Barriers to the use of mobile sales force automation systems: a salesperson's perspective

@article{Sinisalo2015BarriersTT,
  title={Barriers to the use of mobile sales force automation systems: a salesperson's perspective},
  author={Jaakko Sinisalo and Heikki Karjaluoto and Saila Saraniemi},
  journal={J. Systems and IT},
  year={2015},
  volume={17},
  pages={121-140}
}
Purpose – The purpose of this paper is to examine the barriers associated with the adoption and use of mobile sales force automation (SFA) systems from a salesperson’s perspective. Design/methodology/approach – A qualitative investigation of two business-to-business companies was conducted. Data collected from ten semi-structured interviews with directors or sales managers were analyzed to understand the main barriers to SFA system adoption. Findings – The study confirms the existence of three… CONTINUE READING

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Key Quantitative Results

  • From a managerial viewpoint, implementation of mobile SFA is found to improve sales force productivity by up to 150% (Aberdeen Group, 2007).

Explore Further: Topics Discussed in This Paper

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