Barriers to the use of mobile sales force automation systems: a salesperson’s perspective
Volume: 17, Issue: 2, Pages: 121 - 140
Published: May 11, 2015
Abstract
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....
Paper Details
Title
Barriers to the use of mobile sales force automation systems: a salesperson’s perspective
Published Date
May 11, 2015
Volume
17
Issue
2
Pages
121 - 140
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