Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
10496204 | Industrial Marketing Management | 2005 | 7 Pages |
Abstract
Differences between management and salespeople in their perceptions of a new technology can affect the acceptance and implementation of that technology. For sales force automation (SFA) systems, the differences in the perceptions held by management and salespeople toward the SFA can affect the successful adoption and implementation of the system by the organization. This paper reports the results of an investigation that focused on the differences in perceptions held by the United States Army's recruiting force and its higher level management toward the Army's newly adopted SFA system, the Army Recruiting Information Support System (ARISS). The results of the study indicate that significant differences exist between the perceptions held by the recruiting force and higher level management toward ARISS, the SFA system. The results offer important insights into managing SFA system deployment and gauging user expectations.
Keywords
Related Topics
Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Stephan F. Gohmann, Jian Guan, Robert M. Barker, David J. Faulds,