使用移动销售自动化系统的障碍:一个销售人员的观点

Q2 Computer Science

Journal of Systems and Information Technology Pub Date : 2015-05-28 DOI:10.1108/JSIT-09-2014-0068

Jaakko Sinisalo, Heikki Karjaluoto, Saila Saraniemi

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引用次数: 1

摘要

目的-本文的目的是从销售人员的角度研究与采用和使用移动销售人员自动化(SFA)系统相关的障碍。设计/方法论/方法-对两家企业对企业公司进行了定性调查。通过对十名董事或销售经理进行半结构化访谈收集的数据进行分析，以了解采用SFA系统的主要障碍。研究结果-该研究证实了移动SFA系统使用的三个障碍(客户知识、信息质量和移动设备特性)的存在，并确定了两个额外的障碍:缺乏时间和优化问题。研究局限性/影响-研究的探索性和采用的定性方法限制了结果的普遍性。这些命题可以在更广泛的人群中得到进一步的验证和检验。实际意义-希望加快采用移动SFA系统的组织…

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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

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 syst...

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来源期刊

Journal of Systems and Information Technology Computer Science-Computer Science (all)

CiteScore

4.40

自引率

0.00%

发文量

期刊介绍： The Journal provides an avenue for scholarly work that researches systems thinking applications, information systems, electronic business, data analytics, information sciences, information management, business intelligence, and complex adaptive systems in the application domains of the business environment, health, the built environment, cultural settings, and the natural environment. Papers examine the wider implications of the systems or technology being researched. This means papers consider aspects such as social and organisational relevance, business value, cognitive implications, social implications, impact on individuals or community perspectives, and the development of solutions, rather than focusing solely on the technology. The Journal of Systems and Information Technology is open to a wide range of research methodologies and paper styles including case studies, surveys, experiments, review papers, design science, design thinking and both theoretical and methodological papers. The focus of the journal will be to publish work that fits into the following broad areas of research: Behavioural Information Systems and Human-Computer Interaction, Data Analytics, Data, Information and Security, E-Business, Intelligent Systems and Applications, Logistics and Supply Chain Management/Optimisation, Social Media Analysis, Technology Enhanced Learning.