Sales force automation systems: An analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Wright, George | - |
dc.contributor.author | Fletcher, Keith | - |
dc.contributor.author | Donaldson, Bill | - |
dc.contributor.author | Lee, Jong-Ho | - |
dc.date.accessioned | 2021-09-09T03:06:31Z | - |
dc.date.available | 2021-09-09T03:06:31Z | - |
dc.date.created | 2021-06-10 | - |
dc.date.issued | 2008-11 | - |
dc.identifier.issn | 0019-8501 | - |
dc.identifier.uri | https://scholar.korea.ac.kr/handle/2021.sw.korea/122488 | - |
dc.description.abstract | This study investigates organizational and strategic context variables that are linked to the sophistication of sales force automation systems in UK financial services firms. We find that increasing sophistication in SFA deployment, evaluated as a count of the number of types of results of sales campaigns that are measured, is driven directly by the information orientation of the host firm. We also find that the "sophistication" of deployed systems is, in fact, limited - the information held on the systems cannot underpin the strategic goals of the sales/marketing managers. We theorise that adoption of SFA systems is driven by managerial imperatives and that these have resulted in sales force resistance - shown by the paucity of information held on adopted SFA systems. (C) 2007 Elsevier Inc. All rights reserved. | - |
dc.language | English | - |
dc.language.iso | en | - |
dc.publisher | ELSEVIER SCIENCE INC | - |
dc.subject | TECHNOLOGY ACCEPTANCE MODEL | - |
dc.subject | INFORMATION-TECHNOLOGY | - |
dc.subject | SUCCESSFUL IMPLEMENTATION | - |
dc.subject | PERCEIVED EASE | - |
dc.subject | TRUST | - |
dc.subject | BARRIERS | - |
dc.subject | CONSEQUENCES | - |
dc.subject | DETERMINANTS | - |
dc.subject | PERFORMANCE | - |
dc.subject | ANTECEDENTS | - |
dc.title | Sales force automation systems: An analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry | - |
dc.type | Article | - |
dc.contributor.affiliatedAuthor | Lee, Jong-Ho | - |
dc.identifier.doi | 10.1016/j.indmarman.2007.08.005 | - |
dc.identifier.scopusid | 2-s2.0-55449090637 | - |
dc.identifier.wosid | 000261672500010 | - |
dc.identifier.bibliographicCitation | INDUSTRIAL MARKETING MANAGEMENT, v.37, no.8, pp.992 - 1004 | - |
dc.relation.isPartOf | INDUSTRIAL MARKETING MANAGEMENT | - |
dc.citation.title | INDUSTRIAL MARKETING MANAGEMENT | - |
dc.citation.volume | 37 | - |
dc.citation.number | 8 | - |
dc.citation.startPage | 992 | - |
dc.citation.endPage | 1004 | - |
dc.type.rims | ART | - |
dc.type.docType | Article | - |
dc.description.journalClass | 1 | - |
dc.description.journalRegisteredClass | scie | - |
dc.description.journalRegisteredClass | scopus | - |
dc.relation.journalResearchArea | Business & Economics | - |
dc.relation.journalWebOfScienceCategory | Business | - |
dc.relation.journalWebOfScienceCategory | Management | - |
dc.subject.keywordPlus | TECHNOLOGY ACCEPTANCE MODEL | - |
dc.subject.keywordPlus | INFORMATION-TECHNOLOGY | - |
dc.subject.keywordPlus | SUCCESSFUL IMPLEMENTATION | - |
dc.subject.keywordPlus | PERCEIVED EASE | - |
dc.subject.keywordPlus | TRUST | - |
dc.subject.keywordPlus | BARRIERS | - |
dc.subject.keywordPlus | CONSEQUENCES | - |
dc.subject.keywordPlus | DETERMINANTS | - |
dc.subject.keywordPlus | PERFORMANCE | - |
dc.subject.keywordPlus | ANTECEDENTS | - |
dc.subject.keywordAuthor | Sales force automation systems | - |
dc.subject.keywordAuthor | Financial services industry | - |
dc.subject.keywordAuthor | System sophistication | - |
dc.subject.keywordAuthor | Strategic information systems | - |
Items in ScholarWorks are protected by copyright, with all rights reserved, unless otherwise indicated.
(02841) 서울특별시 성북구 안암로 14502-3290-1114
COPYRIGHT © 2021 Korea University. All Rights Reserved.
Certain data included herein are derived from the © Web of Science of Clarivate Analytics. All rights reserved.
You may not copy or re-distribute this material in whole or in part without the prior written consent of Clarivate Analytics.