2	6	,	,	PUNCT
ajam-126	2	7	2015	2015	NUM
ajam-126	2	8	.	.	PUNCT
ajam-126	3	1	available	available	ADJ
ajam-126	3	2	online	online	ADV
ajam-126	3	3	at	at	ADP
ajam-126	3	4	www.internationalscholarsjournals.org	www.internationalscholarsjournals.org	PROPN
ajam-126	3	5	©	©	PROPN
ajam-126	3	6	international	international	ADJ
ajam-126	3	7	scholars	scholar	NOUN
ajam-126	3	8	journals	journal	NOUN
ajam-126	3	9	author(s	author(s	PROPN
ajam-126	3	10	)	)	PUNCT
ajam-126	3	11	retain	retain	VERB
ajam-126	3	12	the	the	DET
ajam-126	3	13	copyright	copyright	NOUN
ajam-126	3	14	of	of	ADP
ajam-126	3	15	this	this	DET
ajam-126	3	16	article	article	NOUN
ajam-126	3	17	.	.	PUNCT
ajam-126	4	1	full	full	ADJ
ajam-126	4	2	length	length	NOUN
ajam-126	4	3	research	research	NOUN
ajam-126	4	4	paper	paper	NOUN
ajam-126	4	5	various	various	ADJ
ajam-126	4	6	factors	factor	NOUN
ajam-126	4	7	that	that	PRON
ajam-126	4	8	can	can	AUX
ajam-126	4	9	influence	influence	VERB
ajam-126	4	10	the	the	DET
ajam-126	4	11	adoption	adoption	NOUN
ajam-126	4	12	of	of	ADP
ajam-126	4	13	sales	sale	NOUN
ajam-126	4	14	force	force	NOUN
ajam-126	4	15	automation	automation	NOUN
ajam-126	4	16	and	and	CCONJ
ajam-126	4	17	analyze	analyze	VERB
ajam-126	4	18	their	their	PRON
ajam-126	4	19	effect	effect	NOUN
ajam-126	4	20	on	on	ADP
ajam-126	4	21	technology	technology	NOUN
ajam-126	4	22	adoption	adoption	NOUN
ajam-126	4	23	martha	martha	PROPN
ajam-126	4	24	iman	iman	PROPN
ajam-126	4	25	waiguru	waiguru	PROPN
ajam-126	4	26	department	department	PROPN
ajam-126	4	27	of	of	ADP
ajam-126	4	28	marketing	marketing	NOUN
ajam-126	4	29	,	,	PUNCT
ajam-126	4	30	faculty	faculty	NOUN
ajam-126	4	31	of	of	ADP
ajam-126	4	32	management	management	NOUN
ajam-126	4	33	sciences	sciences	PROPN
ajam-126	4	34	,	,	PUNCT
ajam-126	4	35	university	university	PROPN
ajam-126	4	36	of	of	ADP
ajam-126	4	37	nairobi	nairobi	PROPN
ajam-126	4	38	,	,	PUNCT
ajam-126	4	39	nairobi	nairobi	PROPN
ajam-126	4	40	,	,	PUNCT
ajam-126	4	41	kenya	kenya	PROPN
ajam-126	4	42	.	.	PUNCT
ajam-126	5	1	e	e	X
ajam-126	5	2	-	-	NOUN
ajam-126	5	3	mail	mail	NOUN
ajam-126	5	4	:	:	PUNCT
ajam-126	5	5	iman.martha33@uonbi.ac.ke	iman.martha33@uonbi.ac.ke	AUX
ajam-126	5	6	accepted	accept	VERB
ajam-126	5	7	28	28	NUM
ajam-126	5	8	may	may	NOUN
ajam-126	5	9	,	,	PUNCT
ajam-126	5	10	2015	2015	NUM
ajam-126	5	11	salespersons	salesperson	NOUN
ajam-126	5	12	are	be	AUX
ajam-126	5	13	adopting	adopt	VERB
ajam-126	5	14	and	and	CCONJ
ajam-126	5	15	using	use	VERB
ajam-126	5	16	a	a	DET
ajam-126	5	17	variety	variety	NOUN
ajam-126	5	18	of	of	ADP
ajam-126	5	19	technologies	technology	NOUN
ajam-126	5	20	to	to	PART
ajam-126	5	21	increase	increase	VERB
ajam-126	5	22	their	their	PRON
ajam-126	5	23	selling	selling	NOUN
ajam-126	5	24	productivity	productivity	NOUN
ajam-126	5	25	and	and	CCONJ
ajam-126	5	26	efficiency	efficiency	NOUN
ajam-126	5	27	at	at	ADP
ajam-126	5	28	different	different	ADJ
ajam-126	5	29	rates	rate	NOUN
ajam-126	5	30	.	.	PUNCT
ajam-126	6	1	this	this	DET
ajam-126	6	2	study	study	NOUN
ajam-126	6	3	identifies	identify	VERB
ajam-126	6	4	various	various	ADJ
ajam-126	6	5	factors	factor	NOUN
ajam-126	6	6	that	that	PRON
ajam-126	6	7	can	can	AUX
ajam-126	6	8	influence	influence	VERB
ajam-126	6	9	the	the	DET
ajam-126	6	10	adoption	adoption	NOUN
ajam-126	6	11	of	of	ADP
ajam-126	6	12	sales	sale	NOUN
ajam-126	6	13	force	force	NOUN
ajam-126	6	14	automation	automation	NOUN
ajam-126	6	15	and	and	CCONJ
ajam-126	6	16	analyzes	analyze	VERB
ajam-126	6	17	their	their	PRON
ajam-126	6	18	effect	effect	NOUN
ajam-126	6	19	on	on	ADP
ajam-126	6	20	technology	technology	NOUN
ajam-126	6	21	adoption	adoption	NOUN
ajam-126	6	22	.	.	PUNCT
ajam-126	7	1	an	an	DET
ajam-126	7	2	explanatory	explanatory	ADJ
ajam-126	7	3	research	research	NOUN
ajam-126	7	4	design	design	NOUN
ajam-126	7	5	was	be	AUX
ajam-126	7	6	used	use	VERB
ajam-126	7	7	and	and	CCONJ
ajam-126	7	8	data	datum	NOUN
ajam-126	7	9	collected	collect	VERB
ajam-126	7	10	by	by	ADP
ajam-126	7	11	means	mean	NOUN
ajam-126	7	12	of	of	ADP
ajam-126	7	13	self	self	NOUN
ajam-126	7	14	-	-	PUNCT
ajam-126	7	15	administered	administer	VERB
ajam-126	7	16	questionnaires	questionnaire	NOUN
ajam-126	7	17	to	to	ADP
ajam-126	7	18	the	the	DET
ajam-126	7	19	target	target	NOUN
ajam-126	7	20	population	population	NOUN
ajam-126	7	21	.	.	PUNCT
ajam-126	8	1	reliability	reliability	NOUN
ajam-126	8	2	and	and	CCONJ
ajam-126	8	3	correlation	correlation	NOUN
ajam-126	8	4	analysis	analysis	NOUN
ajam-126	8	5	were	be	AUX
ajam-126	8	6	conducted	conduct	VERB
ajam-126	8	7	to	to	PART
ajam-126	8	8	establish	establish	VERB
ajam-126	8	9	relationships	relationship	NOUN
ajam-126	8	10	between	between	ADP
ajam-126	8	11	the	the	DET
ajam-126	8	12	research	research	NOUN
ajam-126	8	13	variables	variable	NOUN
ajam-126	8	14	.	.	PUNCT
ajam-126	9	1	logit	logit	PROPN
ajam-126	9	2	regression	regression	NOUN
ajam-126	9	3	showed	show	VERB
ajam-126	9	4	that	that	SCONJ
ajam-126	9	5	social	social	ADJ
ajam-126	9	6	factors	factor	NOUN
ajam-126	9	7	,	,	PUNCT
ajam-126	9	8	system	system	NOUN
ajam-126	9	9	characteristics	characteristic	NOUN
ajam-126	9	10	,	,	PUNCT
ajam-126	9	11	organizational	organizational	ADJ
ajam-126	9	12	factors	factor	NOUN
ajam-126	9	13	and	and	CCONJ
ajam-126	9	14	salesperson	salesperson	NOUN
ajam-126	9	15	characteristics	characteristic	NOUN
ajam-126	9	16	significantly	significantly	ADV
ajam-126	9	17	affect	affect	VERB
ajam-126	9	18	technology	technology	NOUN
ajam-126	9	19	adoption	adoption	NOUN
ajam-126	9	20	.	.	PUNCT
ajam-126	10	1	the	the	DET
ajam-126	10	2	major	major	ADJ
ajam-126	10	3	reason	reason	NOUN
ajam-126	10	4	for	for	ADP
ajam-126	10	5	such	such	ADJ
ajam-126	10	6	failure	failure	NOUN
ajam-126	10	7	rates	rate	NOUN
ajam-126	10	8	seems	seem	VERB
ajam-126	10	9	to	to	PART
ajam-126	10	10	be	be	AUX
ajam-126	10	11	that	that	SCONJ
ajam-126	10	12	the	the	DET
ajam-126	10	13	experienced	experienced	ADJ
ajam-126	10	14	salespersons	salesperson	NOUN
ajam-126	10	15	frequently	frequently	ADV
ajam-126	10	16	reject	reject	VERB
ajam-126	10	17	the	the	DET
ajam-126	10	18	new	new	ADJ
ajam-126	10	19	sales	sale	NOUN
ajam-126	10	20	technologies	technology	NOUN
ajam-126	10	21	.	.	PUNCT
ajam-126	11	1	the	the	DET
ajam-126	11	2	study	study	NOUN
ajam-126	11	3	recommends	recommend	VERB
ajam-126	11	4	that	that	SCONJ
ajam-126	11	5	insurance	insurance	NOUN
ajam-126	11	6	companies	company	NOUN
ajam-126	11	7	should	should	AUX
ajam-126	11	8	create	create	VERB
ajam-126	11	9	an	an	DET
ajam-126	11	10	enabling	enable	VERB
ajam-126	11	11	environment	environment	NOUN
ajam-126	11	12	for	for	ADP
ajam-126	11	13	sales	sale	NOUN
ajam-126	11	14	agents	agent	NOUN
ajam-126	11	15	to	to	PART
ajam-126	11	16	adopt	adopt	VERB
ajam-126	11	17	technology	technology	NOUN
ajam-126	11	18	and	and	CCONJ
ajam-126	11	19	improve	improve	VERB
ajam-126	11	20	their	their	PRON
ajam-126	11	21	performance	performance	NOUN
ajam-126	11	22	and	and	CCONJ
ajam-126	11	23	gives	give	VERB
ajam-126	11	24	further	further	ADJ
ajam-126	11	25	research	research	NOUN
ajam-126	11	26	directions	direction	NOUN
ajam-126	11	27	.	.	PUNCT
ajam-126	12	1	key	key	ADJ
ajam-126	12	2	words	word	NOUN
ajam-126	12	3	:	:	PUNCT
ajam-126	12	4	sales	sale	NOUN
ajam-126	12	5	force	force	NOUN
ajam-126	12	6	,	,	PUNCT
ajam-126	12	7	self	self	NOUN
ajam-126	12	8	-	-	PUNCT
ajam-126	12	9	efficacy	efficacy	NOUN
ajam-126	12	10	,	,	PUNCT
ajam-126	12	11	technology	technology	NOUN
ajam-126	12	12	,	,	PUNCT
ajam-126	12	13	adoption	adoption	NOUN
ajam-126	12	14	.	.	PUNCT
ajam-126	13	1	introduction	introduction	NOUN
ajam-126	13	2	in	in	ADP
ajam-126	13	3	the	the	DET
ajam-126	13	4	competitive	competitive	ADJ
ajam-126	13	5	environment	environment	NOUN
ajam-126	13	6	,	,	PUNCT
ajam-126	13	7	success	success	NOUN
ajam-126	13	8	depends	depend	VERB
ajam-126	13	9	on	on	ADP
ajam-126	13	10	effectiveness	effectiveness	NOUN
ajam-126	13	11	of	of	ADP
ajam-126	13	12	the	the	DET
ajam-126	13	13	sales	sale	NOUN
ajam-126	13	14	force	force	NOUN
ajam-126	13	15	,	,	PUNCT
ajam-126	13	16	developing	develop	VERB
ajam-126	13	17	and	and	CCONJ
ajam-126	13	18	maintaining	maintain	VERB
ajam-126	13	19	customer	customer	NOUN
ajam-126	13	20	relationships	relationship	NOUN
ajam-126	13	21	.	.	PUNCT
ajam-126	14	1	consequently	consequently	ADV
ajam-126	14	2	,	,	PUNCT
ajam-126	14	3	firms	firm	NOUN
ajam-126	14	4	are	be	AUX
ajam-126	14	5	attracted	attract	VERB
ajam-126	14	6	by	by	ADP
ajam-126	14	7	the	the	DET
ajam-126	14	8	customer	customer	NOUN
ajam-126	14	9	relationship	relationship	NOUN
ajam-126	14	10	management	management	NOUN
ajam-126	14	11	related	relate	VERB
ajam-126	14	12	technological	technological	ADJ
ajam-126	14	13	capabilities	capability	NOUN
ajam-126	14	14	including	include	VERB
ajam-126	14	15	sales	sale	NOUN
ajam-126	14	16	force	force	NOUN
ajam-126	14	17	automation	automation	NOUN
ajam-126	14	18	systems	system	NOUN
ajam-126	14	19	(	(	PUNCT
ajam-126	14	20	sfa	sfa	PROPN
ajam-126	14	21	)	)	PUNCT
ajam-126	14	22	.	.	PUNCT
ajam-126	15	1	sfa	sfa	PROPN
ajam-126	15	2	refers	refer	VERB
ajam-126	15	3	to	to	ADP
ajam-126	15	4	the	the	DET
ajam-126	15	5	concept	concept	NOUN
ajam-126	15	6	,	,	PUNCT
ajam-126	15	7	tools	tool	NOUN
ajam-126	15	8	,	,	PUNCT
ajam-126	15	9	system	system	NOUN
ajam-126	15	10	,	,	PUNCT
ajam-126	15	11	or	or	CCONJ
ajam-126	15	12	the	the	DET
ajam-126	15	13	technology	technology	NOUN
ajam-126	15	14	;	;	PUNCT
ajam-126	15	15	that	that	PRON
ajam-126	15	16	often	often	ADV
ajam-126	15	17	describes	describe	VERB
ajam-126	15	18	the	the	DET
ajam-126	15	19	process	process	NOUN
ajam-126	15	20	of	of	ADP
ajam-126	15	21	automating	automate	VERB
ajam-126	15	22	sales	sale	NOUN
ajam-126	15	23	activities	activity	NOUN
ajam-126	15	24	within	within	ADP
ajam-126	15	25	a	a	DET
ajam-126	15	26	firm	firm	NOUN
ajam-126	15	27	(	(	PUNCT
ajam-126	15	28	lingaiah	lingaiah	PROPN
ajam-126	15	29	et	et	PROPN
ajam-126	15	30	al	al	PROPN
ajam-126	15	31	.	.	PROPN
ajam-126	15	32	,	,	PUNCT
ajam-126	15	33	2003	2003	NUM
ajam-126	15	34	)	)	PUNCT
ajam-126	15	35	.	.	PUNCT
ajam-126	16	1	through	through	ADP
ajam-126	16	2	its	its	PRON
ajam-126	16	3	boundary	boundary	ADJ
ajam-126	16	4	spanning	span	VERB
ajam-126	16	5	activity	activity	NOUN
ajam-126	16	6	,	,	PUNCT
ajam-126	16	7	sales	sale	NOUN
ajam-126	16	8	force	force	NOUN
ajam-126	16	9	plays	play	VERB
ajam-126	16	10	a	a	DET
ajam-126	16	11	critical	critical	ADJ
ajam-126	16	12	role	role	NOUN
ajam-126	16	13	in	in	ADP
ajam-126	16	14	building	build	VERB
ajam-126	16	15	mutually	mutually	ADV
ajam-126	16	16	beneficial	beneficial	ADJ
ajam-126	16	17	long	long	ADJ
ajam-126	16	18	-	-	PUNCT
ajam-126	16	19	term	term	NOUN
ajam-126	16	20	customer	customer	NOUN
ajam-126	16	21	relationships	relationship	NOUN
ajam-126	16	22	with	with	ADP
ajam-126	16	23	clients	client	NOUN
ajam-126	16	24	(	(	PUNCT
ajam-126	16	25	weitz	weitz	PROPN
ajam-126	16	26	and	and	CCONJ
ajam-126	16	27	bradford	bradford	PROPN
ajam-126	16	28	,	,	PUNCT
ajam-126	16	29	1999	1999	NUM
ajam-126	16	30	)	)	PUNCT
ajam-126	16	31	.	.	PUNCT
ajam-126	17	1	sfa	sfa	PROPN
ajam-126	17	2	represents	represent	VERB
ajam-126	17	3	the	the	DET
ajam-126	17	4	crm	crm	PROPN
ajam-126	17	5	application	application	NOUN
ajam-126	17	6	in	in	ADP
ajam-126	17	7	support	support	NOUN
ajam-126	17	8	of	of	ADP
ajam-126	17	9	selling	sell	VERB
ajam-126	17	10	tasks	task	NOUN
ajam-126	17	11	and	and	CCONJ
ajam-126	17	12	it	it	PRON
ajam-126	17	13	is	be	AUX
ajam-126	17	14	of	of	ADP
ajam-126	17	15	great	great	ADJ
ajam-126	17	16	potential	potential	NOUN
ajam-126	17	17	for	for	ADP
ajam-126	17	18	collection	collection	NOUN
ajam-126	17	19	and	and	CCONJ
ajam-126	17	20	distribution	distribution	NOUN
ajam-126	17	21	of	of	ADP
ajam-126	17	22	market	market	NOUN
ajam-126	17	23	information	information	NOUN
ajam-126	17	24	and	and	CCONJ
ajam-126	17	25	the	the	DET
ajam-126	17	26	creation	creation	NOUN
ajam-126	17	27	of	of	ADP
ajam-126	17	28	valuable	valuable	ADJ
ajam-126	17	29	customer	customer	NOUN
ajam-126	17	30	dealings	dealing	NOUN
ajam-126	17	31	(	(	PUNCT
ajam-126	17	32	day	day	NOUN
ajam-126	17	33	,	,	PUNCT
ajam-126	17	34	1992	1992	NUM
ajam-126	17	35	)	)	PUNCT
ajam-126	17	36	.	.	PUNCT
ajam-126	18	1	sfa	sfa	PROPN
ajam-126	18	2	encompasses	encompass	VERB
ajam-126	18	3	a	a	DET
ajam-126	18	4	set	set	NOUN
ajam-126	18	5	of	of	ADP
ajam-126	18	6	tools	tool	NOUN
ajam-126	18	7	related	relate	VERB
ajam-126	18	8	to	to	ADP
ajam-126	18	9	a	a	DET
ajam-126	18	10	variety	variety	NOUN
ajam-126	18	11	of	of	ADP
ajam-126	18	12	tasks	task	NOUN
ajam-126	18	13	and	and	CCONJ
ajam-126	18	14	functions	function	NOUN
ajam-126	18	15	such	such	ADJ
ajam-126	18	16	as	as	ADP
ajam-126	18	17	communication	communication	NOUN
ajam-126	18	18	,	,	PUNCT
ajam-126	18	19	presentation	presentation	NOUN
ajam-126	18	20	generation	generation	NOUN
ajam-126	18	21	or	or	CCONJ
ajam-126	18	22	customer	customer	NOUN
ajam-126	18	23	information	information	NOUN
ajam-126	18	24	management	management	NOUN
ajam-126	18	25	.	.	PUNCT
ajam-126	19	1	as	as	ADP
ajam-126	19	2	competition	competition	NOUN
ajam-126	19	3	increases	increase	NOUN
ajam-126	19	4	and	and	CCONJ
ajam-126	19	5	technology	technology	NOUN
ajam-126	19	6	advances	advance	NOUN
ajam-126	19	7	,	,	PUNCT
ajam-126	19	8	organization	organization	NOUN
ajam-126	19	9	continues	continue	VERB
ajam-126	19	10	to	to	PART
ajam-126	19	11	seek	seek	VERB
ajam-126	19	12	ways	way	NOUN
ajam-126	19	13	to	to	PART
ajam-126	19	14	adjust	adjust	VERB
ajam-126	19	15	to	to	ADP
ajam-126	19	16	changing	change	VERB
ajam-126	19	17	business	business	NOUN
ajam-126	19	18	environments	environment	NOUN
ajam-126	19	19	.	.	PUNCT
ajam-126	20	1	this	this	PRON
ajam-126	20	2	is	be	AUX
ajam-126	20	3	especially	especially	ADV
ajam-126	20	4	true	true	ADJ
ajam-126	20	5	,	,	PUNCT
ajam-126	20	6	in	in	ADP
ajam-126	20	7	the	the	DET
ajam-126	20	8	personal	personal	ADJ
ajam-126	20	9	selling	selling	NOUN
ajam-126	20	10	context	context	NOUN
ajam-126	20	11	where	where	SCONJ
ajam-126	20	12	salespeople	salesperson	NOUN
ajam-126	20	13	are	be	AUX
ajam-126	20	14	recognized	recognize	VERB
ajam-126	20	15	as	as	ADP
ajam-126	20	16	the	the	DET
ajam-126	20	17	boundary	boundary	ADJ
ajam-126	20	18	spanners	spanner	NOUN
ajam-126	20	19	and	and	CCONJ
ajam-126	20	20	are	be	AUX
ajam-126	20	21	expected	expect	VERB
ajam-126	20	22	to	to	PART
ajam-126	20	23	be	be	AUX
ajam-126	20	24	relationship	relationship	NOUN
ajam-126	20	25	managers	manager	NOUN
ajam-126	20	26	(	(	PUNCT
ajam-126	20	27	kotler	kotler	PROPN
ajam-126	20	28	and	and	CCONJ
ajam-126	20	29	martha	martha	PROPN
ajam-126	20	30	224	224	NUM
ajam-126	20	31	armstrong	armstrong	PROPN
ajam-126	20	32	,	,	PUNCT
ajam-126	20	33	1994	1994	NUM
ajam-126	20	34	)	)	PUNCT
ajam-126	20	35	.	.	PUNCT
ajam-126	21	1	the	the	DET
ajam-126	21	2	salesperson	salesperson	NOUN
ajam-126	21	3	is	be	AUX
ajam-126	21	4	constrained	constrain	VERB
ajam-126	21	5	to	to	PART
ajam-126	21	6	do	do	VERB
ajam-126	21	7	more	more	ADJ
ajam-126	21	8	in	in	ADP
ajam-126	21	9	less	less	ADJ
ajam-126	21	10	time	time	NOUN
ajam-126	21	11	and	and	CCONJ
ajam-126	21	12	technological	technological	ADJ
ajam-126	21	13	advancements	advancement	NOUN
ajam-126	21	14	have	have	AUX
ajam-126	21	15	become	become	VERB
ajam-126	21	16	an	an	DET
ajam-126	21	17	integral	integral	ADJ
ajam-126	21	18	part	part	NOUN
ajam-126	21	19	of	of	ADP
ajam-126	21	20	the	the	DET
ajam-126	21	21	personal	personal	ADJ
ajam-126	21	22	selling	selling	NOUN
ajam-126	21	23	and	and	CCONJ
ajam-126	21	24	sales	sale	NOUN
ajam-126	21	25	manage	manage	VERB
ajam-126	21	26	-	-	PUNCT
ajam-126	21	27	ment	ment	NOUN
ajam-126	21	28	process	process	NOUN
ajam-126	21	29	.	.	PUNCT
ajam-126	22	1	sales	sale	NOUN
ajam-126	22	2	technology	technology	NOUN
ajam-126	22	3	enables	enable	VERB
ajam-126	22	4	sales	sale	NOUN
ajam-126	22	5	people	people	NOUN
ajam-126	22	6	answering	answer	VERB
ajam-126	22	7	the	the	DET
ajam-126	22	8	queries	query	NOUN
ajam-126	22	9	of	of	ADP
ajam-126	22	10	customers	customer	NOUN
ajam-126	22	11	to	to	PART
ajam-126	22	12	effectively	effectively	ADV
ajam-126	22	13	provide	provide	VERB
ajam-126	22	14	competent	competent	ADJ
ajam-126	22	15	solutions	solution	NOUN
ajam-126	22	16	.	.	PUNCT
ajam-126	23	1	this	this	PRON
ajam-126	23	2	can	can	AUX
ajam-126	23	3	lead	lead	VERB
ajam-126	23	4	to	to	ADP
ajam-126	23	5	strong	strong	ADJ
ajam-126	23	6	relationship	relationship	NOUN
ajam-126	23	7	between	between	ADP
ajam-126	23	8	a	a	DET
ajam-126	23	9	salesperson	salesperson	NOUN
ajam-126	23	10	and	and	CCONJ
ajam-126	23	11	customer	customer	NOUN
ajam-126	23	12	.	.	PUNCT
ajam-126	24	1	however	however	ADV
ajam-126	24	2	previous	previous	ADJ
ajam-126	24	3	studies	study	NOUN
ajam-126	24	4	(	(	PUNCT
ajam-126	24	5	homburg	homburg	PROPN
ajam-126	24	6	et	et	PROPN
ajam-126	24	7	al	al	PROPN
ajam-126	24	8	.	.	PROPN
ajam-126	24	9	,	,	PUNCT
ajam-126	24	10	2010	2010	NUM
ajam-126	24	11	)	)	PUNCT
ajam-126	24	12	have	have	AUX
ajam-126	24	13	shown	show	VERB
ajam-126	24	14	that	that	SCONJ
ajam-126	24	15	even	even	ADV
ajam-126	24	16	superiors	superior	NOUN
ajam-126	24	17	who	who	PRON
ajam-126	24	18	have	have	VERB
ajam-126	24	19	a	a	DET
ajam-126	24	20	less	less	ADV
ajam-126	24	21	intense	intense	ADJ
ajam-126	24	22	relationship	relationship	NOUN
ajam-126	24	23	with	with	ADP
ajam-126	24	24	salespeople	salesperson	NOUN
ajam-126	24	25	still	still	ADV
ajam-126	24	26	exert	exert	VERB
