Title: The internet's impact on B2B sales management: some Australian evidence

Authors: Leyland F. Pitt, Bradley R. Barnes, Ronika Chakrabarti, Dayananda Palihawadana, Mike Ewing, Elaine Leong

Addresses: Faculty of Business Administration, Simon Fraser University, 8888 University Drive, Burnaby, BC, V5A 1S6, Canada. ' International Management, Kent Business School, University of Kent, Canterbury, CT2 7PE, UK. ' Maurice Keyworth Building, Leeds University Business School, Leeds LS2 9JT, UK. ' Maurice Keyworth Building, Leeds University Business School, Leeds LS2 9JT, UK. ' Faculty of Business and Economics, Monash University, Sir John Monash Drive, Victoria 3145, Australia. ' Edith Cowan University, Joondalup Drive, Joondalup, 6027 Western Australia, Australia

Abstract: There is still much debate and speculation on exactly how the internet will affect sales management within industrial organisations. To address this uncertainty, we examine Australian managers| perceptions of the impact of the internet on sales management directly, and on organisational performance indirectly. Findings suggest that the internet appears to have little perceived effect on sales management, and the possible reasons for this are discussed, most noteworthy of which is the fact that personally selling in B2B is by definition an interpersonal, relationship-building activity in which technology has hitherto played a very minor role. It is possible that this might change in the future. Some managerial implications are considered, conclusions drawn and future research directions outlined.

Keywords: internet; sales management; organisational performance; Australia; business to business; B2B; technology marketing.

DOI: 10.1504/IJTMKT.2007.015750

International Journal of Technology Marketing, 2007 Vol.2 No.4, pp.348 - 363

Published online: 12 Nov 2007 *

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