Title: Wireless sales force automation: concept and cases

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.

DOI: 10.1504/IJMC.2005.007025

International Journal of Mobile Communications, 2005 Vol.3 No.4, pp.411 - 427

Available online: 04 May 2005 *

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