Sales force automation: a review of the research

Francis Buttle, Lawrence Ang, Reiny Iriana

Research output: Chapter in Book/Report/Conference proceedingConference proceeding contributionpeer-review


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 languageEnglish
Title of host publicationANZMAC 2006 Abstracts & programme
Subtitle of host publicationBrisbane, Queensland 4-6 December 2006 : advancing theory, maintaining relevance
EditorsYunus Ali, Maria van Dessel
Place of PublicationBrisbane, Qld.
PublisherQueensland University of Technology
Number of pages8
ISBN (Print)1741071593
Publication statusPublished - 2006
EventAustralian and New Zealand Marketing Academy Conference (2006) - Brisbane
Duration: 4 Dec 20066 Dec 2006


ConferenceAustralian and New Zealand Marketing Academy Conference (2006)


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