ajam-126	24	27	a	a	DET
ajam-126	24	28	significant	significant	ADJ
ajam-126	24	29	influence	influence	NOUN
ajam-126	24	30	on	on	ADP
ajam-126	24	31	their	their	PRON
ajam-126	24	32	sfa	sfa	NOUN
ajam-126	24	33	adoption	adoption	NOUN
ajam-126	24	34	.	.	PUNCT
ajam-126	25	1	kenya	kenya	PROPN
ajam-126	25	2	’s	’s	PART
ajam-126	25	3	insurance	insurance	NOUN
ajam-126	25	4	industry	industry	NOUN
ajam-126	25	5	consisted	consist	VERB
ajam-126	25	6	of	of	ADP
ajam-126	25	7	43	43	NUM
ajam-126	25	8	insurance	insurance	NOUN
ajam-126	25	9	companies	company	NOUN
ajam-126	25	10	and	and	CCONJ
ajam-126	25	11	2	2	NUM
ajam-126	25	12	reinsurance	reinsurance	NOUN
ajam-126	25	13	companies	company	NOUN
ajam-126	25	14	licensed	license	VERB
ajam-126	25	15	to	to	PART
ajam-126	25	16	operate	operate	VERB
ajam-126	25	17	in	in	ADP
ajam-126	25	18	kenya	kenya	PROPN
ajam-126	25	19	.	.	PUNCT
ajam-126	26	1	in	in	ADP
ajam-126	26	2	addition	addition	NOUN
ajam-126	26	3	,	,	PUNCT
ajam-126	26	4	there	there	PRON
ajam-126	26	5	were	be	VERB
ajam-126	26	6	201	201	NUM
ajam-126	26	7	licensed	licensed	ADJ
ajam-126	26	8	brokers	broker	NOUN
ajam-126	26	9	,	,	PUNCT
ajam-126	26	10	21	21	NUM
ajam-126	26	11	medical	medical	ADJ
ajam-126	26	12	insurance	insurance	NOUN
ajam-126	26	13	providers	provider	NOUN
ajam-126	26	14	(	(	PUNCT
ajam-126	26	15	mips	mips	PROPN
ajam-126	26	16	)	)	PUNCT
ajam-126	26	17	and	and	CCONJ
ajam-126	26	18	2,665	2,665	NUM
ajam-126	26	19	insurance	insurance	NOUN
ajam-126	26	20	agents	agent	NOUN
ajam-126	26	21	.	.	PUNCT
ajam-126	27	1	insurance	insurance	NOUN
ajam-126	27	2	policies	policy	NOUN
ajam-126	27	3	are	be	AUX
ajam-126	27	4	sold	sell	VERB
ajam-126	27	5	by	by	ADP
ajam-126	27	6	agents	agent	NOUN
ajam-126	27	7	who	who	PRON
ajam-126	27	8	are	be	AUX
ajam-126	27	9	recruited	recruit	VERB
ajam-126	27	10	by	by	ADP
ajam-126	27	11	the	the	DET
ajam-126	27	12	insurance	insurance	NOUN
ajam-126	27	13	companies	company	NOUN
ajam-126	27	14	and	and	CCONJ
ajam-126	27	15	are	be	AUX
ajam-126	27	16	usually	usually	ADV
ajam-126	27	17	not	not	PART
ajam-126	27	18	employees	employee	NOUN
ajam-126	27	19	of	of	ADP
ajam-126	27	20	these	these	DET
ajam-126	27	21	institutions	institution	NOUN
ajam-126	27	22	.	.	PUNCT
ajam-126	28	1	as	as	ADP
ajam-126	28	2	such	such	ADJ
ajam-126	28	3	,	,	PUNCT
ajam-126	28	4	the	the	DET
ajam-126	28	5	agents	agent	NOUN
ajam-126	28	6	earns	earn	VERB
ajam-126	28	7	on	on	ADP
ajam-126	28	8	commission	commission	NOUN
ajam-126	28	9	bases	basis	NOUN
ajam-126	28	10	and	and	CCONJ
ajam-126	28	11	have	have	VERB
ajam-126	28	12	to	to	PART
ajam-126	28	13	work	work	VERB
ajam-126	28	14	extra	extra	ADV
ajam-126	28	15	hard	hard	ADV
ajam-126	28	16	to	to	PART
ajam-126	28	17	have	have	VERB
ajam-126	28	18	their	their	PRON
ajam-126	28	19	commissions	commission	NOUN
ajam-126	28	20	grow	grow	VERB
ajam-126	28	21	from	from	ADP
ajam-126	28	22	one	one	NUM
ajam-126	28	23	level	level	NOUN
ajam-126	28	24	to	to	ADP
ajam-126	28	25	the	the	DET
ajam-126	28	26	other	other	ADJ
ajam-126	28	27	.	.	PUNCT
ajam-126	29	1	the	the	DET
ajam-126	29	2	individual	individual	ADJ
ajam-126	29	3	companies	company	NOUN
ajam-126	29	4	invest	invest	VERB
ajam-126	29	5	on	on	ADP
ajam-126	29	6	sfa	sfa	NOUN
ajam-126	29	7	tools	tool	NOUN
ajam-126	29	8	to	to	PART
ajam-126	29	9	be	be	AUX
ajam-126	29	10	used	use	VERB
ajam-126	29	11	by	by	ADP
ajam-126	29	12	their	their	PRON
ajam-126	29	13	sales	sale	NOUN
ajam-126	29	14	team	team	NOUN
ajam-126	29	15	.	.	PUNCT
ajam-126	30	1	taylor	taylor	PROPN
ajam-126	30	2	(	(	PUNCT
ajam-126	30	3	1993	1993	NUM
ajam-126	30	4	)	)	PUNCT
ajam-126	30	5	reports	report	VERB
ajam-126	30	6	that	that	SCONJ
ajam-126	30	7	sfa	sfa	NOUN
ajam-126	30	8	provides	provide	VERB
ajam-126	30	9	salespeople	salesperson	NOUN
ajam-126	30	10	with	with	ADP
ajam-126	30	11	faster	fast	ADJ
ajam-126	30	12	access	access	NOUN
ajam-126	30	13	to	to	ADP
ajam-126	30	14	information	information	NOUN
ajam-126	30	15	,	,	PUNCT
ajam-126	30	16	thus	thus	ADV
ajam-126	30	17	reducing	reduce	VERB
ajam-126	30	18	the	the	DET
ajam-126	30	19	time	time	NOUN
ajam-126	30	20	required	require	VERB
ajam-126	30	21	to	to	PART
ajam-126	30	22	prepare	prepare	VERB
ajam-126	30	23	for	for	ADP
ajam-126	30	24	a	a	DET
ajam-126	30	25	client	client	NOUN
ajam-126	30	26	presentation	presentation	NOUN
ajam-126	30	27	and	and	CCONJ
ajam-126	30	28	reducing	reduce	VERB
ajam-126	30	29	the	the	DET
ajam-126	30	30	number	number	NOUN
ajam-126	30	31	of	of	ADP
ajam-126	30	32	follow	follow	NOUN
ajam-126	30	33	-	-	PUNCT
ajam-126	30	34	ups	up	NOUN
ajam-126	30	35	when	when	SCONJ
ajam-126	30	36	further	further	ADJ
ajam-126	30	37	information	information	NOUN
ajam-126	30	38	is	be	AUX
ajam-126	30	39	requested	request	VERB
ajam-126	30	40	.	.	PUNCT
ajam-126	31	1	verity	verity	NOUN
ajam-126	31	2	(	(	PUNCT
ajam-126	31	3	1993	1993	NUM
ajam-126	31	4	)	)	PUNCT
ajam-126	31	5	identifies	identify	VERB
ajam-126	31	6	several	several	ADJ
ajam-126	31	7	additional	additional	ADJ
ajam-126	31	8	benefits	benefit	NOUN
ajam-126	31	9	from	from	ADP
ajam-126	31	10	sfa	sfa	PROPN
ajam-126	31	11	,	,	PUNCT
ajam-126	31	12	including	include	VERB
ajam-126	31	13	the	the	DET
ajam-126	31	14	reduction	reduction	NOUN
ajam-126	31	15	of	of	ADP
ajam-126	31	16	errors	error	NOUN
ajam-126	31	17	common	common	ADJ
ajam-126	31	18	with	with	ADP
ajam-126	31	19	manual	manual	ADJ
ajam-126	31	20	sales	sale	NOUN
ajam-126	31	21	processing	processing	NOUN
ajam-126	31	22	,	,	PUNCT
ajam-126	31	23	reduced	reduce	VERB
ajam-126	31	24	support	support	NOUN
ajam-126	31	25	costs	cost	NOUN
ajam-126	31	26	,	,	PUNCT
ajam-126	31	27	improved	improve	VERB
ajam-126	31	28	close	close	ADJ
ajam-126	31	29	rates	rate	NOUN
ajam-126	31	30	,	,	PUNCT
ajam-126	31	31	and	and	CCONJ
ajam-126	31	32	an	an	DET
ajam-126	31	33	increase	increase	NOUN
ajam-126	31	34	in	in	ADP
ajam-126	31	35	the	the	DET
ajam-126	31	36	average	average	ADJ
ajam-126	31	37	selling	selling	NOUN
ajam-126	31	38	price	price	NOUN
ajam-126	31	39	through	through	ADP
ajam-126	31	40	more	more	ADV
ajam-126	31	41	accurate	accurate	ADJ
ajam-126	31	42	and	and	CCONJ
ajam-126	31	43	timely	timely	ADJ
ajam-126	31	44	pricing	pricing	NOUN
ajam-126	31	45	information	information	NOUN
ajam-126	31	46	.	.	PUNCT
ajam-126	32	1	despite	despite	SCONJ
ajam-126	32	2	the	the	DET
ajam-126	32	3	benefits	benefit	NOUN
ajam-126	32	4	,	,	PUNCT
ajam-126	32	5	the	the	DET
ajam-126	32	6	adoption	adoption	NOUN
ajam-126	32	7	of	of	ADP
ajam-126	32	8	sfa	sfa	PROPN
ajam-126	32	9	technology	technology	NOUN
ajam-126	32	10	by	by	ADP
ajam-126	32	11	the	the	DET
ajam-126	32	12	sales	sale	NOUN
ajam-126	32	13	force	force	NOUN
ajam-126	32	14	continues	continue	VERB
ajam-126	32	15	to	to	PART
ajam-126	32	16	be	be	AUX
ajam-126	32	17	sluggish	sluggish	ADJ
ajam-126	32	18	.	.	PUNCT
ajam-126	33	1	previous	previous	ADJ
ajam-126	33	2	studies	study	NOUN
ajam-126	33	3	investigating	investigate	VERB
ajam-126	33	4	drivers	driver	NOUN
ajam-126	33	5	of	of	ADP
ajam-126	33	6	salespeople	salespeople	NOUN
ajam-126	33	7	’s	’s	PART
ajam-126	33	8	sfa	sfa	NOUN
ajam-126	33	9	adoption	adoption	NOUN
ajam-126	33	10	have	have	AUX
ajam-126	33	11	mainly	mainly	ADV
ajam-126	33	12	scrutinized	scrutinize	VERB
ajam-126	33	13	predictors	predictor	NOUN
ajam-126	33	14	on	on	ADP
ajam-126	33	15	the	the	DET
ajam-126	33	16	level	level	NOUN
ajam-126	33	17	of	of	ADP
ajam-126	33	18	salespeople	salespeople	NOUN
ajam-126	33	19	(	(	PUNCT
ajam-126	33	20	within	within	ADP
ajam-126	33	21	-	-	PUNCT
ajam-126	33	22	level	level	NOUN
ajam-126	33	23	analysis	analysis	NOUN
ajam-126	33	24	)	)	PUNCT
ajam-126	33	25	.	.	PUNCT
ajam-126	34	1	hence	hence	ADV
ajam-126	34	2	,	,	PUNCT
ajam-126	34	3	these	these	DET
ajam-126	34	4	studies	study	NOUN
ajam-126	34	5	have	have	AUX
ajam-126	34	6	mostly	mostly	ADV
ajam-126	34	7	neglected	neglect	VERB
ajam-126	34	8	the	the	DET
ajam-126	34	9	social	social	ADJ
ajam-126	34	10	influence	influence	NOUN
ajam-126	34	11	of	of	ADP
ajam-126	34	12	coworkers	coworker	NOUN
ajam-126	34	13	’	'	PUNCT
ajam-126	34	14	and	and	CCONJ
ajam-126	34	15	superiors	superior	NOUN
ajam-126	34	16	’	'	PUNCT
ajam-126	34	17	on	on	ADP
ajam-126	34	18	salespeople	salesperson	NOUN
ajam-126	34	19	’s	’s	PART
ajam-126	34	20	sfa	sfa	PROPN
ajam-126	34	21	adoption	adoption	NOUN
ajam-126	34	22	(	(	PUNCT
ajam-126	34	23	homburg	homburg	PROPN
ajam-126	34	24	et	et	PROPN
ajam-126	34	25	al	al	PROPN
ajam-126	34	26	.	.	PROPN
ajam-126	34	27	,	,	PUNCT
ajam-126	34	28	2010	2010	NUM
ajam-126	34	29	)	)	PUNCT
ajam-126	34	30	.	.	PUNCT
ajam-126	35	1	the	the	DET
ajam-126	35	2	purpose	purpose	NOUN
ajam-126	35	3	of	of	ADP
ajam-126	35	4	this	this	DET
ajam-126	35	5	study	study	NOUN
ajam-126	35	6	was	be	AUX
ajam-126	35	7	to	to	PART
ajam-126	35	8	assess	assess	VERB
ajam-126	35	9	the	the	DET
ajam-126	35	10	effect	effect	NOUN
ajam-126	35	11	of	of	ADP
ajam-126	35	12	various	various	ADJ
ajam-126	35	13	factors	factor	NOUN
ajam-126	35	14	on	on	ADP
ajam-126	35	15	sales	sale	NOUN
ajam-126	35	16	force	force	NOUN
ajam-126	35	17	adoption	adoption	NOUN
ajam-126	35	18	of	of	ADP
ajam-126	35	19	technology	technology	NOUN
ajam-126	35	20	among	among	ADP
ajam-126	35	21	insurance	insurance	NOUN
ajam-126	35	22	sales	sale	NOUN
ajam-126	35	23	agents	agent	NOUN
ajam-126	35	24	in	in	ADP
ajam-126	35	25	kenya	kenya	PROPN
ajam-126	35	26	.	.	PUNCT
ajam-126	36	1	this	this	DET
ajam-126	36	2	study	study	NOUN
ajam-126	36	3	adopted	adopt	VERB
ajam-126	36	4	the	the	DET
ajam-126	36	5	tam	tam	NOUN
ajam-126	36	6	model	model	NOUN
ajam-126	36	7	by	by	ADP
ajam-126	36	8	venkatesh	venkatesh	PROPN
ajam-126	36	9	and	and	CCONJ
ajam-126	36	10	davis	davis	PROPN
ajam-126	36	11	(	(	PUNCT
ajam-126	36	12	2000	2000	NUM
ajam-126	36	13	)	)	PUNCT
ajam-126	36	14	which	which	PRON
ajam-126	36	15	provided	provide	VERB
ajam-126	36	16	more	more	ADV
ajam-126	36	17	detailed	detailed	ADJ
ajam-126	36	18	explanations	explanation	NOUN
ajam-126	36	19	for	for	ADP
ajam-126	36	20	the	the	DET
ajam-126	36	21	reasons	reason	NOUN
ajam-126	36	22	participants	participant	NOUN
ajam-126	36	23	finds	find	VERB
ajam-126	36	24	a	a	DET
ajam-126	36	25	given	give	VERB
ajam-126	36	26	system	system	NOUN
ajam-126	36	27	useful	useful	ADJ
ajam-126	36	28	.	.	PUNCT
ajam-126	37	1	this	this	DET
ajam-126	37	2	study	study	NOUN
ajam-126	37	3	analyzed	analyze	VERB
ajam-126	37	4	the	the	DET
ajam-126	37	5	effect	effect	NOUN
ajam-126	37	6	of	of	ADP
ajam-126	37	7	system	system	NOUN
ajam-126	37	8	characteristics	characteristic	NOUN
ajam-126	37	9	,	,	PUNCT
ajam-126	37	10	ease	ease	NOUN
ajam-126	37	11	of	of	ADP
ajam-126	37	12	use	use	NOUN
ajam-126	37	13	,	,	PUNCT
ajam-126	37	14	social	social	ADJ
ajam-126	37	15	characteristics	characteristic	NOUN
ajam-126	37	16	and	and	CCONJ
ajam-126	37	17	organizational	organizational	ADJ
ajam-126	37	18	environment	environment	NOUN
ajam-126	37	19	on	on	ADP
ajam-126	37	20	salesperson	salesperson	PROPN
ajam-126	37	21	technology	technology	PROPN
ajam-126	37	22	adoption	adoption	NOUN
ajam-126	37	23	.	.	PUNCT
ajam-126	38	1	literature	literature	NOUN
ajam-126	38	2	review	review	PROPN
ajam-126	38	3	theory	theory	NOUN
ajam-126	38	4	of	of	ADP
ajam-126	38	5	reasoned	reason	VERB
ajam-126	38	6	action	action	NOUN
ajam-126	38	7	(	(	PUNCT
ajam-126	38	8	tra	tra	NOUN
ajam-126	38	9	)	)	PUNCT
ajam-126	38	10	is	be	AUX
ajam-126	38	11	a	a	DET
ajam-126	38	12	widely	widely	ADV
ajam-126	38	13	validated	validate	VERB
ajam-126	38	14	intention	intention	NOUN
ajam-126	38	15	model	model	NOUN
ajam-126	38	16	that	that	PRON
ajam-126	38	17	has	have	AUX
ajam-126	38	18	proven	prove	VERB
ajam-126	38	19	successful	successful	ADJ
ajam-126	38	20	in	in	ADP
ajam-126	38	21	predicting	predict	VERB
ajam-126	38	22	and	and	CCONJ
ajam-126	38	23	explaining	explain	VERB
ajam-126	38	24	behavior	behavior	NOUN
ajam-126	38	25	across	across	ADP
ajam-126	38	26	a	a	DET
ajam-126	38	27	wide	wide	ADJ
ajam-126	38	28	variety	variety	NOUN
ajam-126	38	29	of	of	ADP
ajam-126	38	30	domains	domain	NOUN
ajam-126	38	31	(	(	PUNCT
ajam-126	38	32	fishbein	fishbein	ADJ
ajam-126	38	33	and	and	CCONJ
ajam-126	38	34	ajzen	ajzen	NOUN
ajam-126	38	35	’s	’s	NOUN
ajam-126	38	36	,	,	PUNCT
ajam-126	38	37	1975	1975	NUM
ajam-126	38	38	)	)	PUNCT
ajam-126	38	39	.	.	PUNCT
ajam-126	39	1	ajzen	ajzen	NOUN
ajam-126	39	2	(	(	PUNCT
ajam-126	39	3	1985	1985	NUM
ajam-126	39	4	)	)	PUNCT
ajam-126	39	5	extended	extend	VERB
ajam-126	39	6	the	the	DET
ajam-126	39	7	theory	theory	NOUN
ajam-126	39	8	by	by	ADP
ajam-126	39	9	including	include	VERB
ajam-126	39	10	another	another	DET
ajam-126	39	11	construct	construct	NOUN
ajam-126	39	12	called	call	VERB
ajam-126	39	13	perceived	perceive	VERB
ajam-126	39	14	behavioral	behavioral	ADJ
ajam-126	39	15	control	control	NOUN
ajam-126	39	16	,	,	PUNCT
ajam-126	39	17	which	which	PRON
ajam-126	39	18	predicts	predict	VERB
ajam-126	39	19	behavioral	behavioral	ADJ
ajam-126	39	20	intentions	intention	NOUN
ajam-126	39	21	and	and	CCONJ
ajam-126	39	22	behavior	behavior	NOUN
ajam-126	39	23	.	.	PUNCT
ajam-126	40	1	the	the	DET
ajam-126	40	2	extended	extended	ADJ
ajam-126	40	3	model	model	NOUN
ajam-126	40	4	is	be	AUX
ajam-126	40	5	called	call	VERB
ajam-126	40	6	the	the	DET
ajam-126	40	7	theory	theory	NOUN
ajam-126	40	8	of	of	ADP
ajam-126	40	9	planned	plan	VERB
ajam-126	40	10	behavior	behavior	NOUN
ajam-126	40	11	(	(	PUNCT
ajam-126	40	12	tpb	tpb	NOUN
ajam-126	40	13	)	)	PUNCT
ajam-126	40	14	.	.	PUNCT
ajam-126	41	1	previous	previous	ADJ
ajam-126	41	2	studies	study	NOUN
ajam-126	41	3	(	(	PUNCT
ajam-126	41	4	mathieson	mathieson	PROPN
ajam-126	41	5	,	,	PUNCT
ajam-126	41	6	1991	1991	NUM
ajam-126	41	7	;	;	PUNCT
ajam-126	41	8	taylor	taylor	PROPN
ajam-126	41	9	and	and	CCONJ
ajam-126	41	10	todd	todd	NOUN
ajam-126	41	11	,	,	PUNCT
ajam-126	41	12	1995	1995	NUM
ajam-126	41	13	;	;	PUNCT
ajam-126	41	14	venkatesh	venkatesh	NOUN
ajam-126	41	15	and	and	CCONJ
ajam-126	41	16	davies	davy	NOUN
ajam-126	41	17	,	,	PUNCT
ajam-126	41	18	2000	2000	NUM
ajam-126	41	19	)	)	PUNCT
ajam-126	41	20	have	have	AUX
ajam-126	41	21	used	use	VERB
ajam-126	41	22	the	the	DET
ajam-126	41	23	two	two	NUM
ajam-126	41	24	theories	theory	NOUN
ajam-126	41	25	for	for	ADP
ajam-126	41	26	studying	study	VERB
ajam-126	41	27	the	the	DET
ajam-126	41	28	determinants	determinant	NOUN
ajam-126	41	29	of	of	ADP
ajam-126	41	30	technology	technology	NOUN
ajam-126	41	31	adoption	adoption	NOUN
ajam-126	41	32	usage	usage	NOUN
ajam-126	41	33	behavior	behavior	NOUN
ajam-126	41	34	.	.	PUNCT
ajam-126	42	1	the	the	DET
ajam-126	42	2	technology	technology	NOUN
ajam-126	42	3	acceptance	acceptance	NOUN
ajam-126	42	4	model	model	NOUN
ajam-126	42	5	(	(	PUNCT
ajam-126	42	6	tam	tam	PROPN
ajam-126	42	7	)	)	PUNCT
ajam-126	42	8	was	be	AUX
ajam-126	42	9	theoretically	theoretically	ADV
ajam-126	42	10	derived	derive	VERB
ajam-126	42	11	from	from	ADP
ajam-126	42	12	fishbein	fishbein	ADJ
ajam-126	42	13	and	and	CCONJ
ajam-126	42	14	ajzen	ajzen	NOUN
ajam-126	42	15	’s	’s	PART
ajam-126	42	16	(	(	PUNCT
ajam-126	42	17	1975	1975	NUM
ajam-126	42	18	)	)	PUNCT
ajam-126	42	19	theory	theory	NOUN
ajam-126	42	20	of	of	ADP
ajam-126	42	21	reasoned	reason	VERB
ajam-126	42	22	action	action	NOUN
ajam-126	42	23	(	(	PUNCT
ajam-126	42	24	tra	tra	NOUN
ajam-126	42	25	)	)	PUNCT
ajam-126	42	26	,	,	PUNCT
ajam-126	42	27	and	and	CCONJ
ajam-126	42	28	attempts	attempt	VERB
ajam-126	42	29	to	to	PART
ajam-126	42	30	explain	explain	VERB
ajam-126	42	31	the	the	DET
ajam-126	42	32	determinants	determinant	NOUN
ajam-126	42	33	of	of	ADP
ajam-126	42	34	computer	computer	NOUN
ajam-126	42	35	use	use	NOUN
ajam-126	42	36	across	across	ADP
ajam-126	42	37	a	a	DET
ajam-126	42	38	broad	broad	ADJ
ajam-126	42	39	range	range	NOUN
ajam-126	42	40	of	of	ADP
ajam-126	42	41	end	end	NOUN
ajam-126	42	42	-	-	PUNCT
ajam-126	42	43	user	user	NOUN
ajam-126	42	44	computing	computing	NOUN
ajam-126	42	45	technologies	technology	NOUN
ajam-126	42	46	and	and	CCONJ
ajam-126	42	47	populations	population	NOUN
ajam-126	42	48	(	(	PUNCT
ajam-126	42	49	davis	davis	PROPN
ajam-126	42	50	et	et	PROPN
ajam-126	42	51	al	al	PROPN
ajam-126	42	52	.	.	PROPN
ajam-126	42	53	,	,	PUNCT
ajam-126	42	54	1989	1989	NUM
ajam-126	42	55	)	)	PUNCT
ajam-126	42	56	.	.	PUNCT
ajam-126	43	1	tam	tam	PROPN
ajam-126	43	2	explains	explain	VERB
ajam-126	43	3	an	an	DET
ajam-126	43	4	individual	individual	NOUN
ajam-126	43	5	’s	’s	PART
ajam-126	43	6	acceptance	acceptance	NOUN
ajam-126	43	7	of	of	ADP
ajam-126	43	8	computer	computer	NOUN
ajam-126	43	9	technology	technology	NOUN
ajam-126	43	10	based	base	VERB
ajam-126	43	11	on	on	ADP
ajam-126	43	12	two	two	NUM
ajam-126	43	13	specific	specific	ADJ
ajam-126	43	14	beliefs	belief	NOUN
ajam-126	43	15	:	:	PUNCT
ajam-126	43	16	perceived	perceive	VERB
ajam-126	43	17	usefulness	usefulness	NOUN
ajam-126	43	18	(	(	PUNCT
ajam-126	43	19	that	that	PRON
ajam-126	43	20	is	is	ADV
ajam-126	43	21	,	,	PUNCT
ajam-126	43	22	the	the	DET
ajam-126	43	23	degree	degree	NOUN
ajam-126	43	24	to	to	PART
ajam-126	43	25	which	which	PRON
ajam-126	43	26	a	a	DET
ajam-126	43	27	person	person	NOUN
ajam-126	43	28	thinks	think	VERB
ajam-126	43	29	that	that	SCONJ
ajam-126	43	30	using	use	VERB
ajam-126	43	31	a	a	DET
ajam-126	43	32	system	system	NOUN
ajam-126	43	33	enhances	enhance	VERB
ajam-126	43	34	his	his	PRON
ajam-126	43	35	/	/	SYM
ajam-126	43	36	her	her	PRON
ajam-126	43	37	performance	performance	NOUN
ajam-126	43	38	)	)	PUNCT
ajam-126	43	39	and	and	CCONJ
