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  • Sales force automation systems: an analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry. 

    Wright, George; Fletcher, Keith; Donaldson, Bill (Elsevier http://dx.doi.org/10.1016/j.indmarman.2007.08.005, 2008-11)
    WRIGHT, G., FLETCHER, K., DONALDSON, B. and LEE, J.-H., 2008. Sales force automation systems: an analyis of factors underpinning the sophistication of deployed systems in the UK financial services industry. Industrial Marketing Management, 37 (8), pp. 992-1004.
    This study investigates organizational and strategic context variables that are linked to the sophistication of sales force automation systems in UK financial services firms. We find that increasing sophistication in SFA ...