Search results for "Sales force automation"
showing 5 items of 5 documents
Intention to use mobile customer relationship management systems
2014
Purpose – The purpose of this paper is to investigate the behavioral intentions of business-to-business (B2B) sales managers to use mobile customer relationship management (CRM) systems in the course of their day-to-day activities. Design/methodology/approach – An extended Technology Acceptance Model (TAM) of mobile CRM system adoption is developed and tested with data from 105 international sales managers representing five B2B companies. Findings – The study extends the TAM framework with three additional constructs derived from mobile technology and sales force automation literature, namely personal innovativeness in the domain of IT, perceived risk, and perceived reachability. The model…
Barriers to the use of mobile sales force automation systems: a salesperson’s perspective
2015
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 barriers (customer knowledge, quality of information and the characteristics of mobile devices) to a mobile SFA system use and identifies two additional barriers: lack of time and optimization issues…
La actitud del vendedor ante las innovaciones tecnológicas y su influencia en su desempeño en las ventas
2017
El objetivo de este trabajo es determinar cómo la actitud que tienen los vendedores ante la tecnología puede representar un factor decisivo en la implementación de los procesos de automatización de la fuerza de ventas (AFV). Se parte del modelo de aceptación tecnológica (tam, por su sigla en inglés), que asume que la actitud viene determinada por la utilidad percibida y por la facilidad de uso de esta, e introducimos como novedad en el modelo su relación con el desempeño. Se contrasta el modelo conceptual en una muestra de vendedores colombianos a través de un modelo de ecuaciones estructurales. Los resultados establecen que la percepción de la facilidad de uso de la tecnología influye posi…
Salesperson adoption and usage of mobile sales configuration tools
2018
PurposeThe purpose of this paper is to examine salespersons’ adoption and usage of mobile sales configuration tools (MSCT) and to identify areas for further development in this realm. Another objective is to offer a conceptualization of MSCT adoption.Design/methodology/approachFor this purpose, a qualitative case study approach was selected as the research method to better understand acceptance of a mobile configuration tool used by business-to-business (B2B) salespersons. Primary data were collected through semi-structured interviews, which included a series of open-ended questions to gain more detailed and contextual data.FindingsThe results obtained from the interviews indicated several …
Mobile Technology Adoption and the Effects of Cultural Factors
2019
Mobile technologies are an important part of human life in both the personal and professional realms. Many services (banking, news, health, education, etc.) that traditionally offered either face-to-face, telephone, or other conventional platforms and technologies are now establishing services on mobile platforms as well. Mobile gadgets are now also being used by company employees as sales automation tools. The importance of culture in technology adoption and usage has been well-established. The adoption of any technology includes a set of factors that determine if the technology is either accepted or rejected, and the individual strengths of these determining factors may vary greatly, depe…