ajam-126	43	40	perceived	perceive	VERB
ajam-126	43	41	ease	ease	NOUN
ajam-126	43	42	of	of	ADP
ajam-126	43	43	use	use	NOUN
ajam-126	43	44	(	(	PUNCT
ajam-126	43	45	that	that	PRON
ajam-126	43	46	is	is	ADV
ajam-126	43	47	,	,	PUNCT
ajam-126	43	48	the	the	DET
ajam-126	43	49	extent	extent	NOUN
ajam-126	43	50	to	to	PART
ajam-126	43	51	which	which	PRON
ajam-126	43	52	an	an	DET
ajam-126	43	53	individual	individual	NOUN
ajam-126	43	54	believes	believe	VERB
ajam-126	43	55	that	that	SCONJ
ajam-126	43	56	using	use	VERB
ajam-126	43	57	the	the	DET
ajam-126	43	58	technology	technology	NOUN
ajam-126	43	59	requires	require	VERB
ajam-126	43	60	little	little	ADJ
ajam-126	43	61	effort	effort	NOUN
ajam-126	43	62	)	)	PUNCT
ajam-126	43	63	.	.	PUNCT
ajam-126	44	1	tam	tam	PROPN
ajam-126	44	2	theorizes	theorize	VERB
ajam-126	44	3	that	that	SCONJ
ajam-126	44	4	both	both	DET
ajam-126	44	5	beliefs	belief	NOUN
ajam-126	44	6	directly	directly	ADV
ajam-126	44	7	determine	determine	VERB
ajam-126	44	8	adoption	adoption	NOUN
ajam-126	44	9	.	.	PUNCT
ajam-126	45	1	the	the	DET
ajam-126	45	2	theory	theory	NOUN
ajam-126	45	3	also	also	ADV
ajam-126	45	4	suggests	suggest	VERB
ajam-126	45	5	that	that	SCONJ
ajam-126	45	6	perceived	perceive	VERB
ajam-126	45	7	ease	ease	NOUN
ajam-126	45	8	of	of	ADP
ajam-126	45	9	use	use	NOUN
ajam-126	45	10	influences	influence	NOUN
ajam-126	45	11	perceived	perceive	VERB
ajam-126	45	12	usefulness	usefulness	NOUN
ajam-126	45	13	,	,	PUNCT
ajam-126	45	14	because	because	SCONJ
ajam-126	45	15	,	,	PUNCT
ajam-126	45	16	technologies	technology	NOUN
ajam-126	45	17	that	that	PRON
ajam-126	45	18	are	be	AUX
ajam-126	45	19	easy	easy	ADJ
ajam-126	45	20	to	to	PART
ajam-126	45	21	use	use	VERB
ajam-126	45	22	can	can	AUX
ajam-126	45	23	be	be	AUX
ajam-126	45	24	more	more	ADV
ajam-126	45	25	useful	useful	ADJ
ajam-126	45	26	.	.	PUNCT
ajam-126	46	1	in	in	ADP
ajam-126	46	2	fact	fact	NOUN
ajam-126	46	3	,	,	PUNCT
ajam-126	46	4	the	the	DET
ajam-126	46	5	efforts	effort	NOUN
ajam-126	46	6	saved	save	VERB
ajam-126	46	7	due	due	ADJ
ajam-126	46	8	to	to	ADP
ajam-126	46	9	easyto	easyto	NOUN
ajam-126	46	10	-	-	PUNCT
ajam-126	46	11	use	use	NOUN
ajam-126	46	12	systems	system	NOUN
ajam-126	46	13	may	may	AUX
ajam-126	46	14	be	be	AUX
ajam-126	46	15	reused	reuse	VERB
ajam-126	46	16	to	to	PART
ajam-126	46	17	complete	complete	VERB
ajam-126	46	18	more	more	ADJ
ajam-126	46	19	work	work	NOUN
ajam-126	46	20	for	for	ADP
ajam-126	46	21	the	the	DET
ajam-126	46	22	same	same	ADJ
ajam-126	46	23	overall	overall	ADJ
ajam-126	46	24	effort	effort	NOUN
ajam-126	46	25	(	(	PUNCT
ajam-126	46	26	davis	davis	PROPN
ajam-126	46	27	et	et	PROPN
ajam-126	46	28	al	al	PROPN
ajam-126	46	29	.	.	PROPN
ajam-126	46	30	,	,	PUNCT
ajam-126	46	31	1989	1989	NUM
ajam-126	46	32	)	)	PUNCT
ajam-126	46	33	.	.	PUNCT
ajam-126	47	1	sfa	sfa	NOUN
ajam-126	47	2	systems	system	NOUN
ajam-126	47	3	consist	consist	VERB
ajam-126	47	4	of	of	ADP
ajam-126	47	5	centralized	centralized	ADJ
ajam-126	47	6	database	database	NOUN
ajam-126	47	7	systems	system	NOUN
ajam-126	47	8	that	that	PRON
ajam-126	47	9	can	can	AUX
ajam-126	47	10	be	be	AUX
ajam-126	47	11	accessed	access	VERB
ajam-126	47	12	through	through	ADP
ajam-126	47	13	a	a	DET
ajam-126	47	14	modem	modem	NOUN
ajam-126	47	15	by	by	ADP
ajam-126	47	16	remote	remote	ADJ
ajam-126	47	17	laptop	laptop	NOUN
ajam-126	47	18	computers	computer	NOUN
ajam-126	47	19	using	use	VERB
ajam-126	47	20	special	special	ADJ
ajam-126	47	21	sfa	sfa	PROPN
ajam-126	47	22	software	software	NOUN
ajam-126	47	23	.	.	PUNCT
ajam-126	48	1	an	an	DET
ajam-126	48	2	sfa	sfa	NOUN
ajam-126	48	3	system	system	NOUN
ajam-126	48	4	also	also	ADV
ajam-126	48	5	enables	enable	VERB
ajam-126	48	6	a	a	DET
ajam-126	48	7	salesperson	salesperson	NOUN
ajam-126	48	8	to	to	PART
ajam-126	48	9	file	file	VERB
ajam-126	48	10	regular	regular	ADJ
ajam-126	48	11	reports	report	NOUN
ajam-126	48	12	electronically	electronically	ADV
ajam-126	48	13	without	without	ADP
ajam-126	48	14	having	have	VERB
ajam-126	48	15	to	to	PART
ajam-126	48	16	travel	travel	VERB
ajam-126	48	17	to	to	ADP
ajam-126	48	18	the	the	DET
ajam-126	48	19	central	central	ADJ
ajam-126	48	20	office	office	NOUN
ajam-126	48	21	in	in	ADP
ajam-126	48	22	person	person	NOUN
ajam-126	48	23	.	.	PUNCT
ajam-126	49	1	the	the	DET
ajam-126	49	2	social	social	ADJ
ajam-126	49	3	factors	factor	NOUN
ajam-126	49	4	of	of	ADP
ajam-126	49	5	sfa	sfa	NOUN
ajam-126	49	6	-	-	PUNCT
ajam-126	49	7	applications	application	NOUN
ajam-126	49	8	increase	increase	NOUN
ajam-126	49	9	with	with	ADP
ajam-126	49	10	the	the	DET
ajam-126	49	11	number	number	NOUN
ajam-126	49	12	of	of	ADP
ajam-126	49	13	users	user	NOUN
ajam-126	49	14	within	within	ADP
ajam-126	49	15	a	a	DET
ajam-126	49	16	focal	focal	ADJ
ajam-126	49	17	salesperson	salesperson	NOUN
ajam-126	49	18	’s	’s	PART
ajam-126	49	19	social	social	ADJ
ajam-126	49	20	environment	environment	NOUN
ajam-126	49	21	(	(	PUNCT
ajam-126	49	22	markus	markus	NOUN
ajam-126	49	23	,	,	PUNCT
ajam-126	49	24	1990	1990	NUM
ajam-126	49	25	)	)	PUNCT
ajam-126	49	26	.	.	PUNCT
ajam-126	50	1	secondly	secondly	ADV
ajam-126	50	2	,	,	PUNCT
ajam-126	50	3	social	social	ADJ
ajam-126	50	4	influence	influence	NOUN
ajam-126	50	5	may	may	AUX
ajam-126	50	6	be	be	AUX
ajam-126	50	7	normative	normative	ADJ
ajam-126	50	8	in	in	ADP
ajam-126	50	9	nature	nature	NOUN
ajam-126	50	10	and	and	CCONJ
ajam-126	50	11	affects	affect	VERB
ajam-126	50	12	social	social	ADJ
ajam-126	50	13	persuasion	persuasion	NOUN
ajam-126	50	14	and	and	CCONJ
ajam-126	50	15	interpersonal	interpersonal	ADJ
ajam-126	50	16	communications	communication	NOUN
ajam-126	50	17	.	.	PUNCT
ajam-126	51	1	demographic	demographic	ADJ
ajam-126	51	2	characteristics	characteristic	NOUN
ajam-126	51	3	comprise	comprise	VERB
ajam-126	51	4	one	one	NUM
ajam-126	51	5	of	of	ADP
ajam-126	51	6	the	the	DET
ajam-126	51	7	factors	factor	NOUN
ajam-126	51	8	(	(	PUNCT
ajam-126	51	9	other	other	ADJ
ajam-126	51	10	than	than	ADP
ajam-126	51	11	personal	personal	ADJ
ajam-126	51	12	and	and	CCONJ
ajam-126	51	13	environmental	environmental	ADJ
ajam-126	51	14	)	)	PUNCT
ajam-126	51	15	which	which	PRON
ajam-126	51	16	play	play	VERB
ajam-126	51	17	an	an	DET
ajam-126	51	18	important	important	ADJ
ajam-126	51	19	role	role	NOUN
ajam-126	51	20	in	in	ADP
ajam-126	51	21	determining	determine	VERB
ajam-126	51	22	the	the	DET
ajam-126	51	23	timing	timing	NOUN
ajam-126	51	24	of	of	ADP
ajam-126	51	25	the	the	DET
ajam-126	51	26	adoption	adoption	NOUN
ajam-126	51	27	of	of	ADP
ajam-126	51	28	an	an	DET
ajam-126	51	29	sfa	sfa	NOUN
ajam-126	51	30	system	system	NOUN
ajam-126	51	31	(	(	PUNCT
ajam-126	51	32	chen	chen	PROPN
ajam-126	51	33	et	et	PROPN
ajam-126	51	34	al	al	PROPN
ajam-126	51	35	.	.	PROPN
ajam-126	51	36	,	,	PUNCT
ajam-126	51	37	2011	2011	NUM
ajam-126	51	38	)	)	PUNCT
ajam-126	51	39	.	.	PUNCT
ajam-126	52	1	this	this	PRON
ajam-126	52	2	includes	include	VERB
ajam-126	52	3	age	age	NOUN
ajam-126	52	4	,	,	PUNCT
ajam-126	52	5	experience	experience	NOUN
ajam-126	52	6	and	and	CCONJ
ajam-126	52	7	education	education	NOUN
ajam-126	52	8	.	.	PUNCT
ajam-126	53	1	in	in	ADP
ajam-126	53	2	sales	sale	NOUN
ajam-126	53	3	automation	automation	NOUN
ajam-126	53	4	,	,	PUNCT
ajam-126	53	5	user	user	NOUN
ajam-126	53	6	training	training	NOUN
ajam-126	53	7	in	in	ADP
ajam-126	53	8	a	a	DET
ajam-126	53	9	system	system	NOUN
ajam-126	53	10	with	with	ADP
ajam-126	53	11	field	field	NOUN
ajam-126	53	12	support	support	NOUN
ajam-126	53	13	have	have	AUX
ajam-126	53	14	been	be	AUX
ajam-126	53	15	proposed	propose	VERB
ajam-126	53	16	as	as	ADP
ajam-126	53	17	critical	critical	ADJ
ajam-126	53	18	success	success	NOUN
ajam-126	53	19	factors	factor	NOUN
ajam-126	53	20	for	for	ADP
ajam-126	53	21	intra	intra	ADJ
ajam-126	53	22	-	-	ADJ
ajam-126	53	23	firm	firm	ADJ
ajam-126	53	24	adoption	adoption	NOUN
ajam-126	53	25	.	.	PUNCT
ajam-126	54	1	in	in	ADP
ajam-126	54	2	addition	addition	NOUN
ajam-126	54	3	,	,	PUNCT
ajam-126	54	4	user	user	NOUN
ajam-126	54	5	training	training	NOUN
ajam-126	54	6	is	be	AUX
ajam-126	54	7	used	use	VERB
ajam-126	54	8	to	to	PART
ajam-126	54	9	inculcate	inculcate	VERB
ajam-126	54	10	corporate	corporate	ADJ
ajam-126	54	11	goals	goal	NOUN
ajam-126	54	12	and	and	CCONJ
ajam-126	54	13	increase	increase	VERB
ajam-126	54	14	salespeople	salespeople	NOUN
ajam-126	54	15	’s	’s	PART
ajam-126	54	16	motivation	motivation	NOUN
ajam-126	54	17	to	to	PART
ajam-126	54	18	adopt	adopt	VERB
ajam-126	54	19	the	the	DET
ajam-126	54	20	technology	technology	NOUN
ajam-126	54	21	.	.	PUNCT
ajam-126	55	1	personal	personal	ADJ
ajam-126	55	2	innovativeness	innovativeness	NOUN
ajam-126	55	3	has	have	VERB
ajam-126	55	4	a	a	DET
ajam-126	55	5	long	long	ADJ
ajam-126	55	6	standing	standing	NOUN
ajam-126	55	7	tradition	tradition	NOUN
ajam-126	55	8	in	in	ADP
ajam-126	55	9	the	the	DET
ajam-126	55	10	fields	field	NOUN
ajam-126	55	11	of	of	ADP
ajam-126	55	12	marketing	marketing	NOUN
ajam-126	55	13	and	and	CCONJ
ajam-126	55	14	innovation	innovation	NOUN
ajam-126	55	15	adoption	adoption	NOUN
ajam-126	55	16	and	and	CCONJ
ajam-126	55	17	better	well	ADV
ajam-126	55	18	realize	realize	VERB
ajam-126	55	19	the	the	DET
ajam-126	55	20	usefulness	usefulness	NOUN
ajam-126	55	21	of	of	ADP
ajam-126	55	22	these	these	DET
ajam-126	55	23	systems	system	NOUN
ajam-126	55	24	for	for	ADP
ajam-126	55	25	their	their	PRON
ajam-126	55	26	sales	sale	NOUN
ajam-126	55	27	activities	activity	NOUN
ajam-126	55	28	(	(	PUNCT
ajam-126	55	29	churchill	churchill	NOUN
ajam-126	55	30	et	et	PROPN
ajam-126	55	31	al	al	PROPN
ajam-126	55	32	.	.	PROPN
ajam-126	55	33	,	,	PUNCT
ajam-126	55	34	1993	1993	NUM
ajam-126	55	35	)	)	PUNCT
ajam-126	55	36	.	.	PUNCT
ajam-126	56	1	the	the	DET
ajam-126	56	2	concept	concept	NOUN
ajam-126	56	3	of	of	ADP
ajam-126	56	4	computer	computer	NOUN
ajam-126	56	5	selfefficacy	selfefficacy	NOUN
ajam-126	56	6	on	on	ADP
ajam-126	56	7	how	how	SCONJ
ajam-126	56	8	well	well	ADV
ajam-126	56	9	one	one	NOUN
ajam-126	56	10	can	can	AUX
ajam-126	56	11	execute	execute	VERB
ajam-126	56	12	a	a	DET
ajam-126	56	13	course	course	NOUN
ajam-126	56	14	of	of	ADP
ajam-126	56	15	action	action	NOUN
ajam-126	56	16	required	require	VERB
ajam-126	56	17	to	to	PART
ajam-126	56	18	deal	deal	VERB
ajam-126	56	19	with	with	ADP
ajam-126	56	20	prospective	prospective	ADJ
ajam-126	56	21	situations	situation	NOUN
ajam-126	56	22	is	be	AUX
ajam-126	56	23	also	also	ADV
ajam-126	56	24	very	very	ADV
ajam-126	56	25	important	important	ADJ
ajam-126	56	26	in	in	ADP
ajam-126	56	27	sfa	sfa	PROPN
ajam-126	56	28	(	(	PUNCT
ajam-126	56	29	bandura	bandura	NOUN
ajam-126	56	30	,	,	PUNCT
ajam-126	56	31	1986	1986	NUM
ajam-126	56	32	)	)	PUNCT
ajam-126	56	33	.	.	PUNCT
ajam-126	57	1	several	several	ADJ
ajam-126	57	2	studies	study	NOUN
ajam-126	57	3	have	have	AUX
ajam-126	57	4	found	find	VERB
ajam-126	57	5	empirical	empirical	ADJ
ajam-126	57	6	evidence	evidence	NOUN
ajam-126	57	7	to	to	PART
ajam-126	57	8	support	support	VERB
ajam-126	57	9	the	the	DET
ajam-126	57	10	fact	fact	NOUN
ajam-126	57	11	that	that	SCONJ
ajam-126	57	12	selfefficacy	selfefficacy	NOUN
ajam-126	57	13	in	in	ADP
ajam-126	57	14	the	the	DET
ajam-126	57	15	domain	domain	NOUN
ajam-126	57	16	of	of	ADP
ajam-126	57	17	computer	computer	NOUN
ajam-126	57	18	technology	technology	NOUN
ajam-126	57	19	is	be	AUX
ajam-126	57	20	significantly	significantly	ADV
ajam-126	57	21	related	relate	VERB
ajam-126	57	22	to	to	ADP
ajam-126	57	23	the	the	DET
ajam-126	57	24	perceptions	perception	NOUN
ajam-126	57	25	users	user	NOUN
ajam-126	57	26	hold	hold	VERB
ajam-126	57	27	about	about	ADP
ajam-126	57	28	these	these	DET
ajam-126	57	29	technologies	technology	NOUN
ajam-126	57	30	.	.	PUNCT
ajam-126	58	1	adoption	adoption	NOUN
ajam-126	58	2	of	of	ADP
ajam-126	58	3	innovation	innovation	NOUN
ajam-126	58	4	is	be	AUX
ajam-126	58	5	typically	typically	ADV
ajam-126	58	6	considered	consider	VERB
ajam-126	58	7	a	a	DET
ajam-126	58	8	discrete	discrete	ADJ
ajam-126	58	9	or	or	CCONJ
ajam-126	58	10	dichotomous	dichotomous	ADJ
ajam-126	58	11	phenomenon	phenomenon	NOUN
ajam-126	58	12	(	(	PUNCT
ajam-126	58	13	westphal	westphal	PROPN
ajam-126	58	14	et	et	PROPN
ajam-126	58	15	al	al	PROPN
ajam-126	58	16	.	.	PROPN
ajam-126	58	17	,	,	PUNCT
ajam-126	58	18	1997	1997	NUM
ajam-126	58	19	)	)	PUNCT
ajam-126	58	20	.	.	PUNCT
ajam-126	59	1	sales	sale	NOUN
ajam-126	59	2	force	force	NOUN
ajam-126	59	3	technology	technology	NOUN
ajam-126	59	4	usage	usage	NOUN
ajam-126	59	5	has	have	AUX
ajam-126	59	6	changed	change	VERB
ajam-126	59	7	the	the	DET
ajam-126	59	8	methods	method	NOUN
ajam-126	59	9	of	of	ADP
ajam-126	59	10	selling	sell	VERB
ajam-126	59	11	and	and	CCONJ
ajam-126	59	12	requires	require	VERB
ajam-126	59	13	salespeople	salesperson	NOUN
ajam-126	59	14	to	to	PART
ajam-126	59	15	develop	develop	VERB
ajam-126	59	16	a	a	DET
ajam-126	59	17	technological	technological	ADJ
ajam-126	59	18	orientation	orientation	NOUN
ajam-126	59	19	to	to	PART
ajam-126	59	20	access	access	VERB
ajam-126	59	21	,	,	PUNCT
ajam-126	59	22	analyze	analyze	VERB
ajam-126	59	23	,	,	PUNCT
ajam-126	59	24	and	and	CCONJ
ajam-126	59	25	communicate	communicate	VERB
ajam-126	59	26	information	information	NOUN
ajam-126	59	27	in	in	ADP
ajam-126	59	28	order	order	NOUN
ajam-126	59	29	to	to	PART
ajam-126	59	30	establish	establish	VERB
ajam-126	59	31	a	a	DET
ajam-126	59	32	strong	strong	ADJ
ajam-126	59	33	relationship	relationship	NOUN
ajam-126	59	34	with	with	ADP
ajam-126	59	35	customers	customer	NOUN
ajam-126	59	36	(	(	PUNCT
ajam-126	59	37	hunter	hunter	NOUN
ajam-126	59	38	and	and	CCONJ
ajam-126	59	39	perreault	perreault	NOUN
ajam-126	59	40	,	,	PUNCT
ajam-126	59	41	2006	2006	NUM
ajam-126	59	42	)	)	PUNCT
ajam-126	59	43	.	.	PUNCT
ajam-126	60	1	sales	sale	NOUN
ajam-126	60	2	technology	technology	NOUN
ajam-126	60	3	enables	enable	VERB
ajam-126	60	4	salesperson	salesperson	PROPN
ajam-126	60	5	’s	’s	PART
ajam-126	60	6	answering	answer	VERB
ajam-126	60	7	the	the	DET
ajam-126	60	8	queries	query	NOUN
ajam-126	60	9	of	of	ADP
ajam-126	60	10	customers	customer	NOUN
ajam-126	60	11	to	to	PART
ajam-126	60	12	effectively	effectively	ADV
ajam-126	60	13	provide	provide	VERB
ajam-126	60	14	competent	competent	ADJ
ajam-126	60	15	solutions	solution	NOUN
ajam-126	60	16	.	.	PUNCT
ajam-126	61	1	this	this	PRON
ajam-126	61	2	can	can	AUX
ajam-126	61	3	lead	lead	VERB
ajam-126	61	4	to	to	ADP
ajam-126	61	5	strong	strong	ADJ
ajam-126	61	6	relationships	relationship	NOUN
ajam-126	61	7	between	between	ADP
ajam-126	61	8	a	a	DET
ajam-126	61	9	salesperson	salesperson	NOUN
ajam-126	61	10	and	and	CCONJ
ajam-126	61	11	a	a	DET
ajam-126	61	12	customer	customer	NOUN
ajam-126	61	13	.	.	PUNCT
ajam-126	62	1	thus	thus	ADV
ajam-126	62	2	,	,	PUNCT
ajam-126	62	3	technology	technology	NOUN
ajam-126	62	4	tools	tool	NOUN
ajam-126	62	5	are	be	AUX
ajam-126	62	6	used	use	VERB
ajam-126	62	7	not	not	PART
ajam-126	62	8	only	only	ADV
ajam-126	62	9	for	for	ADP
ajam-126	62	10	smoothing	smooth	VERB
ajam-126	62	11	the	the	DET
ajam-126	62	12	work	work	NOUN
ajam-126	62	13	process	process	NOUN
ajam-126	62	14	but	but	CCONJ
ajam-126	62	15	they	they	PRON
ajam-126	62	16	also	also	ADV
ajam-126	62	17	have	have	VERB
ajam-126	62	18	strategic	strategic	ADJ
ajam-126	62	19	utilizations	utilization	NOUN
ajam-126	62	20	.	.	PUNCT
ajam-126	63	1	the	the	DET
ajam-126	63	2	ongoing	ongoing	ADJ
ajam-126	63	3	changes	change	NOUN
ajam-126	63	4	and	and	CCONJ
ajam-126	63	5	challenges	challenge	NOUN
ajam-126	63	6	that	that	PRON
ajam-126	63	7	characterize	characterize	VERB
ajam-126	63	8	today	today	NOUN
ajam-126	63	9	’s	’s	PART
ajam-126	63	10	business	business	NOUN
ajam-126	63	11	environment	environment	NOUN
ajam-126	63	12	have	have	AUX
ajam-126	63	13	made	make	VERB
ajam-126	63	14	it	it	PRON
ajam-126	63	15	far	far	ADV
ajam-126	63	16	more	more	ADV
ajam-126	63	17	difficult	difficult	ADJ
ajam-126	63	18	for	for	SCONJ
ajam-126	63	19	firms	firm	NOUN
ajam-126	63	20	to	to	PART
ajam-126	63	21	compete	compete	VERB
ajam-126	63	22	effectively	effectively	ADV
ajam-126	63	23	based	base	VERB
ajam-126	63	24	on	on	ADP
ajam-126	63	25	traditional	traditional	ADJ
ajam-126	63	26	marketing	marketing	NOUN
ajam-126	63	27	.	.	PUNCT
ajam-126	64	1	as	as	ADP
ajam-126	64	2	a	a	DET
ajam-126	64	3	consequence	consequence	NOUN
ajam-126	64	4	,	,	PUNCT
ajam-126	64	5	we	we	PRON
ajam-126	64	6	have	have	AUX
ajam-126	64	7	begun	begin	VERB
ajam-126	64	8	to	to	PART
ajam-126	64	9	witness	witness	VERB
ajam-126	64	10	a	a	DET
ajam-126	64	11	transition	transition	NOUN
ajam-126	64	12	wherein	wherein	ADJ
ajam-126	64	13	firms	firm	NOUN
ajam-126	64	14	are	be	AUX
ajam-126	64	15	extending	extend	VERB
ajam-126	64	16	their	their	PRON
ajam-126	64	17	focus	focus	NOUN
ajam-126	64	18	from	from	ADP
ajam-126	64	19	simply	simply	ADV
ajam-126	64	20	selling	sell	VERB
ajam-126	64	21	to	to	ADP
ajam-126	64	22	business	business	NOUN
ajam-126	64	23	customers	customer	NOUN
ajam-126	64	24	to	to	ADP
ajam-126	64	25	serving	serve	VERB
ajam-126	64	26	them	they	PRON
ajam-126	64	27	more	more	ADV
ajam-126	64	28	effectively	effectively	ADV
ajam-126	64	29	in	in	ADP
ajam-126	64	30	different	different	ADJ
ajam-126	64	31	ways	way	NOUN
ajam-126	64	32	(	(	PUNCT
ajam-126	64	33	parasuraman	parasuraman	NOUN
ajam-126	64	34	and	and	CCONJ
ajam-126	64	35	grewal	grewal	NOUN
ajam-126	64	36	,	,	PUNCT
ajam-126	64	37	2000	2000	NUM
ajam-126	64	38	)	)	PUNCT
