Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology

Cheng‐Wu Chen · Han‐Chung Yang · Chun‐Pin Tseng · King‐Ling Lee

10 citations0/0 files storedHuman Factors and Ergonomics in Manufacturing & Service Industries

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Technology Adoption and User Behaviour ERP Systems Implementation and Impact Corporate Governance and Management

Abstract

Abstract In recent decades, pharmaceutical companies have been facing increasing difficulties in sustaining sales growth due to tight market competition (off‐patents, pricing erosion, and generics substitution). Pharmaceutical companies are desperately seeking ways to sustain and optimize their sales coverage and sales volume in the middle and long term. In such unpromising circumstances, one of the few options that comes to mind is customer relationship management (CRM). This study specifically looks at the “utilization‐individual impact” link. In particular, this study aims to identify the personality type of sales representative most closely linked with individual usage of sales forces automation systems in the pharmaceutical industry in Taiwan. © 2012 Wiley Periodicals, Inc.

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