کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1018201 940333 2012 8 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination
چکیده انگلیسی

This paper presents a study designed to examine outcomes of different workplace structures. Specifically, using a sample of 156 sales organizations, we review how sales force structure, eLearning, and technological tools can influence coordination and the level of customer orientation within an organization. While current literature touts the benefits of an outside sales force, our results suggest that this type of structure, when coupled with eLearning and technological tools, leads to even greater positive outcomes of an outside sales force. By utilizing different forms of technology in conjunction with an outside sales force, this research offers a new dynamic technological environment to further improve salesperson performance.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 65, Issue 7, July 2012, Pages 929–936
نویسندگان
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