ajam-126	64	39	.	.	PUNCT
ajam-126	65	1	this	this	DET
ajam-126	65	2	transition	transition	NOUN
ajam-126	65	3	includes	include	VERB
ajam-126	65	4	the	the	DET
ajam-126	65	5	dramatic	dramatic	ADJ
ajam-126	65	6	growth	growth	NOUN
ajam-126	65	7	and	and	CCONJ
ajam-126	65	8	use	use	NOUN
ajam-126	65	9	of	of	ADP
ajam-126	65	10	customer	customer	NOUN
ajam-126	65	11	relationship	relationship	NOUN
ajam-126	65	12	management	management	NOUN
ajam-126	65	13	(	(	PUNCT
ajam-126	65	14	crm	crm	NOUN
ajam-126	65	15	)	)	PUNCT
ajam-126	65	16	technology	technology	NOUN
ajam-126	65	17	to	to	ADP
ajam-126	65	18	building	build	VERB
ajam-126	65	19	a	a	DET
ajam-126	65	20	competitive	competitive	ADJ
ajam-126	65	21	strategy	strategy	NOUN
ajam-126	65	22	(	(	PUNCT
ajam-126	65	23	musalem	musalem	NOUN
ajam-126	65	24	and	and	CCONJ
ajam-126	65	25	joshi	joshi	PROPN
ajam-126	65	26	,	,	PUNCT
ajam-126	65	27	2009	2009	NUM
ajam-126	65	28	)	)	PUNCT
ajam-126	65	29	.	.	PUNCT
ajam-126	66	1	the	the	DET
ajam-126	66	2	tremendous	tremendous	ADJ
ajam-126	66	3	growth	growth	NOUN
ajam-126	66	4	in	in	ADP
ajam-126	66	5	crm	crm	PROPN
ajam-126	66	6	and	and	CCONJ
ajam-126	66	7	sales	sale	NOUN
ajam-126	66	8	force	force	NOUN
ajam-126	66	9	automation	automation	NOUN
ajam-126	66	10	(	(	PUNCT
ajam-126	66	11	sfa	sfa	PROPN
ajam-126	66	12	)	)	PUNCT
ajam-126	66	13	systems	system	NOUN
ajam-126	66	14	that	that	PRON
ajam-126	66	15	integrate	integrate	VERB
ajam-126	66	16	tools	tool	NOUN
ajam-126	66	17	such	such	ADJ
ajam-126	66	18	as	as	ADP
ajam-126	66	19	planning	planning	NOUN
ajam-126	66	20	and	and	CCONJ
ajam-126	66	21	product	product	NOUN
ajam-126	66	22	configuration	configuration	NOUN
ajam-126	66	23	to	to	PART
ajam-126	66	24	make	make	VERB
ajam-126	66	25	salespeople	salesperson	NOUN
ajam-126	66	26	more	more	ADV
ajam-126	66	27	efficient	efficient	ADJ
ajam-126	66	28	and	and	CCONJ
ajam-126	66	29	effective	effective	ADJ
ajam-126	66	30	(	(	PUNCT
ajam-126	66	31	moutot	moutot	NOUN
ajam-126	66	32	and	and	CCONJ
ajam-126	66	33	bascoul	bascoul	NOUN
ajam-126	66	34	,	,	PUNCT
ajam-126	66	35	2008	2008	NUM
ajam-126	66	36	)	)	PUNCT
ajam-126	66	37	and	and	CCONJ
ajam-126	66	38	the	the	DET
ajam-126	66	39	successfully	successfully	ADV
ajam-126	66	40	adoption	adoption	NOUN
ajam-126	66	41	help	help	VERB
ajam-126	66	42	firms	firm	NOUN
ajam-126	66	43	exploit	exploit	VERB
ajam-126	66	44	their	their	PRON
ajam-126	66	45	sales	sale	NOUN
ajam-126	66	46	force	force	NOUN
ajam-126	66	47	capability	capability	NOUN
ajam-126	66	48	and	and	CCONJ
ajam-126	66	49	enhance	enhance	VERB
ajam-126	66	50	selling	sell	VERB
ajam-126	66	51	techniques	technique	NOUN
ajam-126	66	52	,	,	PUNCT
ajam-126	66	53	thereby	thereby	ADV
ajam-126	66	54	increasing	increase	VERB
ajam-126	66	55	performance	performance	NOUN
ajam-126	66	56	(	(	PUNCT
ajam-126	66	57	hollenbeck	hollenbeck	NOUN
ajam-126	66	58	et	et	PROPN
ajam-126	66	59	al	al	PROPN
ajam-126	66	60	.	.	PROPN
ajam-126	66	61	,	,	PUNCT
ajam-126	66	62	2009	2009	NUM
ajam-126	66	63	;	;	PUNCT
ajam-126	66	64	rapp	rapp	PROPN
ajam-126	66	65	et	et	PROPN
ajam-126	66	66	al	al	PROPN
ajam-126	66	67	.	.	PROPN
ajam-126	66	68	,	,	PUNCT
ajam-126	66	69	2010	2010	NUM
ajam-126	66	70	)	)	PUNCT
ajam-126	66	71	.	.	PUNCT
ajam-126	67	1	research	research	NOUN
ajam-126	67	2	methodology	methodology	NOUN
ajam-126	67	3	the	the	DET
ajam-126	67	4	study	study	NOUN
ajam-126	67	5	adopted	adopt	VERB
ajam-126	67	6	explanatory	explanatory	ADJ
ajam-126	67	7	design	design	NOUN
ajam-126	67	8	in	in	ADP
ajam-126	67	9	order	order	NOUN
ajam-126	67	10	to	to	PART
ajam-126	67	11	establish	establish	VERB
ajam-126	67	12	casual	casual	ADJ
ajam-126	67	13	relations	relation	NOUN
ajam-126	67	14	between	between	ADP
ajam-126	67	15	the	the	DET
ajam-126	67	16	variables	variable	NOUN
ajam-126	67	17	.	.	PUNCT
ajam-126	68	1	this	this	DET
ajam-126	68	2	quantitative	quantitative	ADJ
ajam-126	68	3	study	study	NOUN
ajam-126	68	4	used	use	VERB
ajam-126	68	5	primary	primary	ADJ
ajam-126	68	6	data	datum	NOUN
ajam-126	68	7	which	which	PRON
ajam-126	68	8	was	be	AUX
ajam-126	68	9	obtained	obtain	VERB
ajam-126	68	10	from	from	ADP
ajam-126	68	11	sales	sale	NOUN
ajam-126	68	12	agents	agent	NOUN
ajam-126	68	13	in	in	ADP
ajam-126	68	14	the	the	DET
ajam-126	68	15	insurance	insurance	NOUN
ajam-126	68	16	industry	industry	NOUN
ajam-126	68	17	in	in	ADP
ajam-126	68	18	kenya	kenya	PROPN
ajam-126	68	19	.	.	PUNCT
ajam-126	69	1	the	the	DET
ajam-126	69	2	target	target	NOUN
ajam-126	69	3	population	population	NOUN
ajam-126	69	4	was	be	AUX
ajam-126	69	5	2665	2665	NUM
ajam-126	69	6	registered	register	VERB
ajam-126	69	7	insurance	insurance	NOUN
ajam-126	69	8	sales	sale	NOUN
ajam-126	69	9	agents	agent	NOUN
ajam-126	69	10	as	as	ADP
ajam-126	69	11	per	per	ADP
ajam-126	69	12	the	the	DET
ajam-126	69	13	insurance	insurance	NOUN
ajam-126	69	14	regulatory	regulatory	ADJ
ajam-126	69	15	authority	authority	NOUN
ajam-126	69	16	(	(	PUNCT
ajam-126	69	17	2013	2013	NUM
ajam-126	69	18	)	)	PUNCT
ajam-126	69	19	.	.	PUNCT
ajam-126	70	1	a	a	DET
ajam-126	70	2	sample	sample	NOUN
ajam-126	70	3	of	of	ADP
ajam-126	70	4	173	173	NUM
ajam-126	70	5	sales	sale	NOUN
ajam-126	70	6	agents	agent	NOUN
ajam-126	70	7	were	be	AUX
ajam-126	70	8	randomly	randomly	ADV
ajam-126	70	9	selected	select	VERB
ajam-126	70	10	and	and	CCONJ
ajam-126	70	11	issued	issue	VERB
ajam-126	70	12	with	with	ADP
ajam-126	70	13	a	a	DET
ajam-126	70	14	questionnaire	questionnaire	NOUN
ajam-126	70	15	adopted	adopt	VERB
ajam-126	70	16	and	and	CCONJ
ajam-126	70	17	modified	modify	VERB
ajam-126	70	18	from	from	ADP
ajam-126	70	19	previous	previous	ADJ
ajam-126	70	20	studies	study	NOUN
ajam-126	70	21	.	.	PUNCT
ajam-126	71	1	from	from	ADP
ajam-126	71	2	the	the	DET
ajam-126	71	3	questionnaires	questionnaire	NOUN
ajam-126	71	4	issued	issue	VERB
ajam-126	71	5	,	,	PUNCT
ajam-126	71	6	163	163	NUM
ajam-126	71	7	were	be	AUX
ajam-126	71	8	received	receive	VERB
ajam-126	71	9	;	;	PUNCT
ajam-126	71	10	out	out	ADP
ajam-126	71	11	of	of	ADP
ajam-126	71	12	which	which	PRON
ajam-126	71	13	7	7	NUM
ajam-126	71	14	were	be	AUX
ajam-126	71	15	rejected	reject	VERB
ajam-126	71	16	because	because	SCONJ
ajam-126	71	17	they	they	PRON
ajam-126	71	18	were	be	AUX
ajam-126	71	19	incomplete	incomplete	ADJ
ajam-126	71	20	leaving	leave	VERB
ajam-126	71	21	156	156	NUM
ajam-126	71	22	usable	usable	ADJ
ajam-126	71	23	questionnaires	questionnaire	NOUN
ajam-126	71	24	.	.	PUNCT
ajam-126	72	1	respondents	respondent	NOUN
ajam-126	72	2	were	be	AUX
ajam-126	72	3	assured	assure	VERB
ajam-126	72	4	of	of	ADP
ajam-126	72	5	confidentiality	confidentiality	NOUN
ajam-126	72	6	of	of	ADP
ajam-126	72	7	their	their	PRON
ajam-126	72	8	responses	response	NOUN
ajam-126	72	9	by	by	ADP
ajam-126	72	10	not	not	PART
ajam-126	72	11	sharing	share	VERB
ajam-126	72	12	any	any	DET
ajam-126	72	13	information	information	NOUN
ajam-126	72	14	gathered	gather	VERB
ajam-126	72	15	from	from	ADP
ajam-126	72	16	them	they	PRON
ajam-126	72	17	and	and	CCONJ
ajam-126	72	18	by	by	ADP
ajam-126	72	19	not	not	PART
ajam-126	72	20	writing	write	VERB
ajam-126	72	21	their	their	PRON
ajam-126	72	22	names	name	NOUN
ajam-126	72	23	on	on	ADP
ajam-126	72	24	the	the	DET
ajam-126	72	25	questionnaire	questionnaire	NOUN
ajam-126	72	26	.	.	PUNCT
ajam-126	73	1	there	there	PRON
ajam-126	73	2	were	be	VERB
ajam-126	73	3	four	four	NUM
ajam-126	73	4	independent	independent	ADJ
ajam-126	73	5	variables	variable	NOUN
ajam-126	73	6	in	in	ADP
ajam-126	73	7	the	the	DET
ajam-126	73	8	study	study	NOUN
ajam-126	73	9	.	.	PUNCT
ajam-126	74	1	system	system	NOUN
ajam-126	74	2	characteristics	characteristics	PROPN
ajam-126	74	3	variable	variable	NOUN
ajam-126	74	4	had	have	VERB
ajam-126	74	5	two	two	NUM
ajam-126	74	6	sub	sub	NOUN
ajam-126	74	7	-	-	NOUN
ajam-126	74	8	constructs	construct	NOUN
ajam-126	74	9	;	;	PUNCT
ajam-126	74	10	perceived	perceive	VERB
ajam-126	74	11	useful	useful	ADJ
ajam-126	74	12	-	-	PUNCT
ajam-126	74	13	ness	ness	ADJ
ajam-126	74	14	and	and	CCONJ
ajam-126	74	15	perceived	perceive	VERB
ajam-126	74	16	ease	ease	NOUN
ajam-126	74	17	of	of	ADP
ajam-126	74	18	use	use	NOUN
ajam-126	74	19	and	and	CCONJ
ajam-126	74	20	were	be	AUX
ajam-126	74	21	measured	measure	VERB
ajam-126	74	22	using	use	VERB
ajam-126	74	23	a	a	DET
ajam-126	74	24	five	five	NUM
ajam-126	74	25	point	point	NOUN
ajam-126	74	26	likert	likert	ADJ
ajam-126	74	27	scale	scale	NOUN
ajam-126	74	28	.	.	PUNCT
ajam-126	75	1	salesperson	salesperson	NOUN
ajam-126	75	2	characteristics	characteristics	PROPN
ajam-126	75	3	variable	variable	NOUN
ajam-126	75	4	also	also	ADV
ajam-126	75	5	has	have	VERB
ajam-126	75	6	two	two	NUM
ajam-126	75	7	sub	sub	NOUN
ajam-126	75	8	-	-	ADJ
ajam-126	75	9	constructs	construct	NOUN
ajam-126	75	10	,	,	PUNCT
ajam-126	75	11	innovativeness	innovativeness	NOUN
ajam-126	75	12	and	and	CCONJ
ajam-126	75	13	computer	computer	NOUN
ajam-126	75	14	self	self	NOUN
ajam-126	75	15	-	-	PUNCT
ajam-126	75	16	efficacy	efficacy	NOUN
ajam-126	75	17	,	,	PUNCT
ajam-126	75	18	and	and	CCONJ
ajam-126	75	19	was	be	AUX
ajam-126	75	20	measured	measure	VERB
ajam-126	75	21	using	use	VERB
ajam-126	75	22	a	a	DET
ajam-126	75	23	five	five	NUM
ajam-126	75	24	point	point	NOUN
ajam-126	75	25	likert	likert	ADJ
ajam-126	75	26	scale	scale	NOUN
ajam-126	75	27	.	.	PUNCT
ajam-126	76	1	while	while	SCONJ
ajam-126	76	2	organizational	organizational	ADJ
ajam-126	76	3	facilitators	facilitator	NOUN
ajam-126	76	4	variable	variable	NOUN
ajam-126	76	5	has	have	VERB
ajam-126	76	6	two	two	NUM
ajam-126	76	7	sub	sub	NOUN
ajam-126	76	8	-	-	NOUN
ajam-126	76	9	constructs	construct	NOUN
ajam-126	76	10	,	,	PUNCT
ajam-126	76	11	user	user	NOUN
ajam-126	76	12	training	training	NOUN
ajam-126	76	13	and	and	CCONJ
ajam-126	76	14	technical	technical	ADJ
ajam-126	76	15	support	support	NOUN
ajam-126	76	16	,	,	PUNCT
ajam-126	76	17	measured	measure	VERB
ajam-126	76	18	through	through	ADP
ajam-126	76	19	a	a	DET
ajam-126	76	20	likert	likert	ADJ
ajam-126	76	21	scale	scale	NOUN
ajam-126	76	22	.	.	PUNCT
ajam-126	77	1	the	the	DET
ajam-126	77	2	fourth	fourth	ADJ
ajam-126	77	3	variable	variable	NOUN
ajam-126	77	4	of	of	ADP
ajam-126	77	5	social	social	ADJ
ajam-126	77	6	influence	influence	NOUN
ajam-126	77	7	was	be	AUX
ajam-126	77	8	measured	measure	VERB
ajam-126	77	9	with	with	ADP
ajam-126	77	10	a	a	DET
ajam-126	77	11	five	five	NUM
ajam-126	77	12	point	point	NOUN
ajam-126	77	13	likert	likert	ADJ
ajam-126	77	14	scale	scale	NOUN
ajam-126	77	15	addressing	address	VERB
ajam-126	77	16	peer	peer	NOUN
ajam-126	77	17	usage	usage	NOUN
ajam-126	77	18	among	among	ADP
ajam-126	77	19	other	other	ADJ
ajam-126	77	20	sales	sale	NOUN
ajam-126	77	21	agents	agent	NOUN
ajam-126	77	22	.	.	PUNCT
ajam-126	78	1	the	the	DET
ajam-126	78	2	dependent	dependent	ADJ
ajam-126	78	3	variable	variable	NOUN
ajam-126	78	4	was	be	AUX
ajam-126	78	5	a	a	DET
ajam-126	78	6	binary	binary	ADJ
ajam-126	78	7	measure	measure	NOUN
ajam-126	78	8	of	of	ADP
ajam-126	78	9	usage	usage	NOUN
ajam-126	78	10	or	or	CCONJ
ajam-126	78	11	not	not	PART
ajam-126	78	12	using	use	VERB
ajam-126	78	13	sfa	sfa	NOUN
ajam-126	78	14	systems	system	NOUN
ajam-126	78	15	.	.	PUNCT
ajam-126	79	1	the	the	DET
ajam-126	79	2	data	datum	NOUN
ajam-126	79	3	were	be	AUX
ajam-126	79	4	entered	enter	VERB
ajam-126	79	5	into	into	ADP
ajam-126	79	6	an	an	DET
ajam-126	79	7	spss	spss	ADJ
ajam-126	79	8	package	package	NOUN
ajam-126	79	9	and	and	CCONJ
ajam-126	79	10	then	then	ADV
ajam-126	79	11	descriptive	descriptive	ADJ
ajam-126	79	12	analysis	analysis	NOUN
ajam-126	79	13	of	of	ADP
ajam-126	79	14	the	the	DET
ajam-126	79	15	data	datum	NOUN
ajam-126	79	16	was	be	AUX
ajam-126	79	17	conducted	conduct	VERB
ajam-126	79	18	in	in	ADP
ajam-126	79	19	order	order	NOUN
ajam-126	79	20	to	to	PART
ajam-126	79	21	check	check	VERB
ajam-126	79	22	the	the	DET
ajam-126	79	23	representativeness	representativeness	NOUN
ajam-126	79	24	of	of	ADP
ajam-126	79	25	the	the	DET
ajam-126	79	26	respondents	respondent	NOUN
ajam-126	79	27	and	and	CCONJ
ajam-126	79	28	the	the	DET
ajam-126	79	29	nature	nature	NOUN
ajam-126	79	30	of	of	ADP
ajam-126	79	31	their	their	PRON
ajam-126	79	32	responses	response	NOUN
ajam-126	79	33	.	.	PUNCT
ajam-126	80	1	thereafter	thereafter	ADV
ajam-126	80	2	,	,	PUNCT
ajam-126	80	3	a	a	DET
ajam-126	80	4	logit	logit	NOUN
ajam-126	80	5	model	model	NOUN
ajam-126	80	6	was	be	AUX
ajam-126	80	7	225	225	NUM
ajam-126	80	8	afr	afr	NOUN
ajam-126	80	9	.	.	PUNCT
ajam-126	81	1	j.	j.	PROPN
ajam-126	81	2	agric	agric	PROPN
ajam-126	81	3	.	.	PROPN
ajam-126	81	4	mark	mark	PROPN
ajam-126	81	5	.	.	PUNCT
ajam-126	82	1	used	use	VERB
ajam-126	82	2	to	to	PART
ajam-126	82	3	determine	determine	VERB
ajam-126	82	4	the	the	DET
ajam-126	82	5	effects	effect	NOUN
ajam-126	82	6	of	of	ADP
ajam-126	82	7	the	the	DET
ajam-126	82	8	independent	independent	ADJ
ajam-126	82	9	variables	variable	NOUN
ajam-126	82	10	on	on	ADP
ajam-126	82	11	sales	sale	NOUN
ajam-126	82	12	force	force	NOUN
ajam-126	82	13	technology	technology	NOUN
ajam-126	82	14	adoption	adoption	NOUN
ajam-126	82	15	among	among	ADP
ajam-126	82	16	insurance	insurance	NOUN
ajam-126	82	17	sales	sale	NOUN
ajam-126	82	18	agents	agent	NOUN
ajam-126	82	19	.	.	PUNCT
ajam-126	83	1	the	the	DET
ajam-126	83	2	major	major	ADJ
ajam-126	83	3	focus	focus	NOUN
ajam-126	83	4	of	of	ADP
ajam-126	83	5	the	the	DET
ajam-126	83	6	study	study	NOUN
ajam-126	83	7	was	be	AUX
ajam-126	83	8	the	the	DET
ajam-126	83	9	likelihood	likelihood	NOUN
ajam-126	83	10	or	or	CCONJ
ajam-126	83	11	probability	probability	NOUN
ajam-126	83	12	of	of	ADP
ajam-126	83	13	the	the	DET
ajam-126	83	14	outcome	outcome	NOUN
ajam-126	83	15	,	,	PUNCT
ajam-126	83	16	that	that	ADV
ajam-126	83	17	is	is	ADV
ajam-126	83	18	,	,	PUNCT
ajam-126	83	19	whether	whether	SCONJ
ajam-126	83	20	the	the	DET
ajam-126	83	21	respondent	respondent	NOUN
ajam-126	83	22	has	have	AUX
ajam-126	83	23	adopted	adopt	VERB
ajam-126	83	24	technology	technology	NOUN
ajam-126	83	25	or	or	CCONJ
ajam-126	83	26	not	not	PART
ajam-126	83	27	,	,	PUNCT
ajam-126	83	28	the	the	DET
ajam-126	83	29	binary	binary	ADJ
ajam-126	83	30	response	response	NOUN
ajam-126	83	31	in	in	ADP
ajam-126	83	32	this	this	DET
ajam-126	83	33	study	study	NOUN
ajam-126	83	34	was	be	AUX
ajam-126	83	35	whether	whether	SCONJ
ajam-126	83	36	the	the	DET
ajam-126	83	37	respondent	respondent	NOUN
ajam-126	83	38	had	have	AUX
ajam-126	83	39	adopted	adopt	VERB
ajam-126	83	40	technology	technology	NOUN
ajam-126	83	41	(	(	PUNCT
ajam-126	83	42	“	"	PUNCT
ajam-126	83	43	success	success	NOUN
ajam-126	83	44	”	"	PUNCT
ajam-126	83	45	)	)	PUNCT
ajam-126	83	46	or	or	CCONJ
ajam-126	83	47	had	have	AUX
ajam-126	83	48	not	not	PART
ajam-126	83	49	adopted	adopt	VERB
ajam-126	83	50	technology	technology	NOUN
ajam-126	83	51	(	(	PUNCT
ajam-126	83	52	failure	failure	NOUN
ajam-126	83	53	)	)	PUNCT
ajam-126	83	54	and	and	CCONJ
ajam-126	83	55	the	the	DET
ajam-126	83	56	analytical	analytical	ADJ
ajam-126	83	57	model	model	NOUN
ajam-126	83	58	was	be	AUX
ajam-126	83	59	as	as	SCONJ
ajam-126	83	60	follows	follow	VERB
ajam-126	83	61	:	:	PUNCT
ajam-126	83	62	logit	logit	PROPN
ajam-126	83	63	p(y	p(y	PROPN
ajam-126	83	64	)	)	PUNCT
ajam-126	83	65	=	=	PUNCT
ajam-126	83	66	α	α	PROPN
ajam-126	83	67	+	+	X
ajam-126	83	68	∑βixi	∑βixi	NOUN
ajam-126	84	1	+	+	CCONJ
ajam-126	84	2	μi	μi	NUM
ajam-126	84	3	where	where	SCONJ
ajam-126	84	4	:	:	PUNCT
ajam-126	84	5	yi	yi	NOUN
ajam-126	84	6	=	=	NOUN
ajam-126	84	7	1	1	NUM
ajam-126	84	8	if	if	SCONJ
ajam-126	84	9	success	success	NOUN
ajam-126	84	10	(	(	PUNCT
ajam-126	84	11	respondent	respondent	NOUN
ajam-126	84	12	has	have	AUX
ajam-126	84	13	adopted	adopt	VERB
ajam-126	84	14	technology	technology	NOUN
ajam-126	84	15	=	=	SYM
ajam-126	84	16	0	0	PUNCT
ajam-126	85	1	if	if	SCONJ
ajam-126	85	2	failure	failure	NOUN
ajam-126	85	3	(	(	PUNCT
ajam-126	85	4	respondent	respondent	NOUN
ajam-126	85	5	has	have	AUX
ajam-126	85	6	not	not	PART
ajam-126	85	7	adopted	adopt	VERB
ajam-126	85	8	technology	technology	NOUN
ajam-126	85	9	α	α	NOUN
ajam-126	85	10	=	=	SYM
ajam-126	85	11	constant	constant	ADJ
ajam-126	85	12	term	term	NOUN
ajam-126	85	13	βi	βi	PRON
ajam-126	85	14	’s	’s	NOUN
ajam-126	85	15	=	=	NOUN
ajam-126	85	16	logistic	logistic	ADJ
ajam-126	85	17	coefficients	coefficient	NOUN
ajam-126	85	18	for	for	ADP
ajam-126	85	19	the	the	DET
ajam-126	85	20	independent	independent	ADJ
ajam-126	85	21	variables	variable	NOUN
ajam-126	85	22	μi	μi	X
ajam-126	85	23	=	=	NOUN
ajam-126	85	24	error	error	NOUN
ajam-126	85	25	term	term	NOUN
ajam-126	85	26	xi	xi	X
ajam-126	85	27	’s	’s	PART
ajam-126	85	28	=	=	NOUN
ajam-126	85	29	independent	independent	ADJ
ajam-126	85	30	variables	variable	NOUN
ajam-126	85	31	such	such	ADJ
ajam-126	85	32	that	that	SCONJ
ajam-126	85	33	:	:	PUNCT
ajam-126	86	1	x1	x1	NUM
ajam-126	86	2	=	=	PUNCT
ajam-126	86	3	social	social	ADJ
ajam-126	86	4	characteristics	characteristic	NOUN
ajam-126	86	5	x2	x2	NOUN
ajam-126	87	1	=	=	NOUN
ajam-126	87	2	system	system	NOUN
ajam-126	87	3	characteristics	characteristic	NOUN
ajam-126	87	4	x3	x3	NOUN
ajam-126	87	5	=	=	SYM
ajam-126	87	6	organization	organization	NOUN
ajam-126	87	7	facilitators	facilitator	NOUN
ajam-126	87	8	x4	x4	PROPN
ajam-126	87	9	=	=	PROPN
ajam-126	87	10	salesperson	salesperson	PROPN
ajam-126	87	11	characteristics	characteristics	PROPN
ajam-126	87	12	.	.	PUNCT
ajam-126	88	1	results	result	VERB
ajam-126	88	2	a	a	DET
