Wireless sales force automation: concept and cases

Brett Walker, Stuart J. Barnes

Research output: Contribution to journalArticlepeer-review

18 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)411-427
Number of pages17
JournalInternational Journal of Mobile Communications
Volume3
Issue number4
DOIs
Publication statusPublished - 1 Jan 2005

Keywords

  • Food industry
  • Mobile
  • Sales force automation
  • Strategic impact
  • Wireless
  • Automation
  • Food products plants
  • Information management
  • Information technology
  • Internet
  • Management information systems
  • Sales
  • Societies and institutions
  • Wireless information systems
  • Electronic commerce

Cite this