Wireless sales force automation: concept and cases

Authors:
Brett Walker;Stuart J. Barnes
Affiliations:
Centre for Interuniversity Research and Analysis on Organizations, 2020, University St., 25th Floor, Montreal, Quebec, H3A 2A5, Canada.;School of Information Management, Victoria University of Wellington, P.O. Box 600, Wellington, New Zealand
Venue:
International Journal of Mobile Communications
Year:
2005

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Abstract

This study examines the impacts of mobile sales force automation on three organisations operating in food-related industries. The findings demonstrate that wireless technologies can enhance the benefits of traditional sales force automation, but that fundamental transformation of processes and value proposition is not yet apparent. The paper concludes with recommendations for future practice and research.