Abstract
We review the published research into Sales Force Automation (SFA) in order to identify gaps in our knowledge that might be worthy of further investigation. We find that academics have tried to answer just 4 questions: Why do organizations adopt SFA? What are the organizational impacts of SFA? What accounts for the success or failure of SFA projects? What accounts for variance in salesperson adoption of SFA?
| Original language | English |
|---|---|
| Title of host publication | ANZMAC 2006 Abstracts & programme |
| Subtitle of host publication | Brisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance |
| Editors | Yunus Ali, Maria van Dessel |
| Place of Publication | Brisbane, Qld. |
| Publisher | Queensland University of Technology |
| Pages | 1-8 |
| Number of pages | 8 |
| ISBN (Print) | 1741071593 |
| Publication status | Published - 2006 |
| Event | Australian and New Zealand Marketing Academy Conference (2006) - Brisbane Duration: 4 Dec 2006 → 6 Dec 2006 |
Conference
| Conference | Australian and New Zealand Marketing Academy Conference (2006) |
|---|---|
| City | Brisbane |
| Period | 4/12/06 → 6/12/06 |