The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation

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. Research limitations/implications – The explorative nature of the study and the qualitative method employed limit the generalizability of the results. The propositions could be further validated and tested with a wider population. Practical implications – Organizations wishing to speed the adoption of a mobile SFA system should evaluate the importance and significance of the five identified barriers to adoption, and plan how to overcome them. It is important for the providers of the mobile SFA systems to focus on developing systems that can exploit the different characteristics of each channel and, in parallel, overcome the inherent limitations of any single channel. The content of an SFA system should be customizable for each type of mobile device. Originality/value – Ever increasing mobility has led to a rise in the use of smartphones and tablet PCs (tablets) in business and the consequent growth in the use of SFA systems. Although SFA systems have been studied for roughly 30 years, little is known of the impact of newly developed mobile devices on sales management and sales personnel.

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Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective

Sir Syed Research Journal of Engineering & Technology ◽

10.33317/ssurj.v1i1.111 ◽

2019 ◽

Vol 1 (1) ◽

Author(s):

Adeel Naqvi ◽

Imad-ud-din Akber

Keyword(s):

Multivariate Analysis ◽

Positive Relationship ◽

Sales Force ◽

Automation System ◽

Wireless Devices ◽

Sales Forecast ◽

Sales Force Automation ◽

Sales Team ◽

Dependent Variables ◽

The Impact

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.

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The Effects of Organizational Absorptive Capacity, Professional Experience and Training over the Use of Sales Force Automation

Electronic Journal of Knowledge Management ◽

10.34190/ejkm.19.1.2148 ◽

2021 ◽

Vol 19 (1) ◽

pp. 15-32

Author(s):

Kaouther Jridi ◽

Amel Chaabouni

Keyword(s):

Absorptive Capacity ◽

Positive Impact ◽

Positive Influence ◽

Sales Force ◽

Structural Equations ◽

Professional Experience ◽

Continuous Training ◽

Sales Force Automation ◽

Absorptive Capacities ◽

The Impact

This research brings out the impact of training and professional experience on organizational absorptive capacity and the use of Sales Force Automation (SFA). A quantitative study was conducted on a sample of 186 medical sales representatives who work in the pharmaceutical industry. The method of structural equations based on the PLS approach and linear regression have been deployed for data analysis. The results reveal a positive impact of the training over organizational absorptive capacity (potential absorptive capacity and realized absorptive capacity) and the use of SFA as well as a positive impact of professional experience on organizational absorptive capacity. Furthermore, the organizational absorptive capacity has a positive influence on the use of the SFA. This study contributes to the literature on SFA use by examining the role of training, professional experience, realized and potential absorptive capacities in the SFA use. This research is appropriate for managers of pharmaceutical companies who constantly seek to improve the use of SFA technologies. Thus, the staff of these companies is more likely to perform their duties in a way that promotes their realized and potential absorptive capacities and the best use of SFA through continuous training for inexperienced and experienced salespeople.

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The SCM, CRM Information System, and KM – An Integrating Theoretical View

Handbook of Research on Information Management for Effective Logistics and Supply Chains - Advances in Logistics, Operations, and Management Science ◽

10.4018/978-1-5225-0973-8.ch013 ◽

2017 ◽

pp. 239-254

Author(s):

Kaouther Jridi ◽

Dhouha Jaziri-Bouagina ◽

Abdelfattah Triki

Keyword(s):

Information System ◽

Supply Chain ◽

Customer Relationship Management ◽

Relationship Management ◽

Sales Force ◽

Customer Relationship ◽

Crucial Aspect ◽

Chain Management ◽

Sales Force Automation ◽

The Impact

Many researchers have treated the sales force automation (SFA) and acknowledged its benefits for the company. However, very few of them have considered the SFA as an effective tool of customer relationship management. Hence, this present chapter aims to advance a new theoretical and managerial vision where the SFA is revisited through the consideration of the customer relationship management but also, by scrutinizing its key role through the knowledge management to optimize the commercial function as a crucial aspect of the supply chain management. Particularly, the impact on the sellers' performance will be discussed. In this case, the commercial function is concerned as a partial supply chain.

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Perceptions of the Impact of Mobile Sales Force Automation on Salespeople’s Performance

Strategy, Adoption, and Competitive Advantage of Mobile Services in the Global Economy - Advances in E-Business Research ◽

10.4018/978-1-4666-1939-5.ch010 ◽

2013 ◽

pp. 189-202

Author(s):

Eusebio Scornavacca ◽

Sid L. Huff ◽

Hartmut Hoehle ◽

Adam Sutherland

Keyword(s):

Individual Performance ◽

Sales Force ◽

Sales Force Automation ◽

Overall Performance ◽

Perceived Impact ◽

The Impact

While mobile sales force automation (mSFA) has been studied by a number of researchers, little is yet known about the impact of these solutions on the overall performance of salespeople. This chapter explores the perceived impact of mSFA on salespeople’s performance, as seen by the salespeople themselves and also by their manager. The findings indicate that salespeople and management share different perceptions in regards to the extent that mSFA could improve individual performance.

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Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective

Sir Syed Research Journal of Engineering & Technology ◽

10.33317/ssurj.v9i1.111 ◽

2019 ◽

Vol 9 (1) ◽

Author(s):

Adeel Naqvi ◽

Imad-ud-din Akber

Keyword(s):

Multivariate Analysis ◽

Positive Relationship ◽

Sales Force ◽

Automation System ◽

Wireless Devices ◽

Sales Forecast ◽

Sales Force Automation ◽

Sales Team ◽

Dependent Variables ◽

The Impact

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.

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The Effect of Taxation and Corruption on Firm Growth: An Empirical Investigation for Vietnam

Journal of Economics and Development ◽

10.33301/2016.18.03.01 ◽

2016 ◽

pp. 5-29

Author(s):

Bich Le Thi Ngoc

Keyword(s):

International Development ◽

Firm Growth ◽

Empirical Investigation ◽

Manufacturing Firms ◽

Economic Management ◽

Tax Rate ◽

Percentage Point Increase ◽

Percentage Points ◽

Point Increase ◽

The Impact

The aim of this study is to analyze empirically the impact of taxation and corruption on the growth of manufacturing firms in Vietnam. The study employed pooled OLS estimation and then instrument variables with fixed effect for the panel data of 1377 firms in Vietnam from 2005 to 2011. These data were obtained from the survey of the Central Institute for Economic Management and the Danish International Development Agency. The results show that both taxation and corruption are negatively associated with firm growth measured by firm sales adjusted according to the GDP deflator. A one-percentage point increase in the bribery rate is linked with a reduction of 16,883 percentage points in firm revenue, over four and a half times bigger than the effect of a one-percentage point increase in the tax rate. From the findings of this research, the author recommends the Vietnam government to lessen taxation on firms and that there should be an urgent revolution in anti-corruption policies as well as bureaucratic improvement in Vietnam.

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SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION

Jurnal Ilmiah Matrik ◽

10.33557/jurnalmatrik.v20i3.469 ◽

2019 ◽

Vol 20 (3) ◽

pp. 214-223

Author(s):

Vivi Sahfitri

Keyword(s):

Information System ◽

Customer Service ◽

Sales Force ◽

Sales Force Automation ◽

Sales Process ◽

Marketing Area ◽

Consumer Dissatisfaction ◽

Product Manufacturer ◽

The Way

The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.

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