Sales force automation systems : an analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry
Wright, George, Fletcher, Keith, Donaldson, Bill and Lee, Jong-Ho. (2008) Sales force automation systems : an analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry. Industrial Marketing Management, 37 (8). pp. 992-1004. ISSN 0019-8501Full text not available from this repository.
Official URL: http://dx.doi.org/10.1016/j.indmarman.2007.08.005
This study investigates organizational and strategic context variables that are linked to the sophistication of sales force automation systems in UK financial services firms. We find that increasing sophistication in SFA deployment, evaluated as a count of the number of types of results of sales campaigns that are measured, is driven directly by the information orientation of the host firm. We also find that the “sophistication” of deployed systems is, in fact, limited — the information held on the systems cannot underpin the strategic goals of the sales/marketing managers. We theorise that adoption of SFA systems is driven by managerial imperatives and that these have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.
|Item Type:||Journal Article|
|Subjects:||H Social Sciences > HD Industries. Land use. Labor|
|Divisions:||Faculty of Social Sciences > Warwick Business School > Operational Research & Management Sciences
Faculty of Social Sciences > Warwick Business School
|Journal or Publication Title:||Industrial Marketing Management|
|Official Date:||November 2008|
|Page Range:||pp. 992-1004|
|Access rights to Published version:||Restricted or Subscription Access|
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