Discriminant analyses of field sales force adoption of wireless technologies

  • Authors:

  • Susan DelVecchio;Elaine Seeman

  • Affiliations:

  • Department of Marketing, College of Business, East Carolina University, 3416 Bate Building, Greenville, NC 27858-4353, USA.;Department of Decision Sciences, East Carolina University, 342 Slay Hall, Greenville, NC 27858-4353, USA

  • Venue:
  • International Journal of Mobile Communications
  • Year:
  • 2007

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Abstract

Although mobile computing offers the field salesperson distinct dvantages, adoption lags. This study examined differences in sales organisations. We found distinctive differences between non-adopters, adopters and innovators. Adopters tend to be more customer-driven relying on smaller well supported sales forces. Field sales forces yet to adopt are less likely to value customer-driven strategies. IT vendors can target new markets by identifying these strategic differences. Management of firms that have not yet adopted and are not sufficiently customer-driven may be exposing themselves to competitive vulnerabilities.