Authors: Brett Walker, Stuart J. Barnes
Addresses: Centre for Interuniversity Research and Analysis on Organizations, 2020, University St., 25th Floor, Montreal, Quebec, H3A 2A5, Canada. ' School of Information Management, Victoria University of Wellington, P.O. Box 600, Wellington, New Zealand
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.
Keywords: sales force automation; wireless communications; mobile communications; strategic impact; food industry; mobile sales force; New Zealand.
International Journal of Mobile Communications, 2005 Vol.3 No.4, pp.411 - 427
Available online: 04 May 2005 *Full-text access for editors Access for subscribers Purchase this article Comment on this article