Research

Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications

Focuses on factors that can influence the adoption and implementation of salesforce automation systems (SFA). Automatization of a salesforce; Information on the dual adoption concept; Discussion of the adoption of SFA systems by individual salespeople; Why the adoption of technological innovations is likely to be in industries operating in an oligopolistic environment; Concluding remarks on managerial implications.

Publication Information
Article Title: Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications
Journal: Journal of Business and Industrial Marketing (1997)
Vol. 12 Issue 3/4, p196, ISSN 0885-8624
Author(s): Parthasarathy, M.;  Sohi, Ravi
Researcher Information
    
Sohi, Ravi
Sohi, Ravi
Professor and Robert D. Hays Distinguished Chair of Sales Excellence
Expertise:
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
Marketing
CoB 335D
P.O. Box 880492
University of Nebraska-Lincoln
Lincoln, NE 68588-0492, USA
Phone: (402) 472-2316
Fax: (402) 472-9777
ravisohi@unl.edu