Authors: Jayanthi Ranjan, Sandeep Puri
Addresses: Institute of Management Technology, Raj Nagar, Ghaziabad – 201001, India. ' Institute of Management Technology, Raj Nagar, Ghaziabad – 201001, India
Abstract: Existing research on sales force automation (SFA) is primarily focusing on increasing the adoption and use of SFA by salespeople. However, the high failure rate of SFA clearly indicates that increased technology use does not always improve performance. Many companies have implemented SFA solutions in response to competitive pressures and as mechanisms to reduce costs. Adoption of an SFA tools by the sales force has been found to be a crucial factor for its successful implementation. Here, attitude of the sales force plays a critical role in SFA acceptance. We explore various individual characteristics that affect technology usage by sales persons. This research is an attempt to improve our understanding of the SFA in the context of developing countries like India. This paper explores the utilisation of SFA, the benefits derived from these systems, and user acceptance issues. Herein, we offer suggestions that will help organisations succeed in adopting SFA systems. Extensive literature review is done to raise this research agenda.
Keywords: sales force automation; technology use; sales management; India; information technology; sales technology; sales performance; employee characteristics.
International Journal of Value Chain Management, 2011 Vol.5 No.2, pp.141 - 150
Published online: 23 Aug 2011 *Full-text access for editors Access for subscribers Purchase this article Comment on this article