ajam-126	88	3	total	total	NOUN
ajam-126	88	4	of	of	ADP
ajam-126	88	5	163	163	NUM
ajam-126	88	6	questionnaires	questionnaire	NOUN
ajam-126	88	7	were	be	AUX
ajam-126	88	8	received	receive	VERB
ajam-126	88	9	out	out	ADP
ajam-126	88	10	of	of	ADP
ajam-126	88	11	the	the	DET
ajam-126	88	12	possible	possible	ADJ
ajam-126	88	13	173.out	173.out	PROPN
ajam-126	88	14	of	of	ADP
ajam-126	88	15	the	the	DET
ajam-126	88	16	163	163	NUM
ajam-126	88	17	,	,	PUNCT
ajam-126	88	18	seven	seven	NUM
ajam-126	88	19	questionnaires	questionnaire	NOUN
ajam-126	88	20	were	be	AUX
ajam-126	88	21	rejected	reject	VERB
ajam-126	88	22	because	because	SCONJ
ajam-126	88	23	they	they	PRON
ajam-126	88	24	were	be	AUX
ajam-126	88	25	incomplete	incomplete	ADJ
ajam-126	88	26	.	.	PUNCT
ajam-126	89	1	the	the	DET
ajam-126	89	2	respondents	respondent	NOUN
ajam-126	89	3	had	have	AUX
ajam-126	89	4	only	only	ADV
ajam-126	89	5	answered	answer	VERB
ajam-126	89	6	the	the	DET
ajam-126	89	7	personal	personal	ADJ
ajam-126	89	8	information	information	NOUN
ajam-126	89	9	section	section	NOUN
ajam-126	89	10	and	and	CCONJ
ajam-126	89	11	the	the	DET
ajam-126	89	12	rest	rest	NOUN
ajam-126	89	13	of	of	ADP
ajam-126	89	14	the	the	DET
ajam-126	89	15	questions	question	NOUN
ajam-126	89	16	were	be	AUX
ajam-126	89	17	left	leave	VERB
ajam-126	89	18	unanswered.the	unanswered.the	DET
ajam-126	89	19	majority	majority	NOUN
ajam-126	89	20	of	of	ADP
ajam-126	89	21	the	the	DET
ajam-126	89	22	insurance	insurance	NOUN
ajam-126	89	23	sales	sale	NOUN
ajam-126	89	24	agents	agent	NOUN
ajam-126	89	25	who	who	PRON
ajam-126	89	26	responded	respond	VERB
ajam-126	89	27	were	be	AUX
ajam-126	89	28	between	between	ADP
ajam-126	89	29	the	the	DET
ajam-126	89	30	age	age	NOUN
ajam-126	89	31	of	of	ADP
ajam-126	89	32	26	26	NUM
ajam-126	89	33	35	35	NUM
ajam-126	89	34	years	year	NOUN
ajam-126	89	35	(	(	PUNCT
ajam-126	89	36	65,4	65,4	NOUN
ajam-126	89	37	%	%	NOUN
ajam-126	89	38	)	)	PUNCT
ajam-126	89	39	,	,	PUNCT
ajam-126	89	40	only	only	ADV
ajam-126	89	41	16	16	NUM
ajam-126	89	42	%	%	NOUN
ajam-126	89	43	of	of	ADP
ajam-126	89	44	the	the	DET
ajam-126	89	45	respondents	respondent	NOUN
ajam-126	89	46	are	be	AUX
ajam-126	89	47	above	above	ADP
ajam-126	89	48	age	age	NOUN
ajam-126	89	49	of	of	ADP
ajam-126	89	50	36	36	NUM
ajam-126	89	51	years	year	NOUN
ajam-126	89	52	.	.	PUNCT
ajam-126	90	1	most	most	ADJ
ajam-126	90	2	(	(	PUNCT
ajam-126	90	3	57.7	57.7	NUM
ajam-126	90	4	%	%	NOUN
ajam-126	90	5	)	)	PUNCT
ajam-126	90	6	of	of	ADP
ajam-126	90	7	the	the	DET
ajam-126	90	8	insurance	insurance	NOUN
ajam-126	90	9	agents	agent	NOUN
ajam-126	90	10	are	be	AUX
ajam-126	90	11	diploma	diploma	NOUN
ajam-126	90	12	holders	holder	NOUN
ajam-126	90	13	with	with	ADP
ajam-126	90	14	7.1	7.1	NUM
ajam-126	90	15	%	%	NOUN
ajam-126	90	16	are	be	AUX
ajam-126	90	17	degree	degree	NOUN
ajam-126	90	18	holders	holder	NOUN
ajam-126	90	19	and	and	CCONJ
ajam-126	90	20	the	the	DET
ajam-126	90	21	rest	rest	NOUN
ajam-126	90	22	35.3	35.3	NUM
ajam-126	90	23	%	%	NOUN
ajam-126	90	24	only	only	ADV
ajam-126	90	25	have	have	VERB
ajam-126	90	26	secondary	secondary	ADJ
ajam-126	90	27	level	level	NOUN
ajam-126	90	28	education	education	NOUN
ajam-126	90	29	.	.	PUNCT
ajam-126	91	1	the	the	DET
ajam-126	91	2	results	result	NOUN
ajam-126	91	3	indicate	indicate	VERB
ajam-126	91	4	that	that	SCONJ
ajam-126	91	5	most	most	ADJ
ajam-126	91	6	(	(	PUNCT
ajam-126	91	7	74.4	74.4	NUM
ajam-126	91	8	%	%	NOUN
ajam-126	91	9	)	)	PUNCT
ajam-126	91	10	agents	agent	NOUN
ajam-126	91	11	have	have	VERB
ajam-126	91	12	only	only	ADV
ajam-126	91	13	three	three	NUM
ajam-126	91	14	years	year	NOUN
ajam-126	91	15	in	in	ADP
ajam-126	91	16	the	the	DET
ajam-126	91	17	profession	profession	NOUN
ajam-126	91	18	due	due	ADP
ajam-126	91	19	to	to	ADP
ajam-126	91	20	the	the	DET
ajam-126	91	21	fact	fact	NOUN
ajam-126	91	22	,	,	PUNCT
ajam-126	91	23	sales	sale	NOUN
ajam-126	91	24	agents	agent	NOUN
ajam-126	91	25	do	do	AUX
ajam-126	91	26	not	not	PART
ajam-126	91	27	work	work	VERB
ajam-126	91	28	for	for	ADP
ajam-126	91	29	long	long	ADV
ajam-126	91	30	,	,	PUNCT
ajam-126	91	31	they	they	PRON
ajam-126	91	32	opt	opt	VERB
ajam-126	91	33	to	to	PART
ajam-126	91	34	look	look	VERB
ajam-126	91	35	for	for	ADP
ajam-126	91	36	other	other	ADJ
ajam-126	91	37	jobs	job	NOUN
ajam-126	91	38	.	.	PUNCT
ajam-126	92	1	descriptive	descriptive	ADJ
ajam-126	92	2	statistics	statistic	NOUN
ajam-126	92	3	the	the	DET
ajam-126	92	4	results	result	NOUN
ajam-126	92	5	indicate	indicate	VERB
ajam-126	92	6	that	that	SCONJ
ajam-126	92	7	the	the	DET
ajam-126	92	8	majority	majority	NOUN
ajam-126	92	9	of	of	ADP
ajam-126	92	10	the	the	DET
ajam-126	92	11	respondents	respondent	NOUN
ajam-126	92	12	have	have	AUX
ajam-126	92	13	not	not	PART
ajam-126	92	14	adopted	adopt	VERB
ajam-126	92	15	technology	technology	NOUN
ajam-126	92	16	(	(	PUNCT
ajam-126	92	17	mean	mean	NOUN
ajam-126	92	18	1.4786	1.4786	NUM
ajam-126	92	19	,	,	PUNCT
ajam-126	92	20	sd	sd	ADP
ajam-126	92	21	.37898	.37898	PROPN
ajam-126	92	22	)	)	PUNCT
ajam-126	92	23	in	in	ADP
ajam-126	92	24	their	their	PRON
ajam-126	92	25	selling	selling	NOUN
ajam-126	92	26	process	process	NOUN
ajam-126	92	27	.	.	PUNCT
ajam-126	93	1	the	the	DET
ajam-126	93	2	respondents	respondent	NOUN
ajam-126	93	3	perceive	perceive	VERB
ajam-126	93	4	that	that	SCONJ
ajam-126	93	5	it	it	PRON
ajam-126	93	6	is	be	AUX
ajam-126	93	7	not	not	PART
ajam-126	93	8	very	very	ADV
ajam-126	93	9	difficult	difficult	ADJ
ajam-126	93	10	to	to	PART
ajam-126	93	11	use	use	VERB
ajam-126	93	12	.	.	PUNCT
ajam-126	94	1	the	the	DET
ajam-126	94	2	results	result	NOUN
ajam-126	94	3	indicated	indicate	VERB
ajam-126	94	4	that	that	SCONJ
ajam-126	94	5	a	a	DET
ajam-126	94	6	few	few	ADJ
ajam-126	94	7	agents	agent	NOUN
ajam-126	94	8	would	would	AUX
ajam-126	94	9	experiment	experiment	VERB
ajam-126	94	10	on	on	ADP
ajam-126	94	11	a	a	DET
ajam-126	94	12	new	new	ADJ
ajam-126	94	13	technology	technology	NOUN
ajam-126	94	14	while	while	SCONJ
ajam-126	94	15	it	it	PRON
ajam-126	94	16	was	be	AUX
ajam-126	94	17	clear	clear	ADJ
ajam-126	94	18	that	that	SCONJ
ajam-126	94	19	a	a	DET
ajam-126	94	20	few	few	ADJ
ajam-126	94	21	would	would	AUX
ajam-126	94	22	really	really	ADV
ajam-126	94	23	innovate	innovate	VERB
ajam-126	94	24	on	on	ADP
ajam-126	94	25	information	information	NOUN
ajam-126	94	26	technology	technology	NOUN
ajam-126	94	27	.	.	PUNCT
ajam-126	95	1	the	the	DET
ajam-126	95	2	results	result	NOUN
ajam-126	95	3	indicated	indicate	VERB
ajam-126	95	4	that	that	SCONJ
ajam-126	95	5	majority	majority	NOUN
ajam-126	95	6	of	of	ADP
ajam-126	95	7	the	the	DET
ajam-126	95	8	sales	sale	NOUN
ajam-126	95	9	agents	agent	NOUN
ajam-126	95	10	computer	computer	NOUN
ajam-126	95	11	efficacy	efficacy	NOUN
ajam-126	95	12	is	be	AUX
ajam-126	95	13	high	high	ADJ
ajam-126	95	14	with	with	ADP
ajam-126	95	15	the	the	DET
ajam-126	95	16	mean	mean	ADJ
ajam-126	95	17	being	be	AUX
ajam-126	95	18	above	above	ADP
ajam-126	95	19	50	50	NUM
ajam-126	95	20	%	%	NOUN
ajam-126	95	21	on	on	ADP
ajam-126	95	22	all	all	DET
ajam-126	95	23	items	item	NOUN
ajam-126	95	24	that	that	PRON
ajam-126	95	25	were	be	AUX
ajam-126	95	26	being	be	AUX
ajam-126	95	27	measured	measure	VERB
ajam-126	95	28	.	.	PUNCT
ajam-126	96	1	the	the	DET
ajam-126	96	2	results	result	NOUN
ajam-126	96	3	indicated	indicate	VERB
ajam-126	96	4	that	that	SCONJ
ajam-126	96	5	majority	majority	NOUN
ajam-126	96	6	of	of	ADP
ajam-126	96	7	the	the	DET
ajam-126	96	8	sales	sale	NOUN
ajam-126	96	9	people	people	NOUN
ajam-126	96	10	in	in	ADP
ajam-126	96	11	the	the	DET
ajam-126	96	12	insurance	insurance	NOUN
ajam-126	96	13	industry	industry	NOUN
ajam-126	96	14	actually	actually	ADV
ajam-126	96	15	do	do	AUX
ajam-126	96	16	receive	receive	VERB
ajam-126	96	17	training	training	NOUN
ajam-126	96	18	on	on	ADP
ajam-126	96	19	the	the	DET
ajam-126	96	20	usage	usage	NOUN
ajam-126	96	21	of	of	ADP
ajam-126	96	22	sa	sa	NOUN
ajam-126	96	23	-	-	PUNCT
ajam-126	96	24	tools	tool	NOUN
ajam-126	96	25	of	of	ADP
ajam-126	96	26	their	their	PRON
ajam-126	96	27	organizations	organization	NOUN
ajam-126	96	28	.	.	PUNCT
ajam-126	97	1	sales	sale	NOUN
ajam-126	97	2	agents	agent	NOUN
ajam-126	97	3	work	work	VERB
ajam-126	97	4	in	in	ADP
ajam-126	97	5	teams	team	NOUN
ajam-126	97	6	and	and	CCONJ
ajam-126	97	7	so	so	ADV
ajam-126	97	8	there	there	PRON
ajam-126	97	9	is	be	VERB
ajam-126	97	10	a	a	DET
ajam-126	97	11	lot	lot	NOUN
ajam-126	97	12	of	of	ADP
ajam-126	97	13	influence	influence	NOUN
ajam-126	97	14	from	from	ADP
ajam-126	97	15	the	the	DET
ajam-126	97	16	peers	peer	NOUN
ajam-126	97	17	.	.	PUNCT
ajam-126	98	1	this	this	PRON
ajam-126	98	2	was	be	AUX
ajam-126	98	3	confirmed	confirm	VERB
ajam-126	98	4	by	by	ADP
ajam-126	98	5	the	the	DET
ajam-126	98	6	analysis	analysis	NOUN
ajam-126	98	7	done	do	VERB
ajam-126	98	8	in	in	ADP
ajam-126	98	9	that	that	PRON
ajam-126	98	10	above	above	ADP
ajam-126	98	11	50	50	NUM
ajam-126	98	12	%	%	NOUN
ajam-126	98	13	of	of	ADP
ajam-126	98	14	the	the	DET
ajam-126	98	15	sales	sale	NOUN
ajam-126	98	16	agents	agent	NOUN
ajam-126	98	17	do	do	AUX
ajam-126	98	18	make	make	VERB
ajam-126	98	19	use	use	NOUN
ajam-126	98	20	of	of	ADP
ajam-126	98	21	the	the	DET
ajam-126	98	22	sa	sa	NOUN
ajam-126	98	23	tools	tool	NOUN
ajam-126	98	24	and	and	CCONJ
ajam-126	98	25	influences	influence	VERB
ajam-126	98	26	others	other	NOUN
ajam-126	98	27	to	to	PART
ajam-126	98	28	follow	follow	VERB
ajam-126	98	29	suit	suit	NOUN
ajam-126	98	30	.	.	PUNCT
ajam-126	99	1	the	the	DET
ajam-126	99	2	support	support	NOUN
ajam-126	99	3	given	give	VERB
ajam-126	99	4	by	by	ADP
ajam-126	99	5	the	the	DET
ajam-126	99	6	management	management	NOUN
ajam-126	99	7	is	be	AUX
ajam-126	99	8	quite	quite	ADV
ajam-126	99	9	good	good	ADJ
ajam-126	99	10	;	;	PUNCT
ajam-126	99	11	with	with	ADP
ajam-126	99	12	above	above	ADP
ajam-126	99	13	50	50	NUM
ajam-126	99	14	%	%	NOUN
ajam-126	99	15	of	of	ADP
ajam-126	99	16	those	those	PRON
ajam-126	99	17	interviewed	interview	VERB
ajam-126	99	18	feeling	feel	VERB
ajam-126	99	19	that	that	SCONJ
ajam-126	99	20	enough	enough	ADJ
ajam-126	99	21	martha	martha	PROPN
ajam-126	99	22	226	226	NUM
ajam-126	99	23	table	table	NOUN
ajam-126	99	24	1	1	NUM
ajam-126	99	25	.	.	PUNCT
ajam-126	99	26	descriptive	descriptive	ADJ
ajam-126	99	27	statistics	statistic	NOUN
ajam-126	99	28	of	of	ADP
ajam-126	99	29	the	the	DET
ajam-126	99	30	study	study	NOUN
ajam-126	99	31	variables	variable	NOUN
ajam-126	99	32	.	.	PUNCT
ajam-126	100	1	variable	variable	ADJ
ajam-126	100	2	mean	mean	VERB
ajam-126	100	3	standard	standard	ADJ
ajam-126	100	4	deviation	deviation	NOUN
ajam-126	100	5	skewness	skewness	NOUN
ajam-126	100	6	kurtosis	kurtosis	VERB
ajam-126	100	7	statistic	statistic	ADJ
ajam-126	100	8	statistic	statistic	PROPN
ajam-126	100	9	statistic	statistic	ADJ
ajam-126	100	10	standard	standard	ADJ
ajam-126	100	11	error	error	NOUN
ajam-126	100	12	statistic	statistic	NOUN
ajam-126	100	13	standard	standard	ADJ
ajam-126	100	14	error	error	NOUN
ajam-126	100	15	system	system	NOUN
ajam-126	100	16	characteristics	characteristic	VERB
ajam-126	100	17	3.0248	3.0248	NUM
ajam-126	100	18	.49588	.49588	PUNCT
ajam-126	101	1	-.170	-.170	PROPN
ajam-126	101	2	.194	.194	NUM
ajam-126	101	3	-.355	-.355	PROPN
ajam-126	101	4	.386	.386	NUM
ajam-126	101	5	salesperson	salesperson	PROPN
ajam-126	101	6	characteristics	characteristic	VERB
ajam-126	101	7	3.5874	3.5874	NUM
ajam-126	101	8	.24431	.24431	NOUN
ajam-126	101	9	1.216	1.216	NUM
ajam-126	101	10	.194	.194	NUM
ajam-126	101	11	5.682	5.682	NUM
ajam-126	101	12	.386	.386	NUM
ajam-126	101	13	organization	organization	NOUN
ajam-126	101	14	facilitators	facilitator	NOUN
ajam-126	101	15	3.9268	3.9268	NUM
ajam-126	101	16	.90138	.90138	PROPN
ajam-126	102	1	-.217	-.217	PROPN
ajam-126	102	2	.194	.194	NUM
ajam-126	103	1	-.774	-.774	ADJ
ajam-126	103	2	.386	.386	NUM
ajam-126	103	3	social	social	ADJ
ajam-126	103	4	characteristics	characteristic	NOUN
ajam-126	103	5	3.1453	3.1453	NUM
ajam-126	103	6	1.08570	1.08570	NUM
ajam-126	103	7	-.689	-.689	NOUN
ajam-126	103	8	.194	.194	NUM
ajam-126	103	9	-.468	-.468	PROPN
ajam-126	103	10	.386	.386	NUM
ajam-126	103	11	tech	tech	NOUN
ajam-126	103	12	adoption	adoption	NOUN
ajam-126	103	13	1.4786	1.4786	NUM
ajam-126	103	14	.37898	.37898	NUM
ajam-126	103	15	.147	.147	NUM
ajam-126	103	16	.194	.194	NUM
ajam-126	103	17	-1.380	-1.380	NUM
ajam-126	103	18	.386	.386	NUM
ajam-126	103	19	source	source	NOUN
ajam-126	103	20	:	:	PUNCT
ajam-126	103	21	research	research	NOUN
ajam-126	103	22	data	datum	NOUN
ajam-126	103	23	(	(	PUNCT
ajam-126	103	24	2013	2013	NUM
ajam-126	103	25	)	)	PUNCT
ajam-126	103	26	.	.	PUNCT
ajam-126	104	1	table	table	NOUN
ajam-126	104	2	2	2	NUM
ajam-126	104	3	.	.	PUNCT
ajam-126	104	4	correlation	correlation	NOUN
ajam-126	104	5	of	of	ADP
ajam-126	104	6	independent	independent	ADJ
ajam-126	104	7	variables	variable	NOUN
ajam-126	104	8	of	of	ADP
ajam-126	104	9	sfa	sfa	NOUN
ajam-126	104	10	adoption	adoption	NOUN
ajam-126	104	11	.	.	PUNCT
ajam-126	105	1	pearson	pearson	PROPN
ajam-126	105	2	correlation	correlation	NOUN
ajam-126	105	3	organizational	organizational	ADJ
ajam-126	105	4	system	system	NOUN
ajam-126	105	5	social	social	ADJ
ajam-126	105	6	salesperson	salesperson	NOUN
ajam-126	105	7	adoption	adoption	NOUN
ajam-126	105	8	factors	factor	VERB
ajam-126	105	9	characteristics	characteristic	NOUN
ajam-126	105	10	characteristics	characteristic	NOUN
ajam-126	105	11	characteristics	characteristic	NOUN
ajam-126	105	12	organizational	organizational	ADJ
ajam-126	105	13	factors	factor	NOUN
ajam-126	105	14	1	1	NUM
ajam-126	105	15	system	system	NOUN
ajam-126	105	16	characteristics	characteristic	NOUN
ajam-126	105	17	.414	.414	NUM
ajam-126	105	18	*	*	PUNCT
ajam-126	105	19	*	*	SYM
ajam-126	105	20	1	1	NUM
ajam-126	105	21	social	social	ADJ
ajam-126	105	22	characteristics	characteristic	NOUN
ajam-126	105	23	.785	.785	NUM
ajam-126	105	24	*	*	PUNCT
ajam-126	105	25	*	*	PUNCT
ajam-126	105	26	.304	.304	NUM
ajam-126	106	1	*	*	PUNCT
ajam-126	106	2	*	*	SYM
ajam-126	106	3	1	1	NUM
ajam-126	106	4	salesperson	salesperson	NOUN
ajam-126	106	5	characteristics	characteristic	VERB
ajam-126	106	6	-.325	-.325	PROPN
ajam-126	106	7	*	*	PUNCT
ajam-126	106	8	*	*	PUNCT
ajam-126	106	9	-.143	-.143	INTJ
ajam-126	106	10	-.280	-.280	VERB
ajam-126	106	11	*	*	PUNCT
ajam-126	106	12	*	*	PUNCT
ajam-126	106	13	1	1	NUM
ajam-126	106	14	adoption	adoption	NOUN
ajam-126	106	15	.409	.409	NUM
ajam-126	106	16	*	*	PUNCT
ajam-126	107	1	*	*	PUNCT
ajam-126	107	2	.086	.086	NUM
ajam-126	107	3	.304	.304	NUM
ajam-126	108	1	*	*	PUNCT
ajam-126	108	2	*	*	PUNCT
ajam-126	109	1	-.133	-.133	NOUN
ajam-126	109	2	1	1	NUM
ajam-126	109	3	*	*	PUNCT
ajam-126	109	4	*	*	PUNCT
ajam-126	109	5	correlation	correlation	NOUN
ajam-126	109	6	is	be	AUX
ajam-126	109	7	significant	significant	ADJ
ajam-126	109	8	at	at	ADP
ajam-126	109	9	the	the	DET
ajam-126	109	10	0.01	0.01	NUM
ajam-126	109	11	level	level	NOUN
ajam-126	109	12	(	(	PUNCT
ajam-126	109	13	2	2	NUM
ajam-126	109	14	-	-	PUNCT
ajam-126	109	15	tailed	tailed	ADJ
ajam-126	109	16	)	)	PUNCT
ajam-126	109	17	.	.	PUNCT
ajam-126	110	1	source	source	NOUN
ajam-126	110	2	:	:	PUNCT
ajam-126	110	3	research	research	NOUN
ajam-126	110	4	data	datum	NOUN
ajam-126	110	5	(	(	PUNCT
ajam-126	110	6	2013	2013	NUM
ajam-126	110	7	)	)	PUNCT
ajam-126	110	8	.	.	PUNCT
ajam-126	111	1	support	support	NOUN
ajam-126	111	2	is	be	AUX
ajam-126	111	3	given	give	VERB
ajam-126	111	4	.	.	PUNCT
ajam-126	112	1	insurance	insurance	NOUN
ajam-126	112	2	sales	sale	NOUN
ajam-126	112	3	agents	agent	NOUN
ajam-126	112	4	really	really	ADV
ajam-126	112	5	do	do	AUX
ajam-126	112	6	require	require	VERB
ajam-126	112	7	a	a	DET
ajam-126	112	8	lot	lot	NOUN
ajam-126	112	9	of	of	ADP
ajam-126	112	10	technology	technology	NOUN
ajam-126	112	11	in	in	ADP
ajam-126	112	12	their	their	PRON
ajam-126	112	13	selling	selling	NOUN
ajam-126	112	14	process	process	NOUN
ajam-126	112	15	;	;	PUNCT
ajam-126	112	16	here	here	ADV
ajam-126	112	17	the	the	DET
ajam-126	112	18	results	result	NOUN
ajam-126	112	19	indicated	indicate	VERB
ajam-126	112	20	that	that	SCONJ
ajam-126	112	21	they	they	PRON
ajam-126	112	22	have	have	AUX
ajam-126	112	23	adopted	adopt	VERB
ajam-126	112	24	technology	technology	NOUN
ajam-126	112	25	differently	differently	ADV
ajam-126	112	26	.	.	PUNCT
ajam-126	113	1	less	less	ADJ
ajam-126	113	2	than	than	ADP
ajam-126	113	3	50	50	NUM
ajam-126	113	4	%	%	NOUN
ajam-126	113	5	(	(	PUNCT
ajam-126	113	6	mean	mean	NOUN
ajam-126	113	7	=	=	SYM
ajam-126	113	8	1.4786	1.4786	NUM
ajam-126	113	9	)	)	PUNCT
ajam-126	113	10	of	of	ADP
ajam-126	113	11	all	all	DET
ajam-126	113	12	those	those	PRON
ajam-126	113	13	interviewed	interview	VERB
ajam-126	113	14	use	use	VERB
ajam-126	113	15	the	the	DET
ajam-126	113	16	company	company	NOUN
ajam-126	113	17	sales	sale	NOUN
ajam-126	113	18	automation	automation	NOUN
ajam-126	113	19	tools	tool	NOUN
ajam-126	113	20	frequently	frequently	ADV
ajam-126	113	21	.	.	PUNCT
ajam-126	114	1	some	some	PRON
ajam-126	114	2	of	of	ADP
ajam-126	114	3	the	the	DET
ajam-126	114	4	sales	sale	NOUN
ajam-126	114	5	agents	agent	NOUN
ajam-126	114	6	fully	fully	ADV
ajam-126	114	7	use	use	VERB
ajam-126	114	8	the	the	DET
ajam-126	114	9	capabilities	capability	NOUN
ajam-126	114	10	of	of	ADP
ajam-126	114	11	the	the	DET
ajam-126	114	12	sa	sa	PROPN
ajam-126	114	13	program	program	NOUN
ajam-126	114	14	of	of	ADP
