The Perceived Impact of Mobile Sales Force Automation Systems on Salespeople's Performance

Abstract

Research on the use of mobile applications by the sales force has increased over the past couple of years, however, little is still known about the impact of these solutions on the sales peoplepsilas performance. This paper explores the perceived impact of mobile sales force automation (mSFA) on sales peoplepsilas performance. The findings indicate that salespeople and management share different perceptions in regards to the extent that mSFA could improve individual performance. The paper concludes with a summary of the findings and recommendations for future research.

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