Barriers to the use of mobile sales force automation systems: a salesperson’s perspective
Sinisalo, J., Karjaluoto, H., & Saraniemi, S. (2015). Barriers to the use of mobile sales force automation systems: a salesperson’s perspective. Journal of Systems and Information Technology, 17(2), 121-140. https://doi.org/10.1108/JSIT-09-2014-0068
Published inJournal of Systems and Information Technology
© 2015 Emerald Group Publishing Limited. This is a final draft version of an article whose final and definitive form has been published by Emerald. Published in this repository with the kind permission of the publisher.
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 system should evaluate the importance and significance of the five identified barriers to adoption, and plan how to overcome them. It is important for the providers of the mobile SFA systems to focus on developing systems that can exploit the different characteristics of each channel and, in parallel, overcome the inherent limitations of any single channel. The content of an SFA system should be customizable for each type of mobile device. Originality/value – Ever increasing mobility has led to a rise in the use of smartphones and tablet PCs (tablets) in business and the consequent growth in the use of SFA systems. Although SFA systems have been studied for roughly 30 years, little is known of the impact of newly developed mobile devices on sales management and sales personnel. ...
PublisherEmerald Group Publishing Limited; Edith Cowan University
Publication in research information system
MetadataShow full item record
- Kauppakorkeakoulu 
Showing items with similar title or keywords.
Nisula, Rosa; Pirttiniemi, Janne (2013)Mobiiliteknologian ja -sovellusten vaikutus organisaatioiden suorituskykyyn on herättänyt huomiota sekä organisaatioissa että akateemisessa maailmassa. Ei kuitenkaan vielä tarpeeksi tiedetä siitä, mikä saa myyntihenkilöstön ...
Chen, Tao (University of Jyväskylä, 2014)
Wamala-Larson, Caroline; Stark, Laura (Routledge, 2019)This introduction presents an overview of the key concepts discussed in the subsequent chapters of this book. The book examines mobile technology use in the Global South through the lens of intersectional understandings ...
Khan, Wali Ullah; Jameel, Furqan; Ristaniemi, Tapani; Khan, Shafiullah; Sidhu, Guftaar Ahmad Sardar; Liu, Ju (Institute of Electrical and Electronics Engineers, 2020)Non-orthogonal multiple access (NOMA) holds the promise to be a key enabler of 5G communication. However, the existing design of NOMA systems must be optimized to achieve maximum rate while using minimum transmit power. ...
Ivannikova, Elena (2012)Extracting the meaning of the most significant places, which are frequently visited by a mobile user, is a relevant problem in mobile computing. Predicting semantic meaning of such places is useful in many areas. The problem ...