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Wireless Sales Force Automation in New Zealand
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Author(s): Brett Walker (Centre for Interuniversity Research & Analysis on Organizations, Canada)and Stuart J. Barnes (University of East Anglia, UK & Victoria University of Wellington, New Zealand)
Copyright: 2006
Pages: 17
Source title:
Unwired Business: Cases in Mobile Business
Source Author(s)/Editor(s): Stuart J. Barnes (University of East Anglia, UK)and Eusebio Scornavacca (Victoria University of Wellington, New Zealand)
DOI: 10.4018/978-1-59140-664-8.ch011
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Abstract
Mobile and wireless technologies are deeply affecting the way many organizations do business. Among the several types of wireless applications, business-to-employee (B2E) applications have a strong potential to generate considerable value for organizations. Wireless sales force automation has been one of the most common applications found among companies that have adopted wireless B2E solutions. This chapter examines the impacts of wireless sales force automation on three organisations operating in food-related industries in New Zealand. 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 chapter concludes with recommendations for future practice and research.
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