The perceived impact of mobile sales force automation systems on salespeople's performance

Eusebio Scornavacca, Adam Sutherland

Research output: Chapter in Book/Report/Conference proceedingConference contribution

4 Scopus citations

Abstract

Research on the use of mobile applications by the sales force has increased over the past couple of years, however, little is still known about the impact of these solutions on the salespeople's performance. This paper explores the perceived impact of mobile sales force automation (mSFA) on salespeople's performance. The findings indicate that salespeople and management share different perceptions in regards to the extent that mSFA could improve individual performance. The paper concludes with a summary of the findings and recommendations for future research.

Original languageEnglish (US)
Title of host publicationProceedings - 7th International Conference on Mobile Business, ICMB 2008, Creativity and Convergence
Pages270-279
Number of pages10
DOIs
StatePublished - 2008
Externally publishedYes
Event7th International Conference on Mobile Business, ICMB 2008, Creativity and Convergence - Barcelona, Spain
Duration: Jul 7 2008Jul 8 2008

Publication series

NameProceedings - 7th International Conference on Mobile Business, ICMB 2008, Creativity and Convergence

Conference

Conference7th International Conference on Mobile Business, ICMB 2008, Creativity and Convergence
Country/TerritorySpain
CityBarcelona
Period7/7/087/8/08

ASJC Scopus subject areas

  • Computer Networks and Communications
  • Computer Vision and Pattern Recognition

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