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Barriers to the use of Mobile Sales Force Automation Systems. A Salesperson’s Perspective

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Ideas in Marketing: Finding the New and Polishing the Old

Abstract

Ever increasing mobility led to a rise in the use of smartphones and tablet PCs (tablets) in business and consequently there has been a growth in the use of sales force automation (SFA) systems. Although sales force automation systems have been studied for roughly thirty years, little is known of the impact newly-developed mobile devices, namely smartphones and tablets will have on sales management. The objective of this study is to examine this under-researched issue by looking at the barriers to mobile SFA system use from a salesperson’s perspective. In the light of the relevant literature, the authors develop and test three propositions on mobile SFA system use from that perspective. The study uses a multiple case study to test the assumptions and finds support for all of them and reveals two additional barriers to mobile SFA system use.

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Author information

Authors and Affiliations

  1. Nathan, Australia

    Heikki Karjaluoto, Jaakko Sinisalo, Saila Saraniemi & Aarne Töllinen

Authors
  1. Heikki Karjaluoto
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  2. Jaakko Sinisalo
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  3. Saila Saraniemi
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  4. Aarne Töllinen
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Editor information

Editors and Affiliations

  1. Griffith University, Nathan, Queensland, Australia

    Krzysztof Kubacki

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© 2015 Academy of Marketing Science

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Karjaluoto, H., Sinisalo, J., Saraniemi, S., Töllinen, A. (2015). Barriers to the use of Mobile Sales Force Automation Systems. A Salesperson’s Perspective. In: Kubacki, K. (eds) Ideas in Marketing: Finding the New and Polishing the Old. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10951-0_231

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