Barriers to the use of Mobile Sales Force Automation Systems. A Salesperson’s Perspective

Karjaluoto, Heikki; Sinisalo, Jaakko; Saraniemi, Saila; Töllinen, Aarne

doi:10.1007/978-3-319-10951-0_231

Cited by 3 publications

(3 citation statements)

References 35 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Further, machines were connected to cloud servers and the Internet, which is called the Internet of things (IOT), and supplies could be ordered without the necessary interaction of a user (Chmaj and Selvaraj, 2015; Anwar, 2018). Cloud infrastructures have made data globally available and allow marketing to use mobile CRM and automated sales force tools (Püschel and Neumann, 2009; Töllinen et al , 2015; Karjaluoto et al 2014, 2015). Databases were improved fundamentally by blockchain technologies that brought cryptocurrencies into webshops in addition to supplying cyber security, which enhanced the overall trade performance (Avital et al , 2016; Mauri et al , 2018; Chang et al , 2019).…”

Section: The Influence Of It Within the Marketing Disciplinementioning

confidence: 99%

Information technology and marketing: an important partnership for decades

Graesch¹,

Hensel-Börner²,

Henseler³

2020

IMDS

View full text Add to dashboard Cite

PurposeThe enabling technologies that emerged from information technology (IT) have had a considerable influence upon the development of marketing tools, and marketing has become digitalized by adopting these technologies over time. The purpose of this paper is to demonstrate the impacts of these enabling technologies on marketing tools in the past and present and to demonstrate their potential future. Furthermore, it provides guidance about the digital transformation occurring in marketing and the need to align of marketing and IT.Design/methodology/approachThis study demonstrates the impact of enabling technologies on the subsequent marketing tools developed through a content analysis of information systems and marketing conference proceedings. It offers a fresh look at marketing's digital transformation over the last 40 years. Moreover, it initially applies the findings to a general digital transformation model from another field to verify its presence in marketing.FindingsThis paper identifies four eras within the digital marketing evolution and reveals insights into a potential fifth era. This chronological structure verifies the impact of IT on marketing tools and accordingly the digital transformation within marketing. IT has made digital marketing tools possible in all four digital transformation levers: automation, customer interaction, connectivity and data.Practical implicationsThe sequencing of enabling technologies and subsequent marketing tools demonstrates the need to align marketing and IT to design new marketing tools that can be applied to customer interactions and be used to foster marketing control.Originality/valueThis study is the first to apply the digital transformation levers, namely, automation, customer interaction, connectivity and data, to the marketing discipline and contribute new insights by demonstrating the chronological development of digital transformation in marketing.

show abstract

Section: The Influence Of It Within the Marketing Disciplinementioning

confidence: 99%

Information technology and marketing: an important partnership for decades

Graesch¹,

Hensel-Börner²,

Henseler³

2020

IMDS

View full text Add to dashboard Cite

show abstract

“…Specifically, the study introduces the concept of mobile SFA relating to the use of mobile devices, namely smart phones and tablets, in accessing an SFA system, and presents a conceptualization of the key elements of mobile SFA from a salesperson's perspective via a multiple case study approach. We extend the work of Karjaluoto et al (2015) and focus on sales staff perceptions of using smartphones and/or tablets to access an SFA system. In addition, we endeavor to increase the understanding of the barriers perceived by the sales force when using a mobile SFA system.…”

Section: Introductionmentioning

confidence: 99%

Barriers to the use of mobile sales force automation systems: a salesperson’s perspective

Sinisalo

Karjaluoto

Saraniemi

2015

Journal of Systems and Information Technology

Self Cite

View full text Add to dashboard Cite

Purpose – The purpose of this paper is to examine the barriers associated with the adoption and use of mobile sales force automation (SFA) systems from a salesperson’s perspective. Design/methodology/approach – A qualitative investigation of two business-to-business companies was conducted. Data collected from ten semi-structured interviews with directors or sales managers were analyzed to understand the main barriers to SFA system adoption. Findings – The study confirms the existence of three barriers (customer knowledge, quality of information and the characteristics of mobile devices) to a mobile SFA system use and identifies two additional barriers: lack of time and optimization issues. Research limitations/implications – The explorative nature of the study and the qualitative method employed limit the generalizability of the results. The propositions could be further validated and tested with a wider population. Practical implications – Organizations wishing to speed the adoption of a mobile SFA system should evaluate the importance and significance of the five identified barriers to adoption, and plan how to overcome them. It is important for the providers of the mobile SFA systems to focus on developing systems that can exploit the different characteristics of each channel and, in parallel, overcome the inherent limitations of any single channel. The content of an SFA system should be customizable for each type of mobile device. Originality/value – Ever increasing mobility has led to a rise in the use of smartphones and tablet PCs (tablets) in business and the consequent growth in the use of SFA systems. Although SFA systems have been studied for roughly 30 years, little is known of the impact of newly developed mobile devices on sales management and sales personnel.

show abstract

“…Further, machines were connected to cloud servers and the internet, which is called the internet of things (IOT), and could order supplies without necessary interaction of a user (Anwar, 2018;Chmaj & Selvaraj, 2015). Cloud infrastructures have made data globally available and allow marketing to use mobile CRM and automated sales force tools (Karjaluoto et al, 2015;Püschel & Neumann, 2009;Töllinen et al, 2015). Databases were improved fundamentally by blockchain technologies that brought cryptocurrencies into webshops in addition to supplying cyber security (Avital et al, 2016;Mauri et al, 2018).…”

Section: Intelligent Networking Eramentioning

confidence: 99%

Digital transformation of customer interactions : aligning marketing, sales and IT

Graesch

View full text Add to dashboard Cite

show abstract

Barriers to the use of Mobile Sales Force Automation Systems. A Salesperson’s Perspective

Cited by 3 publications

References 35 publications

Information technology and marketing: an important partnership for decades

Information technology and marketing: an important partnership for decades

Barriers to the use of mobile sales force automation systems: a salesperson’s perspective

Digital transformation of customer interactions : aligning marketing, sales and IT

Contact Info

Product

Resources

About