Wireless sales force automation: concept and cases. (5th May 2005)

• Record Type: Journal Article
• Authors: Walker, Brett; Barnes, Stuart J.
• Is Part Of: International journal of mobile communications. Volume 3:Number 4(2005)
• Page Start: 411
• Page End: 427
• Publication Date: 2005-05-05
• Subjects: sales force automation -- wireless communications -- mobile communications -- strategic impact -- food industry -- mobile sales force -- New Zealand; Mobile communication systems -- Periodicals; Wireless communication systems -- Periodicals; 384.53
• Languages: English
• ISSNs: 1470-949X

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.