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Perceptions of the Impact of Mobile Sales Force Automation on Salespeople’s Performance
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Author(s): Eusebio Scornavacca (Victoria University of Wellington, New Zealand), Sid L. Huff (Victoria University of Wellington, New Zealand), Hartmut Hoehle (Victoria University of Wellington, New Zealand)and Adam Sutherland (Victoria University of Wellington, New Zealand)
Copyright: 2013
Pages: 14
Source title:
Strategy, Adoption, and Competitive Advantage of Mobile Services in the Global Economy
Source Author(s)/Editor(s): In Lee (Western Illinois University, USA)
DOI: 10.4018/978-1-4666-1939-5.ch010
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Abstract
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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