Exploratory study reveals that effective use of information technology improves salesperson performance, suggesting a shift in sales strategies.
The purpose of this study is to extend previous sales research by further examining the use of information technology as a new additional determinant of salesperson performance. Particularly, the roles of personal computers, email correspondence, personal digital assistants, Internet advertising and personal web sites are investigated. The empirical results show that not all information technologies are useful but that careful use of technology generally enhances personal selling productivity.
No takes yet. Share an insight, caveat, or question.
Schuler et al. (2003) studied this question.
Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context: