In the past few years, organizations have spent millions of dollars adopting salesforce automation (SFA) systems, and this trend continues to grow. Despite its significance, very little academic research has been devoted to understanding the factors that can influence the adoption and implementation of SFA systems. Contends that SFA is a two‐stage process that involves adoption at: (a) the organizational level, and (b) the level of the individual salesperson ‐ with organizational adoption preceding individual salesperson adoption. Draws on diffusion theory and the existing SFA trade literature to discuss factors that can influence SFA adoption at both these levels and their implications for management.
Parthasarathy, M. and Sohi, R. (1997), "Salesforce automation and the adoption of technological innovations by salespeople: theory and implications", Journal of Business & Industrial Marketing, Vol. 12 No. 3/4, pp. 196-208. https://doi.org/10.1108/08858629710188036Download as .RIS
MCB UP Ltd
Copyright © 1997, MCB UP Limited