ajam-126	114	15	their	their	PRON
ajam-126	114	16	companies	company	NOUN
ajam-126	114	17	(	(	PUNCT
ajam-126	114	18	table	table	NOUN
ajam-126	114	19	1	1	NUM
ajam-126	114	20	)	)	PUNCT
ajam-126	114	21	.	.	PUNCT
ajam-126	115	1	relationships	relationship	NOUN
ajam-126	115	2	the	the	DET
ajam-126	115	3	correlation	correlation	NOUN
ajam-126	115	4	results	result	NOUN
ajam-126	115	5	(	(	PUNCT
ajam-126	115	6	table	table	NOUN
ajam-126	115	7	2	2	NUM
ajam-126	115	8	)	)	PUNCT
ajam-126	115	9	show	show	VERB
ajam-126	115	10	that	that	SCONJ
ajam-126	115	11	the	the	DET
ajam-126	115	12	four	four	NUM
ajam-126	115	13	variables	variable	NOUN
ajam-126	115	14	identified	identify	VERB
ajam-126	115	15	affecting	affect	VERB
ajam-126	115	16	technology	technology	NOUN
ajam-126	115	17	adoptions	adoption	NOUN
ajam-126	115	18	were	be	AUX
ajam-126	115	19	correlated	correlate	VERB
ajam-126	115	20	.	.	PUNCT
ajam-126	116	1	technology	technology	NOUN
ajam-126	116	2	adoption	adoption	NOUN
ajam-126	116	3	has	have	VERB
ajam-126	116	4	a	a	DET
ajam-126	116	5	significant	significant	ADJ
ajam-126	116	6	relationship	relationship	NOUN
ajam-126	116	7	with	with	ADP
ajam-126	116	8	organizational	organizational	ADJ
ajam-126	116	9	(	(	PUNCT
ajam-126	116	10	p	p	NOUN
ajam-126	116	11	.409	.409	NUM
ajam-126	116	12	)	)	PUNCT
ajam-126	116	13	and	and	CCONJ
ajam-126	116	14	social	social	ADJ
ajam-126	116	15	(	(	PUNCT
ajam-126	116	16	p	p	NOUN
ajam-126	116	17	.304	.304	NUM
ajam-126	116	18	)	)	PUNCT
ajam-126	116	19	factors	factor	NOUN
ajam-126	116	20	.	.	PUNCT
ajam-126	117	1	the	the	DET
ajam-126	117	2	relationship	relationship	NOUN
ajam-126	117	3	with	with	ADP
ajam-126	117	4	system	system	NOUN
ajam-126	117	5	characteristics	characteristic	NOUN
ajam-126	117	6	was	be	AUX
ajam-126	117	7	not	not	PART
ajam-126	117	8	significant	significant	ADJ
ajam-126	117	9	.	.	PUNCT
ajam-126	118	1	the	the	DET
ajam-126	118	2	results	result	NOUN
ajam-126	118	3	indicated	indicate	VERB
ajam-126	118	4	that	that	SCONJ
ajam-126	118	5	salesperson	salesperson	PROPN
ajam-126	118	6	characteristics	characteristic	VERB
ajam-126	118	7	negatively	negatively	ADV
ajam-126	118	8	(	(	PUNCT
ajam-126	118	9	p	p	PROPN
ajam-126	118	10	-.133	-.133	PROPN
ajam-126	118	11	)	)	PUNCT
ajam-126	118	12	influence	influence	NOUN
ajam-126	118	13	the	the	DET
ajam-126	118	14	adoption	adoption	NOUN
ajam-126	118	15	behavior	behavior	NOUN
ajam-126	118	16	of	of	ADP
ajam-126	118	17	the	the	DET
ajam-126	118	18	insurance	insurance	NOUN
ajam-126	118	19	salespeople	salespeople	NOUN
ajam-126	118	20	.	.	PUNCT
ajam-126	119	1	the	the	DET
ajam-126	119	2	results	result	NOUN
ajam-126	119	3	also	also	ADV
ajam-126	119	4	show	show	VERB
ajam-126	119	5	a	a	DET
ajam-126	119	6	negative	negative	ADJ
ajam-126	119	7	relationship	relationship	NOUN
ajam-126	119	8	with	with	ADP
ajam-126	119	9	social	social	ADJ
ajam-126	119	10	and	and	CCONJ
ajam-126	119	11	organization	organization	NOUN
ajam-126	119	12	characteristics	characteristic	NOUN
ajam-126	119	13	.	.	PUNCT
ajam-126	120	1	this	this	PRON
ajam-126	120	2	implies	imply	VERB
ajam-126	120	3	that	that	SCONJ
ajam-126	120	4	sales	sale	NOUN
ajam-126	120	5	agents	agent	NOUN
ajam-126	120	6	who	who	PRON
ajam-126	120	7	have	have	AUX
ajam-126	120	8	advanced	advance	VERB
ajam-126	120	9	in	in	ADP
ajam-126	120	10	age	age	NOUN
ajam-126	120	11	or	or	CCONJ
ajam-126	120	12	with	with	ADP
ajam-126	120	13	many	many	ADJ
ajam-126	120	14	years	year	NOUN
ajam-126	120	15	’	'	PUNCT
ajam-126	120	16	experience	experience	NOUN
ajam-126	120	17	are	be	AUX
ajam-126	120	18	not	not	PART
ajam-126	120	19	willing	willing	ADJ
ajam-126	120	20	to	to	PART
ajam-126	120	21	change	change	VERB
ajam-126	120	22	and	and	CCONJ
ajam-126	120	23	start	start	VERB
ajam-126	120	24	using	use	VERB
ajam-126	120	25	new	new	ADJ
ajam-126	120	26	technologies	technology	NOUN
ajam-126	120	27	.	.	PUNCT
ajam-126	121	1	logit	logit	PROPN
ajam-126	121	2	regression	regression	VERB
ajam-126	121	3	a	a	DET
ajam-126	121	4	logit	logit	NOUN
ajam-126	121	5	regression	regression	NOUN
ajam-126	121	6	was	be	AUX
ajam-126	121	7	run	run	VERB
ajam-126	121	8	to	to	PART
ajam-126	121	9	test	test	VERB
ajam-126	121	10	how	how	SCONJ
ajam-126	121	11	various	various	ADJ
ajam-126	121	12	variables	variable	NOUN
ajam-126	121	13	affect	affect	VERB
ajam-126	121	14	technology	technology	NOUN
ajam-126	121	15	adoption	adoption	NOUN
ajam-126	121	16	.	.	PUNCT
ajam-126	122	1	it	it	PRON
ajam-126	122	2	was	be	AUX
ajam-126	122	3	realized	realize	VERB
ajam-126	122	4	that	that	SCONJ
ajam-126	122	5	among	among	ADP
ajam-126	122	6	the	the	DET
ajam-126	122	7	four	four	NUM
ajam-126	122	8	independent	independent	ADJ
ajam-126	122	9	variables	variable	NOUN
ajam-126	122	10	,	,	PUNCT
ajam-126	122	11	the	the	DET
ajam-126	122	12	organization	organization	NOUN
ajam-126	122	13	variable	variable	NOUN
ajam-126	122	14	positively	positively	ADV
ajam-126	122	15	affects	affect	VERB
ajam-126	122	16	the	the	DET
ajam-126	122	17	technology	technology	NOUN
ajam-126	122	18	adoption	adoption	NOUN
ajam-126	122	19	of	of	ADP
ajam-126	122	20	sales	sale	NOUN
ajam-126	122	21	agents	agent	NOUN
ajam-126	122	22	,	,	PUNCT
ajam-126	122	23	while	while	SCONJ
ajam-126	122	24	social	social	ADJ
ajam-126	122	25	characteristics	characteristic	NOUN
ajam-126	122	26	and	and	CCONJ
ajam-126	122	27	system	system	NOUN
ajam-126	122	28	characteristics	characteristic	NOUN
ajam-126	122	29	affected	affect	VERB
ajam-126	122	30	technology	technology	NOUN
ajam-126	122	31	adoption	adoption	NOUN
ajam-126	122	32	slightly	slightly	ADV
ajam-126	122	33	and	and	CCONJ
ajam-126	122	34	salesperson	salesperson	NOUN
ajam-126	122	35	characteristics	characteristic	NOUN
ajam-126	122	36	do	do	AUX
ajam-126	122	37	not	not	PART
ajam-126	122	38	have	have	VERB
ajam-126	122	39	a	a	DET
ajam-126	122	40	positive	positive	ADJ
ajam-126	122	41	effect	effect	NOUN
ajam-126	122	42	on	on	ADP
ajam-126	122	43	the	the	DET
ajam-126	122	44	adoption	adoption	NOUN
ajam-126	122	45	of	of	ADP
ajam-126	122	46	technology	technology	NOUN
ajam-126	122	47	.	.	PUNCT
ajam-126	123	1	from	from	ADP
ajam-126	123	2	the	the	DET
ajam-126	123	3	results	result	NOUN
ajam-126	123	4	,	,	PUNCT
ajam-126	123	5	it	it	PRON
ajam-126	123	6	was	be	AUX
ajam-126	123	7	clear	clear	ADJ
ajam-126	123	8	that	that	SCONJ
ajam-126	123	9	the	the	DET
ajam-126	123	10	sales	sale	NOUN
ajam-126	123	11	agents	agent	NOUN
ajam-126	123	12	have	have	AUX
ajam-126	123	13	not	not	PART
ajam-126	123	14	used	use	VERB
ajam-126	123	15	their	their	PRON
ajam-126	123	16	sales	sale	NOUN
ajam-126	123	17	automation	automation	NOUN
ajam-126	123	18	capabilities	capability	NOUN
ajam-126	123	19	fully	fully	ADV
ajam-126	123	20	because	because	SCONJ
ajam-126	123	21	p(y	p(y	NOUN
ajam-126	123	22	)	)	PUNCT
ajam-126	123	23	=	=	NUM
ajam-126	123	24	0.26004452	0.26004452	NUM
ajam-126	123	25	which	which	PRON
ajam-126	123	26	is	be	AUX
ajam-126	123	27	closer	close	ADJ
ajam-126	123	28	to	to	ADP
ajam-126	123	29	0	0	NUM
ajam-126	123	30	.	.	PUNCT
ajam-126	124	1	this	this	PRON
ajam-126	124	2	showed	show	VERB
ajam-126	124	3	that	that	SCONJ
ajam-126	124	4	the	the	DET
ajam-126	124	5	four	four	NUM
ajam-126	124	6	variables	variable	NOUN
ajam-126	124	7	identified	identify	VERB
ajam-126	124	8	in	in	ADP
ajam-126	124	9	this	this	DET
ajam-126	124	10	study	study	NOUN
ajam-126	124	11	influence	influence	NOUN
ajam-126	124	12	technology	technology	NOUN
ajam-126	124	13	adoption	adoption	NOUN
ajam-126	124	14	.	.	PUNCT
ajam-126	125	1	the	the	DET
ajam-126	125	2	results	result	NOUN
ajam-126	125	3	were	be	AUX
ajam-126	125	4	as	as	ADP
ajam-126	125	5	shown	show	VERB
ajam-126	125	6	in	in	ADP
ajam-126	125	7	table	table	NOUN
ajam-126	125	8	3	3	NUM
ajam-126	125	9	.	.	PUNCT
ajam-126	126	1	the	the	DET
ajam-126	126	2	study	study	NOUN
ajam-126	126	3	results	result	NOUN
ajam-126	126	4	show	show	VERB
ajam-126	126	5	that	that	SCONJ
ajam-126	126	6	organizational	organizational	ADJ
ajam-126	126	7	factors	factor	NOUN
ajam-126	126	8	,	,	PUNCT
ajam-126	126	9	social	social	ADJ
ajam-126	126	10	and	and	CCONJ
ajam-126	126	11	system	system	NOUN
ajam-126	126	12	characteristics	characteristic	NOUN
ajam-126	126	13	do	do	AUX
ajam-126	126	14	affect	affect	VERB
ajam-126	126	15	technology	technology	NOUN
ajam-126	126	16	adoption	adoption	NOUN
ajam-126	126	17	among	among	ADP
ajam-126	126	18	insurance	insurance	NOUN
ajam-126	126	19	agents	agent	NOUN
ajam-126	126	20	and	and	CCONJ
ajam-126	126	21	that	that	SCONJ
ajam-126	126	22	the	the	DET
ajam-126	126	23	salesperson	salesperson	NOUN
ajam-126	126	24	characteristics	characteristic	VERB
ajam-126	126	25	negatively	negatively	ADV
ajam-126	126	26	influence	influence	VERB
ajam-126	126	27	technology	technology	NOUN
ajam-126	126	28	adoption	adoption	NOUN
ajam-126	126	29	among	among	ADP
ajam-126	126	30	insurance	insurance	NOUN
ajam-126	126	31	agents	agent	NOUN
ajam-126	126	32	.	.	PUNCT
ajam-126	127	1	the	the	DET
ajam-126	127	2	salesperson	salesperson	PROPN
ajam-126	127	3	characteristics	characteristic	NOUN
ajam-126	127	4	that	that	PRON
ajam-126	127	5	really	really	ADV
ajam-126	127	6	affect	affect	VERB
ajam-126	127	7	the	the	DET
ajam-126	127	8	technology	technology	NOUN
ajam-126	127	9	adoption	adoption	NOUN
ajam-126	127	10	include	include	VERB
ajam-126	127	11	the	the	DET
ajam-126	127	12	age	age	NOUN
ajam-126	127	13	and	and	CCONJ
ajam-126	127	14	education	education	NOUN
ajam-126	127	15	levels	level	NOUN
ajam-126	127	16	of	of	ADP
ajam-126	127	17	the	the	DET
ajam-126	127	18	insurance	insurance	NOUN
ajam-126	127	19	agents	agent	NOUN
ajam-126	127	20	.	.	PUNCT
ajam-126	128	1	the	the	DET
ajam-126	128	2	young	young	ADJ
ajam-126	128	3	people	people	NOUN
ajam-126	128	4	seemed	seem	VERB
ajam-126	128	5	to	to	PART
ajam-126	128	6	integrate	integrate	VERB
ajam-126	128	7	technology	technology	NOUN
ajam-126	128	8	into	into	ADP
ajam-126	128	9	their	their	PRON
ajam-126	128	10	work	work	NOUN
ajam-126	128	11	while	while	SCONJ
ajam-126	128	12	the	the	DET
ajam-126	128	13	old	old	ADJ
ajam-126	128	14	were	be	AUX
ajam-126	128	15	glued	glue	VERB
ajam-126	128	16	to	to	ADP
ajam-126	128	17	the	the	DET
ajam-126	128	18	old	old	ADJ
ajam-126	128	19	selling	selling	NOUN
ajam-126	128	20	methods	method	NOUN
ajam-126	128	21	.	.	PUNCT
ajam-126	129	1	it	it	PRON
ajam-126	129	2	was	be	AUX
ajam-126	129	3	also	also	ADV
ajam-126	129	4	noted	note	VERB
ajam-126	129	5	that	that	SCONJ
ajam-126	129	6	the	the	DET
ajam-126	129	7	sales	sale	NOUN
ajam-126	129	8	agents	agent	NOUN
ajam-126	129	9	have	have	AUX
ajam-126	129	10	not	not	PART
ajam-126	129	11	adopted	adopt	VERB
ajam-126	129	12	technology	technology	NOUN
ajam-126	129	13	in	in	ADP
ajam-126	129	14	their	their	PRON
ajam-126	129	15	sales	sale	NOUN
ajam-126	129	16	activities	activity	NOUN
ajam-126	129	17	as	as	SCONJ
ajam-126	129	18	it	it	PRON
ajam-126	129	19	is	be	AUX
ajam-126	129	20	supposed	suppose	VERB
ajam-126	129	21	to	to	PART
ajam-126	129	22	be	be	AUX
ajam-126	129	23	.	.	PUNCT
ajam-126	130	1	the	the	DET
ajam-126	130	2	results	result	NOUN
ajam-126	130	3	of	of	ADP
ajam-126	130	4	this	this	DET
ajam-126	130	5	study	study	NOUN
ajam-126	130	6	are	be	AUX
ajam-126	130	7	in	in	ADP
ajam-126	130	8	line	line	NOUN
ajam-126	130	9	with	with	ADP
ajam-126	130	10	previous	previous	ADJ
ajam-126	130	11	studies	study	NOUN
ajam-126	130	12	on	on	ADP
ajam-126	130	13	tam	tam	X
ajam-126	130	14	e.g.	e.g.	ADV
ajam-126	130	15	homburg	homburg	PROPN
ajam-126	130	16	et	et	PROPN
ajam-126	130	17	al	al	PROPN
ajam-126	130	18	.	.	PROPN
ajam-126	131	1	(	(	PUNCT
ajam-126	131	2	2010	2010	NUM
ajam-126	131	3	)	)	PUNCT
ajam-126	131	4	and	and	CCONJ
ajam-126	131	5	chen	chen	PROPN
ajam-126	131	6	et	et	PROPN
ajam-126	131	7	al	al	PROPN
ajam-126	131	8	.	.	PROPN
ajam-126	132	1	(	(	PUNCT
ajam-126	132	2	2011	2011	NUM
ajam-126	132	3	)	)	PUNCT
ajam-126	132	4	.	.	PUNCT
ajam-126	133	1	discussion	discussion	NOUN
ajam-126	133	2	and	and	CCONJ
ajam-126	133	3	conclusions	conclusion	NOUN
ajam-126	133	4	the	the	DET
ajam-126	133	5	study	study	NOUN
ajam-126	133	6	findings	finding	NOUN
ajam-126	133	7	of	of	ADP
ajam-126	133	8	this	this	DET
ajam-126	133	9	study	study	NOUN
ajam-126	133	10	show	show	VERB
ajam-126	133	11	the	the	DET
ajam-126	133	12	challenges	challenge	NOUN
ajam-126	133	13	in	in	ADP
ajam-126	133	14	automation	automation	NOUN
ajam-126	133	15	of	of	ADP
ajam-126	133	16	sales	sale	NOUN
ajam-126	133	17	force	force	NOUN
ajam-126	133	18	activities	activity	NOUN
ajam-126	133	19	.	.	PUNCT
ajam-126	134	1	like	like	INTJ
ajam-126	134	2	in	in	ADP
ajam-126	134	3	previous	previous	ADJ
ajam-126	134	4	studies	study	NOUN
ajam-126	134	5	(	(	PUNCT
ajam-126	134	6	chen	chen	PROPN
ajam-126	134	7	et	et	PROPN
ajam-126	134	8	al	al	PROPN
ajam-126	134	9	.	.	PROPN
ajam-126	134	10	,	,	PUNCT
ajam-126	134	11	2011	2011	NUM
ajam-126	134	12	)	)	PUNCT
ajam-126	134	13	,	,	PUNCT
ajam-126	134	14	conscientiousness	conscientiousness	NOUN
ajam-126	134	15	is	be	AUX
ajam-126	134	16	positively	positively	ADV
ajam-126	134	17	related	relate	VERB
ajam-126	134	18	to	to	ADP
ajam-126	134	19	the	the	DET
ajam-126	134	20	efficient	efficient	ADJ
ajam-126	134	21	use	use	NOUN
ajam-126	134	22	of	of	ADP
ajam-126	134	23	sales	sale	NOUN
ajam-126	134	24	force	force	NOUN
ajam-126	134	25	automation	automation	NOUN
ajam-126	134	26	227	227	NUM
ajam-126	134	27	afr	afr	NOUN
ajam-126	134	28	.	.	PUNCT
ajam-126	135	1	j.	j.	PROPN
ajam-126	135	2	agric	agric	PROPN
ajam-126	135	3	.	.	PROPN
ajam-126	136	1	mark	mark	PROPN
ajam-126	136	2	.	.	PUNCT
ajam-126	137	1	table	table	NOUN
ajam-126	137	2	3	3	NUM
ajam-126	137	3	.	.	PUNCT
ajam-126	138	1	marginal	marginal	ADJ
ajam-126	138	2	effects	effect	NOUN
ajam-126	138	3	after	after	ADP
ajam-126	138	4	logit	logit	NOUN
ajam-126	138	5	.	.	PUNCT
ajam-126	139	1	variable	variable	PROPN
ajam-126	139	2	dy	dy	PROPN
ajam-126	139	3	/	/	SYM
ajam-126	139	4	dx	dx	PROPN
ajam-126	139	5	std	std	PROPN
ajam-126	139	6	.	.	PUNCT
ajam-126	140	1	err	err	PROPN
ajam-126	140	2	.	.	PUNCT
ajam-126	141	1	z	z	NOUN
ajam-126	141	2	p>|z|	p>|z|	VERB
ajam-126	141	3	[	[	X
ajam-126	141	4	95	95	NUM
ajam-126	141	5	%	%	NOUN
ajam-126	141	6	c.i	c.i	NOUN
ajam-126	141	7	.	.	PROPN
ajam-126	141	8	]	]	PUNCT
ajam-126	142	1	x	x	X
ajam-126	142	2	y	y	PROPN
ajam-126	142	3	zorgan	zorgan	NOUN
ajam-126	142	4	~	~	PROPN
ajam-126	142	5	s	s	PROPN
ajam-126	142	6	-.2531228	-.2531228	PROPN
ajam-126	142	7	.08667	.08667	PROPN
ajam-126	142	8	-2.92	-2.92	NOUN
ajam-126	142	9	0.003	0.003	NUM
ajam-126	142	10	-.423	-.423	PROPN
ajam-126	142	11	-	-	PUNCT
ajam-126	142	12	.	.	PUNCT
ajam-126	142	13	083246	083246	NUM
ajam-126	142	14	-.004102	-.004102	PUNCT
ajam-126	142	15	zsyste	zsyste	PROPN
ajam-126	142	16	~	~	SYM
ajam-126	142	17	s	s	PART
ajam-126	142	18	.098604	.098604	NOUN
ajam-126	142	19	.05148	.05148	PROPN
ajam-126	142	20	1.92	1.92	NUM
ajam-126	142	21	0.055	0.055	NUM
ajam-126	142	22	-.002303	-.002303	PUNCT
ajam-126	142	23	.199511	.199511	NOUN
ajam-126	142	24	.003576	.003576	PUNCT
ajam-126	143	1	zsocia	zsocia	X
ajam-126	143	2	~	~	X
ajam-126	143	3	t	t	PROPN
ajam-126	143	4	-.0100023	-.0100023	PUNCT
ajam-126	143	5	.06245	.06245	PROPN
ajam-126	143	6	-0.16	-0.16	NUM
ajam-126	143	7	0.873	0.873	NUM
ajam-126	143	8	-.132397	-.132397	PUNCT
ajam-126	143	9	.112392	.112392	PRON
ajam-126	143	10	-.00508	-.00508	PUNCT
ajam-126	143	11	zsales	zsale	NOUN
ajam-126	143	12	~	~	SYM
ajam-126	143	13	r	r	NOUN
ajam-126	143	14	.1126984	.1126984	PROPN
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ajam-126	143	16	-1.29	-1.29	PROPN
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ajam-126	143	20	-.121806	-.121806	PUNCT
ajam-126	143	21	_	_	PUNCT
ajam-126	143	22	iage_2	iage_2	PROPN
ajam-126	143	23	*	*	NOUN
ajam-126	143	24	.0135901	.0135901	PROPN
ajam-126	143	25	.13833	.13833	NOUN
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ajam-126	143	27	0.922	0.922	NUM
ajam-126	143	28	-.257526	-.257526	NUM
ajam-126	143	29	.284706	.284706	PROPN
ajam-126	144	1	.322581	.322581	PROPN
ajam-126	145	1	_	_	PUNCT
ajam-126	145	2	iage_3	iage_3	PROPN
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ajam-126	145	8	-.310718	-.310718	PROPN
ajam-126	145	9	.259636	.259636	NOUN
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ajam-126	146	1	_	_	PUNCT
ajam-126	147	1	iage_4	iage_4	PROPN
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ajam-126	147	7	-.259555	-.259555	PUNCT
ajam-126	147	8	.204922	.204922	SYM
ajam-126	148	1	.16129	.16129	PROPN
ajam-126	149	1	_	_	PUNCT
ajam-126	149	2	ieduc~2	ieduc~2	X
ajam-126	149	3	*	*	SYM
ajam-126	149	4	.1846403	.1846403	ADP
ajam-126	149	5	.09342	.09342	PROPN
ajam-126	149	6	1.98	1.98	NUM
ajam-126	149	7	0.048	0.048	NUM
ajam-126	149	8	.001535	.001535	PROPN
ajam-126	150	1	.367745	.367745	PROPN
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ajam-126	151	1	_	_	PUNCT
ajam-126	151	2	ieduc~3	ieduc~3	NOUN
ajam-126	151	3	*	*	SYM
ajam-126	151	4	.5155765	.5155765	PROPN
ajam-126	152	1	.16904	.16904	PROPN
ajam-126	152	2	3.05	3.05	NUM
ajam-126	152	3	0.002	0.002	NUM
ajam-126	152	4	.184264	.184264	NOUN
ajam-126	153	1	.84689	.84689	NOUN
ajam-126	153	2	.070968	.070968	PRON
ajam-126	154	1	_	_	PUNCT
ajam-126	155	1	iexpe~2	iexpe~2	X
ajam-126	155	2	*	*	PUNCT
ajam-126	155	3	.1704035	.1704035	PROPN
ajam-126	156	1	.16131	.16131	PROPN
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ajam-126	156	4	-.14575	-.14575	PROPN
ajam-126	156	5	.486556	.486556	PROPN
ajam-126	156	6	.206452	.206452	VERB
