Wireless sales force automation: concept and cases Online publication date: Wed, 04-May-2005
by Brett Walker, Stuart J. Barnes
International Journal of Mobile Communications (IJMC), Vol. 3, No. 4, 2005
Abstract: This study examines the impacts of mobile sales force automation on three organisations operating in food-related industries. The findings demonstrate that wireless technologies can enhance the benefits of traditional sales force automation, but that fundamental transformation of processes and value proposition is not yet apparent. The paper concludes with recommendations for future practice and research.
Online publication date: Wed, 04-May-2005
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