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

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.

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

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.

Reconnoitering the Impact of Education on Observance of Purdah (Veil)

2021 ◽  
Vol 39 (- 1) ◽  
Author(s):  
Imran ◽  
Shahid Iqbal
Keyword(s):  
Multivariate Analysis ◽  
Positive Relationship ◽  
Survey Methodology ◽  
Family Values ◽  
Test Statistics ◽  
Traditional Values ◽  
Chi Square ◽  
Dependent Variables ◽  
The Impact ◽  
The Relationship

The study was designed to explore perceptions of different stakeholders regarding the impact of education on the observance of Purdah in the wake of modernization. To examine the phenomena, the Survey methodology was used for investigation. The quantitative data was obtained through a five-point Likert scale questionnaire from different sampled groups i.e. intellectuals, lawyers, politicians, community leaders, and literary persons. The data was analyzed through univariate, bivariate, and multivariate analyses. The association between independent and dependent variables was measured through Chi-square (χ2) whereas multivariate analysis was employed while controlling marital status. The overall findings signposted a non-significant and positive relationship between increased schooling breaks down traditional values and norms, including family values and change in observance of Purdah. On another hand, a significant and positive relationship was identified between education as one of the important indicators of modernization in Pakhtun society and the dependent variable. Similarly, the relationship between modernization leads to the emergence of different types of education systems in Pakistan, and the observance of Purdah was noticed as significant and positive. The overall test statistics of the multivariate analysis revealed a highly significant, positive, and non-spurious relationship.

scholarly journals Barriers to the use of mobile sales force automation systems: a salesperson’s perspective

2015 ◽  
Vol 17 (2) ◽  
pp. 121-140 ◽  
Author(s):  
Jaakko Sinisalo ◽  
Heikki Karjaluoto ◽  
Saila Saraniemi
Keyword(s):  
Mobile Devices ◽  
Single Channel ◽  
Sales Force ◽  
Structured Interviews ◽  
Content Type ◽  
Sales Personnel ◽  
Tablet Pcs ◽  
Sales Force Automation ◽  
Automation Systems ◽  
The Impact

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.

The Impact of Remittance on Consumption and Investment: A Case of Province Five of Nepal

2020 ◽  
Vol 2 (1) ◽  
pp. 27-40
Author(s):  
Sunita Dhakal ◽  
Sudan Kumar Oli
Keyword(s):  
Migrant Workers ◽  
Positive Relationship ◽  
Household Size ◽  
Primary Sources ◽  
Investment Behavior ◽  
Level Of Education ◽  
Dependent Variables ◽  
Individual Household ◽  
The Impact ◽  
Working Out

Background: Remittance remains a key source of external resource flows for developing countries. Remittance inflows are the addition of migrant remittance inflow and compensation of employees which include current transfers by migrant workers, with wages and salaries earned by non-resident workers. Remittance is an essential aspect of leveraging remittance to promote economic development. In the context of Nepal, remittance recipient households tend to spend more on consumption, health and education as compared to remittance non-receiving households. Objective: This study examines the impact of remittances on the consumption and investment in the context of province five of Nepal. Methods: This study is based on primary sources of data with 570 observations. The primary survey was used to extract the information from the respondents regarding the remittance amount, consumption and investment of individual household from the families of Rupandehi, Dang and Rolpa districts of Nepal whose family member has been working out of country. The regression models are estimated to test the significance and impact of remittances on the investment and consumption. Consumption and investment are the dependent variables. The independent variables are remittance, annual domestic income, household size, family residential area and level of education. Results: The results show that there is a positive relationship between remittances and consumption. This indicates that higher the amount of money inflow as a remittance, higher would be the consumption. Similarly, there is positive relationship domestic income and consumption which indicates that higher the level of domestic income, higher would be the consumption. Likewise, there is a positive relationship between household size and consumption. It indicates that larger the members in a family, higher would be the consumption. The result also reveals that there is a positive relationship between level of education and consumption. It indicates that higher the level of education, higher would be the consumption. Conclusion: Remittance has been leading to the consumption and investment behavior of rural household in province five. Remittance followed by family size is the most influencing factors that explain the changes in consumption and investment of families in province five of Nepal. Implication: This study can be useful to concerned authorities for further planning of proper investment of remittance.

Why is my sales force automation system failing?

2009 ◽  
Vol 52 (3) ◽  
pp. 233-241 ◽  
Author(s):  
Robert M. Barker ◽  
Stephan F. Gohmann ◽  
Jian Guan ◽  
David J. Faulds
Keyword(s):  
Sales Force ◽  
Automation System ◽  
Sales Force Automation

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

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.

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

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.

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

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.

scholarly journals Corporate Internet Financial Reporting: A Cross Country Analysis in The Asia Pacific

2021 ◽  
Vol 8 (1) ◽  
Author(s):  
CUt Nadhirah Faisal ◽  
Yossi Diantimala ◽  
Dinaroe Dinaroe
Keyword(s):  
Multivariate Analysis ◽  
Financial Reporting ◽  
Firm Size ◽  
Positive Relationship ◽  
Asia Pacific ◽  
Firm Characteristics ◽  
Country Analysis ◽  
Cross Country ◽  
The Impact

The purpose of this study is to provide a comparative analysis of the quality of Corporate Internet Financial Reporting (CIFR) practices in the Asia Pacific. Additionally, this research examines the impact of firm size, listing age, internationalization, and auditor size on CIFR practices. The population in this study are all publicly listed companies in Australia, Singapore, and Indonesia. The sample comprises of non-financial companies in 2019, with 95 Australian companies, 87 Singapore companies, and 85 Indonesian companies. Multivariate analysis is used to examine the hypothesis. The results show that Singapore and Indonesian firms have better CIFR disclosure compared to Australia. In addition, this study finds that some firm characteristics explain the level of CIFR disclosure. Particularly, firm size, internationalization, and auditor type have a significantly positive relationship to CIFR disclosure in the Asia Pacific. While listing age does not explain the level of internet reporting.

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