Discriminant analyses of field sales force adoption of wireless technologies
by Susan DelVecchio, Elaine Seeman
International Journal of Mobile Communications (IJMC), Vol. 5, No. 1, 2007

Abstract: Although mobile computing offers the field salesperson distinct dvantages, adoption lags. This study examined differences in sales organisations. We found distinctive differences between non-adopters, adopters and innovators. Adopters tend to be more customer-driven relying on smaller well supported sales forces. Field sales forces yet to adopt are less likely to value customer-driven strategies. IT vendors can target new markets by identifying these strategic differences. Management of firms that have not yet adopted and are not sufficiently customer-driven may be exposing themselves to competitive vulnerabilities.

Online publication date: Fri, 01-Dec-2006

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