ajam-126	157	1	_	_	PUNCT
ajam-126	157	2	iexpe~3	iexpe~3	NOUN
ajam-126	157	3	*	*	VERB
ajam-126	157	4	-.1212711	-.1212711	PUNCT
ajam-126	157	5	.15866	.15866	PROPN
ajam-126	157	6	-0.76	-0.76	PROPN
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ajam-126	157	8	-.432235	-.432235	PUNCT
ajam-126	157	9	.189693	.189693	PROPN
ajam-126	157	10	.051613	.051613	PROPN
ajam-126	157	11	(	(	PUNCT
ajam-126	157	12	*	*	NOUN
ajam-126	157	13	)	)	PUNCT
ajam-126	157	14	dy	dy	NOUN
ajam-126	157	15	/	/	SYM
ajam-126	157	16	dx	dx	PROPN
ajam-126	157	17	is	be	AUX
ajam-126	157	18	for	for	ADP
ajam-126	157	19	discrete	discrete	ADJ
ajam-126	157	20	change	change	NOUN
ajam-126	157	21	of	of	ADP
ajam-126	157	22	dummy	dummy	ADJ
ajam-126	157	23	variable	variable	NOUN
ajam-126	157	24	from	from	ADP
ajam-126	157	25	0	0	NUM
ajam-126	157	26	to	to	ADP
ajam-126	157	27	1	1	NUM
ajam-126	157	28	;	;	PUNCT
ajam-126	157	29	y	y	PROPN
ajam-126	157	30	=	=	PRON
ajam-126	157	31	pr	pr	X
ajam-126	157	32	(	(	PUNCT
ajam-126	157	33	techadoptionnew4	techadoptionnew4	PROPN
ajam-126	157	34	)	)	PUNCT
ajam-126	157	35	(	(	PUNCT
ajam-126	157	36	predict	predict	NOUN
ajam-126	157	37	)	)	PUNCT
ajam-126	157	38	;	;	PUNCT
ajam-126	158	1	y=	y=	NUM
ajam-126	158	2	0.26004452	0.26004452	NUM
ajam-126	158	3	.	.	PUNCT
ajam-126	159	1	source	source	NOUN
ajam-126	159	2	:	:	PUNCT
ajam-126	159	3	research	research	NOUN
ajam-126	159	4	data	datum	NOUN
ajam-126	159	5	(	(	PUNCT
ajam-126	159	6	2013	2013	NUM
ajam-126	159	7	)	)	PUNCT
ajam-126	159	8	.	.	PUNCT
ajam-126	160	1	(	(	PUNCT
ajam-126	160	2	sfa	sfa	PROPN
ajam-126	160	3	)	)	PUNCT
ajam-126	160	4	for	for	ADP
ajam-126	160	5	planning	planning	NOUN
ajam-126	160	6	and	and	CCONJ
ajam-126	160	7	territory	territory	NOUN
ajam-126	160	8	management	management	NOUN
ajam-126	160	9	.	.	PUNCT
ajam-126	161	1	although	although	SCONJ
ajam-126	161	2	the	the	DET
ajam-126	161	3	benefits	benefit	NOUN
ajam-126	161	4	of	of	ADP
ajam-126	161	5	sfa	sfa	PROPN
ajam-126	161	6	are	be	AUX
ajam-126	161	7	clear	clear	ADJ
ajam-126	161	8	,	,	PUNCT
ajam-126	161	9	management	management	NOUN
ajam-126	161	10	require	require	VERB
ajam-126	161	11	to	to	PART
ajam-126	161	12	provide	provide	VERB
ajam-126	161	13	user	user	NOUN
ajam-126	161	14	support	support	NOUN
ajam-126	161	15	.	.	PUNCT
ajam-126	162	1	users	user	NOUN
ajam-126	162	2	of	of	ADP
ajam-126	162	3	sfa	sfa	PROPN
ajam-126	162	4	can	can	AUX
ajam-126	162	5	produce	produce	VERB
ajam-126	162	6	sales	sale	NOUN
ajam-126	162	7	forecasts	forecast	NOUN
ajam-126	162	8	and	and	CCONJ
ajam-126	162	9	analyze	analyze	VERB
ajam-126	162	10	reasons	reason	NOUN
ajam-126	162	11	for	for	ADP
ajam-126	162	12	won	won	NOUN
ajam-126	162	13	and	and	CCONJ
ajam-126	162	14	lost	lose	VERB
ajam-126	162	15	opportunities	opportunity	NOUN
ajam-126	162	16	.	.	PUNCT
ajam-126	163	1	in	in	ADP
ajam-126	163	2	addition	addition	NOUN
ajam-126	163	3	sales	sale	NOUN
ajam-126	163	4	automation	automation	NOUN
ajam-126	163	5	software	software	NOUN
ajam-126	163	6	enables	enable	VERB
ajam-126	163	7	sales	sale	NOUN
ajam-126	163	8	representatives	representative	NOUN
ajam-126	163	9	to	to	PART
ajam-126	163	10	manage	manage	VERB
ajam-126	163	11	their	their	PRON
ajam-126	163	12	client	client	NOUN
ajam-126	163	13	’s	’s	PART
ajam-126	163	14	lists	list	NOUN
ajam-126	163	15	contacts	contact	NOUN
ajam-126	163	16	,	,	PUNCT
ajam-126	163	17	products	product	NOUN
ajam-126	163	18	,	,	PUNCT
ajam-126	163	19	price	price	NOUN
ajam-126	163	20	lists	list	NOUN
ajam-126	163	21	,	,	PUNCT
ajam-126	163	22	orders	order	NOUN
ajam-126	163	23	,	,	PUNCT
ajam-126	163	24	documents	document	NOUN
ajam-126	163	25	and	and	CCONJ
ajam-126	163	26	electronic	electronic	ADJ
ajam-126	163	27	mail	mail	NOUN
ajam-126	163	28	from	from	ADP
ajam-126	163	29	remote	remote	ADJ
ajam-126	163	30	regions	region	NOUN
ajam-126	163	31	.	.	PUNCT
ajam-126	164	1	the	the	DET
ajam-126	164	2	sfa	sfa	PROPN
ajam-126	164	3	also	also	ADV
ajam-126	164	4	lower	lower	VERB
ajam-126	164	5	the	the	DET
ajam-126	164	6	cost	cost	NOUN
ajam-126	164	7	of	of	ADP
ajam-126	164	8	leads	lead	NOUN
ajam-126	164	9	and	and	CCONJ
ajam-126	164	10	sales	sale	NOUN
ajam-126	164	11	,	,	PUNCT
ajam-126	164	12	enhancing	enhance	VERB
ajam-126	164	13	teamwork	teamwork	NOUN
ajam-126	164	14	and	and	CCONJ
ajam-126	164	15	productivity	productivity	NOUN
ajam-126	164	16	,	,	PUNCT
ajam-126	164	17	improving	improve	VERB
ajam-126	164	18	customer	customer	NOUN
ajam-126	164	19	satisfaction	satisfaction	NOUN
ajam-126	164	20	and	and	CCONJ
ajam-126	164	21	retention	retention	NOUN
ajam-126	164	22	,	,	PUNCT
ajam-126	164	23	facilitating	facilitate	VERB
ajam-126	164	24	communication	communication	NOUN
ajam-126	164	25	with	with	ADP
ajam-126	164	26	the	the	DET
ajam-126	164	27	office	office	NOUN
ajam-126	164	28	and	and	CCONJ
ajam-126	164	29	instantaneous	instantaneous	ADJ
ajam-126	164	30	forecasts	forecast	NOUN
ajam-126	164	31	.	.	PUNCT
ajam-126	165	1	there	there	PRON
ajam-126	165	2	is	be	VERB
ajam-126	165	3	need	need	NOUN
ajam-126	165	4	to	to	PART
ajam-126	165	5	carry	carry	VERB
ajam-126	165	6	out	out	ADP
ajam-126	165	7	a	a	DET
ajam-126	165	8	continuous	continuous	ADJ
ajam-126	165	9	training	training	NOUN
ajam-126	165	10	needs	need	VERB
ajam-126	165	11	assessment	assessment	NOUN
ajam-126	165	12	to	to	PART
ajam-126	165	13	be	be	AUX
ajam-126	165	14	able	able	ADJ
ajam-126	165	15	to	to	PART
ajam-126	165	16	know	know	VERB
ajam-126	165	17	the	the	DET
ajam-126	165	18	gap	gap	NOUN
ajam-126	165	19	between	between	ADP
ajam-126	165	20	what	what	PRON
ajam-126	165	21	the	the	DET
ajam-126	165	22	sales	sale	NOUN
ajam-126	165	23	agents	agent	NOUN
ajam-126	165	24	already	already	ADV
ajam-126	165	25	know	know	VERB
ajam-126	165	26	and	and	CCONJ
ajam-126	165	27	what	what	PRON
ajam-126	165	28	they	they	PRON
ajam-126	165	29	ought	ought	AUX
ajam-126	165	30	to	to	PART
ajam-126	165	31	know	know	VERB
ajam-126	165	32	so	so	SCONJ
ajam-126	165	33	that	that	SCONJ
ajam-126	165	34	any	any	DET
ajam-126	165	35	time	time	NOUN
ajam-126	165	36	there	there	PRON
ajam-126	165	37	is	be	VERB
ajam-126	165	38	a	a	DET
ajam-126	165	39	gap	gap	NOUN
ajam-126	165	40	,	,	PUNCT
ajam-126	165	41	a	a	DET
ajam-126	165	42	training	training	NOUN
ajam-126	165	43	session	session	NOUN
ajam-126	165	44	should	should	AUX
ajam-126	165	45	be	be	AUX
ajam-126	165	46	carried	carry	VERB
ajam-126	165	47	out	out	ADP
ajam-126	165	48	in	in	ADP
ajam-126	165	49	order	order	NOUN
ajam-126	165	50	for	for	SCONJ
ajam-126	165	51	them	they	PRON
ajam-126	165	52	to	to	PART
ajam-126	165	53	appreciate	appreciate	VERB
ajam-126	165	54	and	and	CCONJ
ajam-126	165	55	embrace	embrace	VERB
ajam-126	165	56	technology	technology	NOUN
ajam-126	165	57	.	.	PUNCT
ajam-126	166	1	prior	prior	ADJ
ajam-126	166	2	research	research	NOUN
ajam-126	166	3	provides	provide	VERB
ajam-126	166	4	strong	strong	ADJ
ajam-126	166	5	conceptual	conceptual	ADJ
ajam-126	166	6	as	as	ADV
ajam-126	166	7	well	well	ADV
ajam-126	166	8	as	as	ADP
ajam-126	166	9	empirical	empirical	ADJ
ajam-126	166	10	evidence	evidence	NOUN
ajam-126	166	11	for	for	ADP
ajam-126	166	12	within	within	ADP
ajam-126	166	13	-	-	PUNCT
ajam-126	166	14	level	level	NOUN
ajam-126	166	15	relationships	relationship	NOUN
ajam-126	166	16	at	at	ADP
ajam-126	166	17	the	the	DET
ajam-126	166	18	salespeople	salespeople	NOUN
ajam-126	166	19	’s	’s	PART
ajam-126	166	20	level	level	NOUN
ajam-126	166	21	(	(	PUNCT
ajam-126	166	22	venkatesh	venkatesh	NOUN
ajam-126	166	23	,	,	PUNCT
ajam-126	166	24	2000	2000	NUM
ajam-126	166	25	)	)	PUNCT
ajam-126	166	26	.	.	PUNCT
ajam-126	167	1	the	the	DET
ajam-126	167	2	findings	finding	NOUN
ajam-126	167	3	demonstrate	demonstrate	VERB
ajam-126	167	4	that	that	SCONJ
ajam-126	167	5	coworkers	coworker	NOUN
ajam-126	167	6	’	'	PUNCT
ajam-126	167	7	and	and	CCONJ
ajam-126	167	8	superiors	superior	NOUN
ajam-126	167	9	’	'	PUNCT
ajam-126	167	10	sfa	sfa	NOUN
ajam-126	167	11	adoption	adoption	NOUN
ajam-126	167	12	has	have	VERB
ajam-126	167	13	a	a	DET
ajam-126	167	14	positive	positive	ADJ
ajam-126	167	15	effect	effect	NOUN
ajam-126	167	16	on	on	ADP
ajam-126	167	17	subordinates	subordinate	NOUN
ajam-126	167	18	’	'	PUNCT
ajam-126	167	19	sfa	sfa	NOUN
ajam-126	167	20	adoption	adoption	NOUN
ajam-126	167	21	which	which	PRON
ajam-126	167	22	goes	go	VERB
ajam-126	167	23	beyond	beyond	ADP
ajam-126	167	24	the	the	DET
ajam-126	167	25	commonly	commonly	ADV
ajam-126	167	26	tested	test	VERB
ajam-126	167	27	determinants	determinant	NOUN
ajam-126	167	28	(	(	PUNCT
ajam-126	167	29	homburg	homburg	PROPN
ajam-126	167	30	,	,	PUNCT
ajam-126	167	31	2010	2010	NUM
ajam-126	167	32	)	)	PUNCT
ajam-126	167	33	.	.	PUNCT
ajam-126	168	1	sales	sale	NOUN
ajam-126	168	2	people	people	NOUN
ajam-126	168	3	work	work	VERB
ajam-126	168	4	in	in	ADP
ajam-126	168	5	teams	team	NOUN
ajam-126	168	6	,	,	PUNCT
ajam-126	168	7	and	and	CCONJ
ajam-126	168	8	such	such	ADJ
ajam-126	168	9	,	,	PUNCT
ajam-126	168	10	it	it	PRON
ajam-126	168	11	is	be	AUX
ajam-126	168	12	recommended	recommend	VERB
ajam-126	168	13	that	that	SCONJ
ajam-126	168	14	the	the	DET
ajam-126	168	15	management	management	NOUN
ajam-126	168	16	should	should	AUX
ajam-126	168	17	really	really	ADV
ajam-126	168	18	try	try	VERB
ajam-126	168	19	to	to	PART
ajam-126	168	20	ensure	ensure	VERB
ajam-126	168	21	that	that	SCONJ
ajam-126	168	22	the	the	DET
ajam-126	168	23	teams	team	NOUN
ajam-126	168	24	are	be	AUX
ajam-126	168	25	cohesive	cohesive	ADJ
ajam-126	168	26	and	and	CCONJ
ajam-126	168	27	they	they	PRON
ajam-126	168	28	should	should	AUX
ajam-126	168	29	also	also	ADV
ajam-126	168	30	come	come	VERB
ajam-126	168	31	up	up	ADP
ajam-126	168	32	with	with	ADP
ajam-126	168	33	team	team	NOUN
ajam-126	168	34	building	building	NOUN
ajam-126	168	35	strategies	strategy	NOUN
ajam-126	168	36	which	which	PRON
ajam-126	168	37	will	will	AUX
ajam-126	168	38	enable	enable	VERB
ajam-126	168	39	the	the	DET
ajam-126	168	40	members	member	NOUN
ajam-126	168	41	in	in	ADP
ajam-126	168	42	various	various	ADJ
ajam-126	168	43	teams	team	NOUN
ajam-126	168	44	to	to	PART
ajam-126	168	45	share	share	VERB
ajam-126	168	46	their	their	PRON
ajam-126	168	47	experiences	experience	NOUN
ajam-126	168	48	and	and	CCONJ
ajam-126	168	49	will	will	AUX
ajam-126	168	50	develop	develop	VERB
ajam-126	168	51	each	each	DET
ajam-126	168	52	other	other	ADJ
ajam-126	168	53	as	as	ADV
ajam-126	168	54	far	far	ADV
ajam-126	168	55	as	as	SCONJ
ajam-126	168	56	technology	technology	NOUN
ajam-126	168	57	usage	usage	NOUN
ajam-126	168	58	is	be	AUX
ajam-126	168	59	concerned	concern	VERB
ajam-126	168	60	.	.	PUNCT
ajam-126	169	1	such	such	ADJ
ajam-126	169	2	strategies	strategy	NOUN
ajam-126	169	3	include	include	VERB
ajam-126	169	4	holding	hold	VERB
ajam-126	169	5	team	team	NOUN
ajam-126	169	6	building	building	NOUN
ajam-126	169	7	meetings	meeting	NOUN
ajam-126	169	8	away	away	ADV
ajam-126	169	9	from	from	ADP
ajam-126	169	10	the	the	DET
ajam-126	169	11	normal	normal	ADJ
ajam-126	169	12	working	working	NOUN
ajam-126	169	13	environment	environment	NOUN
ajam-126	169	14	.	.	PUNCT
ajam-126	170	1	the	the	DET
ajam-126	170	2	management	management	NOUN
ajam-126	170	3	of	of	ADP
ajam-126	170	4	insurance	insurance	NOUN
ajam-126	170	5	companies	company	NOUN
ajam-126	170	6	should	should	AUX
ajam-126	170	7	ensure	ensure	VERB
ajam-126	170	8	installations	installation	NOUN
ajam-126	170	9	of	of	ADP
ajam-126	170	10	sfa	sfa	NOUN
ajam-126	170	11	tools	tool	NOUN
ajam-126	170	12	in	in	ADP
ajam-126	170	13	their	their	PRON
ajam-126	170	14	companies	company	NOUN
ajam-126	170	15	in	in	ADP
ajam-126	170	16	order	order	NOUN
ajam-126	170	17	to	to	PART
ajam-126	170	18	reap	reap	VERB
ajam-126	170	19	its	its	PRON
ajam-126	170	20	benefits	benefit	NOUN
ajam-126	170	21	which	which	PRON
ajam-126	170	22	will	will	AUX
ajam-126	170	23	surpass	surpass	VERB
ajam-126	170	24	the	the	DET
ajam-126	170	25	initial	initial	ADJ
ajam-126	170	26	costs	cost	NOUN
ajam-126	170	27	.	.	PUNCT
ajam-126	171	1	sales	sale	NOUN
ajam-126	171	2	force	force	PROPN
ajam-126	171	3	automation	automation	NOUN
ajam-126	171	4	maintains	maintain	VERB
ajam-126	171	5	records	record	NOUN
ajam-126	171	6	of	of	ADP
ajam-126	171	7	customers	customer	NOUN
ajam-126	171	8	and	and	CCONJ
ajam-126	171	9	allows	allow	VERB
ajam-126	171	10	sales	sale	NOUN
ajam-126	171	11	managers	manager	NOUN
ajam-126	171	12	to	to	PART
ajam-126	171	13	track	track	VERB
ajam-126	171	14	the	the	DET
ajam-126	171	15	activities	activity	NOUN
ajam-126	171	16	of	of	ADP
ajam-126	171	17	their	their	PRON
ajam-126	171	18	sales	sale	NOUN
ajam-126	171	19	people	people	NOUN
ajam-126	171	20	.	.	PUNCT
ajam-126	172	1	it	it	PRON
ajam-126	172	2	also	also	ADV
ajam-126	172	3	help	help	VERB
ajam-126	172	4	sales	sale	NOUN
ajam-126	172	5	representatives	representative	NOUN
ajam-126	172	6	sell	sell	VERB
ajam-126	172	7	more	more	ADV
ajam-126	172	8	consultatively	consultatively	ADV
ajam-126	172	9	by	by	ADP
ajam-126	172	10	providing	provide	VERB
ajam-126	172	11	survey	survey	NOUN
ajam-126	172	12	questions	question	NOUN
ajam-126	172	13	to	to	AUX
ajam-126	172	14	access	access	NOUN
ajam-126	172	15	customer	customer	NOUN
ajam-126	172	16	needs	need	NOUN
ajam-126	172	17	,	,	PUNCT
ajam-126	172	18	and	and	CCONJ
ajam-126	172	19	helps	help	VERB
ajam-126	172	20	to	to	PART
ajam-126	172	21	attract	attract	VERB
ajam-126	172	22	new	new	ADJ
ajam-126	172	23	representatives	representative	NOUN
ajam-126	172	24	to	to	ADP
ajam-126	172	25	the	the	DET
ajam-126	172	26	firm	firm	NOUN
ajam-126	172	27	.	.	PUNCT
ajam-126	173	1	other	other	ADJ
ajam-126	173	2	benefits	benefit	NOUN
ajam-126	173	3	of	of	ADP
ajam-126	173	4	sfa	sfa	PROPN
ajam-126	173	5	are	be	AUX
ajam-126	173	6	faster	fast	ADJ
ajam-126	173	7	feedback	feedback	NOUN
ajam-126	173	8	to	to	ADP
ajam-126	173	9	the	the	DET
ajam-126	173	10	marketing	marketing	NOUN
ajam-126	173	11	department	department	NOUN
ajam-126	173	12	of	of	ADP
ajam-126	173	13	product	product	NOUN
ajam-126	173	14	/	/	SYM
ajam-126	173	15	service	service	NOUN
ajam-126	173	16	,	,	PUNCT
ajam-126	173	17	problems	problem	NOUN
ajam-126	173	18	encountered	encounter	VERB
ajam-126	173	19	by	by	ADP
ajam-126	173	20	customers	customer	NOUN
ajam-126	173	21	,	,	PUNCT
ajam-126	173	22	more	more	ADV
ajam-126	173	23	accurate	accurate	ADJ
ajam-126	173	24	pricing	pricing	NOUN
ajam-126	173	25	and	and	CCONJ
ajam-126	173	26	ordering	ordering	NOUN
ajam-126	173	27	process	process	NOUN
ajam-126	173	28	and	and	CCONJ
ajam-126	173	29	the	the	DET
ajam-126	173	30	provision	provision	NOUN
ajam-126	173	31	of	of	ADP
ajam-126	173	32	a	a	DET
ajam-126	173	33	central	central	ADJ
ajam-126	173	34	database	database	NOUN
ajam-126	173	35	of	of	ADP
ajam-126	173	36	customer	customer	NOUN
ajam-126	173	37	profile	profile	NOUN
ajam-126	173	38	.	.	PUNCT
ajam-126	174	1	conflict	conflict	NOUN
ajam-126	174	2	of	of	ADP
ajam-126	174	3	interests	interest	NOUN
ajam-126	174	4	the	the	DET
ajam-126	174	5	authors	author	NOUN
ajam-126	174	6	have	have	AUX
ajam-126	174	7	not	not	PART
ajam-126	174	8	declared	declare	VERB
ajam-126	174	9	any	any	DET
ajam-126	174	10	conflict	conflict	NOUN
ajam-126	174	11	of	of	ADP
ajam-126	174	12	interests	interest	NOUN
ajam-126	174	13	.	.	PUNCT
ajam-126	175	1	references	reference	NOUN
ajam-126	175	2	ajzen	ajzen	NOUN
ajam-126	175	3	i	i	PRON
ajam-126	175	4	(	(	PUNCT
ajam-126	175	5	1985	1985	NUM
ajam-126	175	6	)	)	PUNCT
ajam-126	175	7	.	.	PUNCT
ajam-126	176	1	from	from	ADP
ajam-126	176	2	intentions	intention	NOUN
ajam-126	176	3	to	to	ADP
ajam-126	176	4	actions	action	NOUN
ajam-126	176	5	:	:	PUNCT
ajam-126	176	6	a	a	DET
ajam-126	176	7	theory	theory	NOUN
ajam-126	176	8	of	of	ADP
ajam-126	176	9	planned	planned	ADJ
ajam-126	176	10	behavior	behavior	NOUN
ajam-126	176	11	:	:	PUNCT
ajam-126	176	12	in	in	ADP
ajam-126	176	13	action	action	NOUN
ajam-126	176	14	control	control	NOUN
ajam-126	176	15	:	:	PUNCT
ajam-126	176	16	from	from	ADP
ajam-126	176	17	cognition	cognition	NOUN
ajam-126	176	18	to	to	ADP
ajam-126	176	19	behavior	behavior	NOUN
ajam-126	176	20	.	.	PUNCT
ajam-126	177	1	j.	j.	PROPN
ajam-126	177	2	organizational	organizational	ADJ
ajam-126	177	3	behavior	behavior	NOUN
ajam-126	177	4	and	and	CCONJ
ajam-126	177	5	human	human	ADJ
ajam-126	177	6	decisionprocesses	decisionprocesse	NOUN
ajam-126	177	7	.	.	PUNCT
ajam-126	178	1	4:11	4:11	NUM
ajam-126	178	2	-	-	SYM
ajam-126	178	3	39	39	NUM
ajam-126	178	4	bandura	bandura	NOUN
ajam-126	178	5	a	a	PRON
ajam-126	178	6	(	(	PUNCT
ajam-126	178	7	1986	1986	NUM
ajam-126	178	8	)	)	PUNCT
ajam-126	178	9	.	.	PUNCT
ajam-126	179	1	social	social	ADJ
ajam-126	179	2	foundations	foundation	NOUN
ajam-126	179	3	of	of	ADP
ajam-126	179	4	thought	thought	NOUN
ajam-126	179	5	and	and	CCONJ
ajam-126	179	6	action	action	NOUN
ajam-126	179	7	.	.	PUNCT
ajam-126	180	1	a	a	DET
ajam-126	180	2	social	social	ADJ
ajam-126	180	3	cognitive	cognitive	ADJ
ajam-126	180	4	theory	theory	NOUN
ajam-126	180	5	.	.	PUNCT
ajam-126	181	1	englewood	englewood	PROPN
ajam-126	181	2	cliffs	cliffs	PROPN
ajam-126	181	3	,	,	PUNCT
ajam-126	181	4	nj7	nj7	PROPN
ajam-126	181	5	prentice	prentice	PROPN
ajam-126	181	6	hall	hall	PROPN
ajam-126	181	7	.	.	PUNCT
ajam-126	182	1	chen	chen	PROPN
ajam-126	182	2	c	c	PROPN
ajam-126	182	3	-	-	PUNCT
ajam-126	182	4	w	w	PROPN
ajam-126	182	5	,	,	PUNCT
ajam-126	182	6	tseng	tseng	PROPN
ajam-126	182	7	c	c	PROPN
ajam-126	182	8	-	-	PUNCT
ajam-126	182	9	p	p	X
ajam-126	182	10	,	,	PUNCT
