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dc.contributor.authorSinisalo, Jaakko
dc.contributor.authorKarjaluoto, Heikki
dc.contributor.authorSaraniemi, Saila
dc.date.accessioned2015-12-17T05:40:37Z
dc.date.available2015-12-17T05:40:37Z
dc.date.issued2015
dc.identifier.citationSinisalo, J., Karjaluoto, H., & Saraniemi, S. (2015). Barriers to the use of mobile sales force automation systems: a salesperson’s perspective. <i>Journal of Systems and Information Technology</i>, <i>17</i>(2), 121-140. <a href="https://doi.org/10.1108/JSIT-09-2014-0068" target="_blank">https://doi.org/10.1108/JSIT-09-2014-0068</a>
dc.identifier.otherCONVID_24741749
dc.identifier.otherTUTKAID_66329
dc.identifier.urihttps://jyx.jyu.fi/handle/123456789/48161
dc.description.abstractPurpose – 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.
dc.language.isoeng
dc.publisherEmerald Group Publishing Limited; Edith Cowan University
dc.relation.ispartofseriesJournal of Systems and Information Technology
dc.subject.otherTechnology adoption
dc.subject.otherMobile systems
dc.subject.otherIT services
dc.titleBarriers to the use of mobile sales force automation systems: a salesperson’s perspective
dc.typearticle
dc.identifier.urnURN:NBN:fi:jyu-201512164061
dc.contributor.laitosKauppakorkeakoulufi
dc.contributor.laitosSchool of Business and Economicsen
dc.contributor.oppiaineBasic or discovery scholarshipfi
dc.contributor.oppiaineMarkkinointifi
dc.contributor.oppiaineBasic or discovery scholarshipen
dc.contributor.oppiaineMarketingen
dc.type.urihttp://purl.org/eprint/type/JournalArticle
dc.date.updated2015-12-16T16:15:10Z
dc.type.coarjournal article
dc.description.reviewstatuspeerReviewed
dc.format.pagerange121-140
dc.relation.issn1328-7265
dc.relation.numberinseries2
dc.relation.volume17
dc.type.versionacceptedVersion
dc.rights.copyright© 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.
dc.rights.accesslevelopenAccessfi
dc.subject.ysoasiakkuudenhallinta
dc.subject.ysolangaton tekniikka
jyx.subject.urihttp://www.yso.fi/onto/yso/p8530
jyx.subject.urihttp://www.yso.fi/onto/yso/p23070
dc.relation.doi10.1108/JSIT-09-2014-0068


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