ajam-126	182	11	lee	lee	PROPN
ajam-126	182	12	k	k	PROPN
ajam-126	182	13	-	-	PROPN
ajam-126	182	14	l	l	PROPN
ajam-126	182	15	,	,	PUNCT
ajam-126	182	16	yang	yang	PROPN
ajam-126	182	17	h	h	PROPN
ajam-126	182	18	-	-	PUNCT
ajam-126	182	19	c	c	PROPN
ajam-126	182	20	(	(	PUNCT
ajam-126	182	21	2011	2011	NUM
ajam-126	182	22	)	)	PUNCT
ajam-126	182	23	.	.	PUNCT
ajam-126	183	1	conceptual	conceptual	ADJ
ajam-126	183	2	framework	framework	NOUN
ajam-126	183	3	and	and	CCONJ
ajam-126	183	4	research	research	NOUN
ajam-126	183	5	method	method	NOUN
ajam-126	183	6	for	for	ADP
ajam-126	183	7	personality	personality	NOUN
ajam-126	183	8	traits	trait	NOUN
ajam-126	183	9	and	and	CCONJ
ajam-126	183	10	sales	sale	NOUN
ajam-126	183	11	force	force	NOUN
ajam-126	183	12	automation	automation	NOUN
ajam-126	183	13	usage	usage	NOUN
ajam-126	183	14	,	,	PUNCT
ajam-126	183	15	sci	sci	PROPN
ajam-126	183	16	.	.	PUNCT
ajam-126	183	17	res	res	PROPN
ajam-126	183	18	.	.	PUNCT
ajam-126	184	1	essays	essay	NOUN
ajam-126	184	2	6(17):3784	6(17):3784	NOUN
ajam-126	184	3	-	-	SYM
ajam-126	184	4	3793	3793	NUM
ajam-126	184	5	.	.	PUNCT
ajam-126	185	1	churchill	churchill	PROPN
ajam-126	185	2	ga	ga	PROPN
ajam-126	185	3	(	(	PUNCT
ajam-126	185	4	1973	1973	NUM
ajam-126	185	5	)	)	PUNCT
ajam-126	185	6	.	.	PUNCT
ajam-126	186	1	a	a	DET
ajam-126	186	2	paradigm	paradigm	NOUN
ajam-126	186	3	for	for	ADP
ajam-126	186	4	developing	develop	VERB
ajam-126	186	5	better	well	ADJ
ajam-126	186	6	measures	measure	NOUN
ajam-126	186	7	of	of	ADP
ajam-126	186	8	marketing	marketing	NOUN
ajam-126	186	9	constructs	construct	NOUN
ajam-126	186	10	.	.	PUNCT
ajam-126	187	1	j.	j.	PROPN
ajam-126	187	2	marketing	marketing	PROPN
ajam-126	187	3	research	research	NOUN
ajam-126	187	4	16	16	NUM
ajam-126	187	5	:	:	PUNCT
ajam-126	187	6	64–73	64–73	NUM
ajam-126	187	7	.	.	PUNCT
ajam-126	188	1	davis	davis	PROPN
ajam-126	188	2	fd	fd	PROPN
ajam-126	188	3	,	,	PUNCT
ajam-126	188	4	bagozzi	bagozzi	ADJ
ajam-126	188	5	rp	rp	NOUN
ajam-126	188	6	,	,	PUNCT
ajam-126	188	7	warshaw	warshaw	ADJ
ajam-126	188	8	pr	pr	NOUN
ajam-126	188	9	(	(	PUNCT
ajam-126	188	10	1989	1989	NUM
ajam-126	188	11	)	)	PUNCT
ajam-126	188	12	.	.	PUNCT
ajam-126	189	1	user	user	NOUN
ajam-126	189	2	acceptance	acceptance	NOUN
ajam-126	189	3	of	of	ADP
ajam-126	189	4	computer	computer	NOUN
ajam-126	189	5	technology	technology	NOUN
ajam-126	189	6	:	:	PUNCT
ajam-126	189	7	a	a	DET
ajam-126	189	8	comparison	comparison	NOUN
ajam-126	189	9	of	of	ADP
ajam-126	189	10	two	two	NUM
ajam-126	189	11	theoretical	theoretical	ADJ
ajam-126	189	12	models	model	NOUN
ajam-126	189	13	.	.	PUNCT
ajam-126	190	1	j.	j.	PROPN
ajam-126	190	2	manage	manage	PROPN
ajam-126	190	3	.	.	PUNCT
ajam-126	191	1	sci	sci	PROPN
ajam-126	191	2	.	.	PUNCT
ajam-126	191	3	35(8	35(8	NUM
ajam-126	191	4	):	):	PUNCT
ajam-126	191	5	982	982	NUM
ajam-126	191	6	–	–	PUNCT
ajam-126	191	7	1003	1003	NUM
ajam-126	191	8	.	.	PUNCT
ajam-126	192	1	fishbein	fishbein	PROPN
ajam-126	192	2	m	m	PROPN
ajam-126	192	3	,	,	PUNCT
ajam-126	192	4	ajzen	ajzen	NOUN
ajam-126	192	5	i	i	PRON
ajam-126	192	6	(	(	PUNCT
ajam-126	192	7	1975	1975	NUM
ajam-126	192	8	)	)	PUNCT
ajam-126	192	9	.	.	PUNCT
ajam-126	193	1	belief	belief	NOUN
ajam-126	193	2	,	,	PUNCT
ajam-126	193	3	attitude	attitude	NOUN
ajam-126	193	4	,	,	PUNCT
ajam-126	193	5	intention	intention	NOUN
ajam-126	193	6	and	and	CCONJ
ajam-126	193	7	behavior	behavior	NOUN
ajam-126	193	8	:	:	PUNCT
ajam-126	193	9	an	an	DET
ajam-126	193	10	introduction	introduction	NOUN
ajam-126	193	11	to	to	ADP
ajam-126	193	12	theory	theory	NOUN
ajam-126	193	13	and	and	CCONJ
ajam-126	193	14	research	research	NOUN
ajam-126	193	15	.	.	PUNCT
ajam-126	194	1	reading	reading	NOUN
ajam-126	194	2	,	,	PUNCT
ajam-126	194	3	ma7	ma7	PROPN
ajam-126	194	4	addison	addison	PROPN
ajam-126	194	5	-	-	PUNCT
ajam-126	194	6	wesley	wesley	PROPN
ajam-126	194	7	.	.	PUNCT
ajam-126	195	1	homburg	homburg	PROPN
ajam-126	195	2	c	c	PROPN
ajam-126	195	3	,	,	PUNCT
ajam-126	195	4	jan	jan	PROPN
ajam-126	195	5	w	w	PROPN
ajam-126	195	6	,	,	PUNCT
ajam-126	195	7	christina	christina	PROPN
ajam-126	195	8	k	k	PROPN
ajam-126	195	9	(	(	PUNCT
ajam-126	195	10	2010	2010	NUM
ajam-126	195	11	)	)	PUNCT
ajam-126	195	12	.	.	PUNCT
ajam-126	196	1	social	social	ADJ
ajam-126	196	2	influence	influence	NOUN
ajam-126	196	3	on	on	ADP
ajam-126	196	4	salespeople	salesperson	NOUN
ajam-126	196	5	’s	’s	PART
ajam-126	196	6	adoption	adoption	NOUN
ajam-126	196	7	of	of	ADP
ajam-126	196	8	sales	sale	NOUN
ajam-126	196	9	technology	technology	NOUN
ajam-126	196	10	:	:	PUNCT
ajam-126	196	11	a	a	DET
ajam-126	196	12	martha	martha	PROPN
ajam-126	196	13	228	228	NUM
ajam-126	196	14	multilevel	multilevel	ADJ
ajam-126	196	15	analysis	analysis	NOUN
ajam-126	196	16	,	,	PUNCT
ajam-126	196	17	academy	academy	NOUN
ajam-126	196	18	of	of	ADP
ajam-126	196	19	marketing	marketing	NOUN
ajam-126	196	20	science	science	NOUN
ajam-126	196	21	.	.	PUNCT
ajam-126	197	1	hunter	hunter	PROPN
ajam-126	197	2	gk	gk	PROPN
ajam-126	197	3	,	,	PUNCT
ajam-126	197	4	perreault	perreault	PROPN
ajam-126	197	5	jr	jr	PROPN
ajam-126	197	6	.	.	PROPN
ajam-126	198	1	wd	wd	PROPN
ajam-126	198	2	(	(	PUNCT
ajam-126	198	3	2006	2006	NUM
ajam-126	198	4	)	)	PUNCT
ajam-126	198	5	.	.	PUNCT
ajam-126	199	1	“	"	PUNCT
ajam-126	199	2	sales	sale	NOUN
ajam-126	199	3	technology	technology	NOUN
ajam-126	199	4	orientation	orientation	NOUN
ajam-126	199	5	information	information	NOUN
ajam-126	199	6	effectiveness	effectiveness	NOUN
ajam-126	199	7	,	,	PUNCT
ajam-126	199	8	and	and	CCONJ
ajam-126	199	9	sales	sale	NOUN
ajam-126	199	10	performance	performance	NOUN
ajam-126	199	11	,	,	PUNCT
ajam-126	199	12	”	"	PUNCT
ajam-126	199	13	j.	j.	PROPN
ajam-126	199	14	personal	personal	PROPN
ajam-126	199	15	selling	selling	PROPN
ajam-126	199	16	&	&	CCONJ
ajam-126	199	17	sales	sale	NOUN
ajam-126	199	18	management	management	NOUN
ajam-126	199	19	.	.	PUNCT
ajam-126	200	1	26(2):95–113	26(2):95–113	NUM
ajam-126	200	2	.	.	PUNCT
ajam-126	200	3	kotler	kotler	PROPN
ajam-126	200	4	p	p	PROPN
ajam-126	200	5	,	,	PUNCT
ajam-126	200	6	armstrong	armstrong	PROPN
ajam-126	200	7	g	g	PROPN
ajam-126	200	8	(	(	PUNCT
ajam-126	200	9	2004	2004	NUM
ajam-126	200	10	)	)	PUNCT
ajam-126	200	11	.	.	PUNCT
ajam-126	201	1	principles	principle	NOUN
ajam-126	201	2	of	of	ADP
ajam-126	201	3	marketing	marketing	NOUN
ajam-126	201	4	,	,	PUNCT
ajam-126	201	5	prentice	prentice	NOUN
ajam-126	201	6	hall	hall	PROPN
ajam-126	201	7	new	new	PROPN
ajam-126	201	8	jersey	jersey	PROPN
ajam-126	201	9	,	,	PUNCT
ajam-126	201	10	englewood	englewood	PROPN
ajam-126	201	11	cliffs	cliffs	PROPN
ajam-126	201	12	.	.	PUNCT
ajam-126	202	1	lingaiah	lingaiah	PROPN
ajam-126	202	2	n	n	CCONJ
ajam-126	202	3	,	,	PUNCT
ajam-126	202	4	pires	pire	VERB
ajam-126	202	5	g	g	PROPN
ajam-126	202	6	,	,	PUNCT
ajam-126	202	7	stanton	stanton	PROPN
ajam-126	202	8	j	j	PROPN
ajam-126	202	9	(	(	PUNCT
ajam-126	202	10	2003	2003	NUM
ajam-126	202	11	)	)	PUNCT
ajam-126	202	12	.	.	PUNCT
ajam-126	203	1	an	an	DET
ajam-126	203	2	evaluation	evaluation	NOUN
ajam-126	203	3	of	of	ADP
ajam-126	203	4	marketing	marketing	NOUN
ajam-126	203	5	issues	issue	NOUN
ajam-126	203	6	in	in	ADP
ajam-126	203	7	sales	sale	NOUN
ajam-126	203	8	force	force	NOUN
ajam-126	203	9	automation	automation	NOUN
ajam-126	203	10	.	.	PUNCT
ajam-126	204	1	anzmac	anzmac	ADP
ajam-126	204	2	conference	conference	NOUN
ajam-126	204	3	proceedings	proceeding	NOUN
ajam-126	204	4	adelaide	adelaide	PROPN
ajam-126	204	5	.	.	PUNCT
ajam-126	205	1	markus	markus	PROPN
ajam-126	205	2	r	r	NOUN
ajam-126	205	3	(	(	PUNCT
ajam-126	205	4	1990	1990	NUM
ajam-126	205	5	)	)	PUNCT
ajam-126	205	6	.	.	PUNCT
ajam-126	206	1	toward	toward	ADP
ajam-126	206	2	a	a	DET
ajam-126	206	3	critical	critical	ADJ
ajam-126	206	4	mass	mass	NOUN
ajam-126	206	5	theory	theory	NOUN
ajam-126	206	6	of	of	ADP
ajam-126	206	7	interactive	interactive	ADJ
ajam-126	206	8	media	medium	NOUN
ajam-126	206	9	:	:	PUNCT
ajam-126	206	10	universal	universal	ADJ
ajam-126	206	11	access	access	NOUN
ajam-126	206	12	,	,	PUNCT
ajam-126	206	13	interdependence	interdependence	NOUN
ajam-126	206	14	and	and	CCONJ
ajam-126	206	15	diffusion	diffusion	NOUN
ajam-126	206	16	.	.	PUNCT
ajam-126	207	1	in	in	ADP
ajam-126	207	2	fulk	fulk	PROPN
ajam-126	207	3	j.	j.	PROPN
ajam-126	207	4	,	,	PUNCT
ajam-126	207	5	&	&	CCONJ
ajam-126	207	6	steinfeld	steinfeld	PROPN
ajam-126	207	7	c.	c.	PROPN
ajam-126	207	8	(	(	PUNCT
ajam-126	207	9	eds	eds	PROPN
ajam-126	207	10	.	.	PUNCT
ajam-126	207	11	)	)	PUNCT
ajam-126	207	12	,	,	PUNCT
ajam-126	207	13	organizations	organization	NOUN
ajam-126	207	14	and	and	CCONJ
ajam-126	207	15	communication	communication	NOUN
ajam-126	207	16	technology	technology	NOUN
ajam-126	207	17	.	.	PUNCT
ajam-126	208	1	pp	pp	X
ajam-126	208	2	.	.	PUNCT
ajam-126	209	1	194–218	194–218	NUM
ajam-126	209	2	.	.	PUNCT
ajam-126	210	1	jean	jean	PROPN
ajam-126	210	2	-	-	PUNCT
ajam-126	210	3	michael	michael	PROPN
ajam-126	210	4	m	m	PROPN
ajam-126	210	5	,	,	PUNCT
ajam-126	210	6	ganeal	ganeal	PROPN
ajam-126	210	7	b	b	PROPN
ajam-126	210	8	(	(	PUNCT
ajam-126	210	9	2008).”effects	2008).”effects	NUM
ajam-126	210	10	of	of	ADP
ajam-126	210	11	sales	sale	NOUN
ajam-126	210	12	force	force	NOUN
ajam-126	210	13	automation	automation	NOUN
ajam-126	210	14	use	use	NOUN
ajam-126	210	15	on	on	ADP
ajam-126	210	16	sales	sale	NOUN
ajam-126	210	17	force	force	NOUN
ajam-126	210	18	activities	activity	NOUN
ajam-126	210	19	and	and	CCONJ
ajam-126	210	20	customer	customer	NOUN
ajam-126	210	21	relationship	relationship	NOUN
ajam-126	210	22	management	management	NOUN
ajam-126	210	23	processes	process	NOUN
ajam-126	210	24	”	"	PUNCT
ajam-126	210	25	j	j	PROPN
ajam-126	210	26	personal	personal	ADJ
ajam-126	210	27	selling	selling	NOUN
ajam-126	210	28	sales	sale	NOUN
ajam-126	210	29	manage	manage	VERB
ajam-126	210	30	,	,	PUNCT
ajam-126	210	31	.28(2):67	.28(2):67	PUNCT
ajam-126	210	32	-	-	PUNCT
ajam-126	210	33	184	184	NUM
ajam-126	210	34	.	.	PUNCT
ajam-126	211	1	mathieson	mathieson	PROPN
ajam-126	211	2	k	k	PROPN
ajam-126	211	3	(	(	PUNCT
ajam-126	211	4	1991	1991	NUM
ajam-126	211	5	)	)	PUNCT
ajam-126	211	6	.	.	PUNCT
ajam-126	212	1	predicting	predict	VERB
ajam-126	212	2	user	user	NOUN
ajam-126	212	3	intentions	intention	NOUN
ajam-126	212	4	:	:	PUNCT
ajam-126	212	5	comparing	compare	VERB
ajam-126	212	6	the	the	DET
ajam-126	212	7	technology	technology	NOUN
ajam-126	212	8	acceptance	acceptance	NOUN
ajam-126	212	9	model	model	NOUN
ajam-126	212	10	with	with	ADP
ajam-126	212	11	the	the	DET
ajam-126	212	12	theory	theory	NOUN
ajam-126	212	13	of	of	ADP
ajam-126	212	14	planned	plan	VERB
ajam-126	212	15	behavior	behavior	NOUN
ajam-126	212	16	.	.	PUNCT
ajam-126	213	1	inform	inform	NOUN
ajam-126	213	2	.	.	PUNCT
ajam-126	214	1	syst	syst	PROPN
ajam-126	214	2	.	.	PUNCT
ajam-126	215	1	res	re	NOUN
ajam-126	215	2	.	.	PUNCT
ajam-126	216	1	2(3	2(3	NUM
ajam-126	216	2	):	):	PUNCT
ajam-126	216	3	173	173	NUM
ajam-126	216	4	-	-	SYM
ajam-126	216	5	191	191	NUM
ajam-126	216	6	.	.	PUNCT
ajam-126	217	1	musalem	musalem	PROPN
ajam-126	217	2	a	a	PRON
ajam-126	217	3	,	,	PUNCT
ajam-126	217	4	yogesh	yogesh	PROPN
ajam-126	217	5	vj	vj	PROPN
ajam-126	217	6	(	(	PUNCT
ajam-126	217	7	2009	2009	NUM
ajam-126	217	8	)	)	PUNCT
ajam-126	217	9	.	.	PUNCT
ajam-126	218	1	”	"	PUNCT
ajam-126	218	2	how	how	SCONJ
ajam-126	218	3	much	much	ADJ
ajam-126	218	4	should	should	AUX
ajam-126	218	5	you	you	PRON
ajam-126	218	6	invest	invest	VERB
ajam-126	218	7	in	in	ADP
ajam-126	218	8	each	each	DET
ajam-126	218	9	customer	customer	NOUN
ajam-126	218	10	relationship	relationship	NOUN
ajam-126	218	11	?	?	PUNCT
ajam-126	219	1	a	a	DET
ajam-126	219	2	competitive	competitive	ADJ
ajam-126	219	3	strategic	strategic	ADJ
ajam-126	219	4	approach	approach	NOUN
ajam-126	219	5	”	"	PUNCT
ajam-126	219	6	market	market	NOUN
ajam-126	219	7	.	.	PUNCT
ajam-126	220	1	sci	sci	PROPN
ajam-126	220	2	.	.	PUNCT
ajam-126	221	1	28(3):555	28(3):555	NUM
ajam-126	221	2	-	-	SYM
ajam-126	221	3	565	565	NUM
ajam-126	221	4	.	.	PUNCT
ajam-126	222	1	parasuraman	parasuraman	NOUN
ajam-126	222	2	a	a	PROPN
ajam-126	222	3	,	,	PUNCT
ajam-126	222	4	dhrum	dhrum	ADJ
ajam-126	222	5	g	g	PROPN
ajam-126	222	6	(	(	PUNCT
ajam-126	222	7	2000).”serving	2000).”serving	NUM
ajam-126	222	8	customers	customer	NOUN
ajam-126	222	9	and	and	CCONJ
ajam-126	222	10	consumers	consumer	NOUN
ajam-126	222	11	effectively	effectively	ADV
ajam-126	222	12	in	in	ADP
ajam-126	222	13	the	the	DET
ajam-126	222	14	twenty	twenty	NUM
ajam-126	222	15	-first	-first	ADJ
ajam-126	222	16	century	century	NOUN
ajam-126	222	17	;	;	PUNCT
ajam-126	222	18	a	a	DET
ajam-126	222	19	conceptual	conceptual	ADJ
ajam-126	222	20	framework	framework	NOUN
ajam-126	222	21	and	and	CCONJ
ajam-126	222	22	overview	overview	NOUN
ajam-126	222	23	”	"	PUNCT
ajam-126	222	24	,	,	PUNCT
ajam-126	222	25	j.	j.	PROPN
ajam-126	222	26	acad	acad	PROPN
ajam-126	222	27	.	.	PUNCT
ajam-126	223	1	mrkt	mrkt	X
ajam-126	223	2	.	.	PUNCT
ajam-126	224	1	sci	sci	PROPN
ajam-126	224	2	.	.	PUNCT
ajam-126	225	1	28(1):9	28(1):9	PROPN
ajam-126	225	2	-	-	SYM
ajam-126	225	3	12	12	NUM
ajam-126	225	4	.	.	PUNCT
ajam-126	226	1	taylor	taylor	PROPN
ajam-126	226	2	s	s	PROPN
ajam-126	226	3	,	,	PUNCT
ajam-126	226	4	todd	todd	PROPN
ajam-126	226	5	pa	pa	PROPN
ajam-126	226	6	(	(	PUNCT
ajam-126	226	7	1995	1995	NUM
ajam-126	226	8	)	)	PUNCT
ajam-126	226	9	.	.	PUNCT
ajam-126	227	1	understanding	understand	VERB
ajam-126	227	2	information	information	NOUN
ajam-126	227	3	technology	technology	NOUN
ajam-126	227	4	usage	usage	NOUN
ajam-126	227	5	:	:	PUNCT
ajam-126	227	6	a	a	DET
ajam-126	227	7	test	test	NOUN
ajam-126	227	8	of	of	ADP
ajam-126	227	9	competing	compete	VERB
ajam-126	227	10	models	model	NOUN
ajam-126	227	11	.	.	PUNCT
ajam-126	228	1	inform	inform	NOUN
ajam-126	228	2	.	.	PUNCT
ajam-126	229	1	syst	syst	NOUN
ajam-126	229	2	.	.	PUNCT
ajam-126	230	1	res	re	NOUN
ajam-126	230	2	.	.	PUNCT
ajam-126	231	1	6:144	6:144	NUM
ajam-126	231	2	-	-	SYM
ajam-126	231	3	176.venkatesh	176.venkatesh	NUM
ajam-126	231	4	v	v	NOUN
ajam-126	231	5	(	(	PUNCT
ajam-126	231	6	2000	2000	NUM
ajam-126	231	7	)	)	PUNCT
ajam-126	231	8	.	.	PUNCT
ajam-126	232	1	determinants	determinant	NOUN
ajam-126	232	2	of	of	ADP
ajam-126	232	3	perceived	perceive	VERB
ajam-126	232	4	ease	ease	NOUN
ajam-126	232	5	of	of	ADP
ajam-126	232	6	use	use	NOUN
ajam-126	232	7	:	:	PUNCT
ajam-126	232	8	integrating	integrate	VERB
ajam-126	232	9	control	control	NOUN
ajam-126	232	10	,	,	PUNCT
ajam-126	232	11	intrinsic	intrinsic	ADJ
ajam-126	232	12	motivation	motivation	NOUN
ajam-126	232	13	,	,	PUNCT
ajam-126	232	14	and	and	CCONJ
ajam-126	232	15	emotion	emotion	NOUN
ajam-126	232	16	into	into	ADP
ajam-126	232	17	the	the	DET
ajam-126	232	18	technology	technology	NOUN
ajam-126	232	19	acceptance	acceptance	NOUN
ajam-126	232	20	model	model	NOUN
ajam-126	232	21	.	.	PUNCT
ajam-126	233	1	inform	inform	NOUN
ajam-126	233	2	.	.	PUNCT
ajam-126	234	1	syst	syst	PROPN
ajam-126	234	2	.	.	PUNCT
ajam-126	235	1	res	re	NOUN
ajam-126	235	2	.	.	PUNCT
ajam-126	236	1	11(4	11(4	NUM
ajam-126	236	2	):	):	PUNCT
ajam-126	236	3	342–365	342–365	NUM
ajam-126	236	4	.	.	PUNCT
ajam-126	237	1	venkatesh	venkatesh	PROPN
ajam-126	237	2	v	v	PROPN
ajam-126	237	3	,	,	PUNCT
ajam-126	237	4	davis	davis	PROPN
ajam-126	237	5	fd	fd	PROPN
ajam-126	237	6	(	(	PUNCT
ajam-126	237	7	2000	2000	NUM
ajam-126	237	8	)	)	PUNCT
ajam-126	237	9	.	.	PUNCT
ajam-126	238	1	a	a	DET
ajam-126	238	2	theoretical	theoretical	ADJ
ajam-126	238	3	extension	extension	NOUN
ajam-126	238	4	of	of	ADP
ajam-126	238	5	the	the	DET
ajam-126	238	6	technology	technology	NOUN
ajam-126	238	7	acceptance	acceptance	NOUN
ajam-126	238	8	model	model	NOUN
ajam-126	238	9	:	:	PUNCT
ajam-126	238	10	four	four	NUM
ajam-126	238	11	longitudinal	longitudinal	ADJ
ajam-126	238	12	field	field	NOUN
ajam-126	238	13	studies	study	NOUN
ajam-126	238	14	.	.	PUNCT
ajam-126	239	1	j.	j.	PROPN
ajam-126	239	2	manage	manage	PROPN
ajam-126	239	3	.	.	PUNCT
ajam-126	240	1	sci	sci	PROPN
ajam-126	240	2	.	.	PUNCT
ajam-126	241	1	46(2):186	46(2):186	PROPN
ajam-126	241	2	–	–	PUNCT
ajam-126	241	3	204	204	NUM
ajam-126	241	4	.	.	PUNCT
ajam-126	242	1	weitz	weitz	PROPN
ajam-126	242	2	ba	ba	PROPN
ajam-126	242	3	,	,	PUNCT
ajam-126	242	4	bradford	bradford	PROPN
ajam-126	242	5	kd	kd	PROPN
ajam-126	242	6	(	(	PUNCT
ajam-126	242	7	1999	1999	NUM
ajam-126	242	8	)	)	PUNCT
ajam-126	242	9	.	.	PUNCT
ajam-126	243	1	personal	personal	ADJ
ajam-126	243	2	selling	selling	NOUN
ajam-126	243	3	and	and	CCONJ
ajam-126	243	4	sales	sale	NOUN
ajam-126	243	5	management	management	NOUN
ajam-126	243	6	:	:	PUNCT
ajam-126	243	7	a	a	DET
ajam-126	243	8	relationship	relationship	NOUN
ajam-126	243	9	marketing	marketing	NOUN
ajam-126	243	10	perspective	perspective	NOUN
ajam-126	243	11	,	,	PUNCT
ajam-126	243	12	j.	j.	PROPN
ajam-126	243	13	acad	acad	PROPN
ajam-126	243	14	.	.	PUNCT
ajam-126	244	1	mrkt	mrkt	X
ajam-126	244	2	.	.	PUNCT
ajam-126	245	1	sci	sci	PROPN
ajam-126	245	2	.	.	PUNCT
ajam-126	246	1	27(2):241	27(2):241	PROPN
ajam-126	246	2	-	-	NUM
ajam-126	246	3	254	254	NUM
ajam-126	246	4	.	.	PUNCT
ajam-126	247	1	©	©	PROPN
ajam-126	247	2	author(s	author(s	PROPN
ajam-126	247	3	)	)	PUNCT
ajam-126	247	4	retain	retain	VERB
ajam-126	247	5	the	the	DET
ajam-126	247	6	copyright	copyright	NOUN
ajam-126	247	7	of	of	ADP
ajam-126	247	8	this	this	DET
ajam-126	247	9	article	article	NOUN
ajam-126	247	10	.	.	PUNCT