Sales force automation systems: an analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry.
MetadataShow full item record
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 deployment, evaluated as a count of the number of types of results of sales campaigns that are measured, is driven directly by the information orientation of the host firm. We also find that the “sophistication” of deployed systems is, in fact, limited – the information held on the systems cannot underpin the strategic goals of the sales/marketing managers. We theorise that adoption of SFA systems is driven by managerial imperatives and that these has resulted in sales-force resistance – shown by the paucity of information held on adopted SFA systems.
Permalink for this recordhttp://hdl.handle.net/10059/570
Collections in which this item appears
Showing items related by title, author, creator and subject.
Systemic barriers to a future transformation of the building industry from a buyer controlled to a seller driven industry: an analysis of key systemic variables in the building industry, such as ‘procurement model’, ‘buyer perception’, ‘production mod’, and ‘leadership and management’, principally in a Danish development context and seen from the perspective of the architect. Kristensen, Erik Kaergaard (Robert Gordon University Scott Sutherland School of Architecture and Built Environment, 2011-11)It has always been a ‘mystery’, why the Danish building industry stagnated after the industrial breakthrough, and never was able to adapt the industrial production, business culture, buyer perception, and leadership ...
Explorations on an urban interventions management system: a reflection on how to deal with urban complex systems and deliver dynamic change. Miguel, Marta Alexandra Godinho (Robert Gordon University The Scott Sutherland School of Architecture and Built Environment, 2015)How we plan and manage urban development has become an increasingly complex challenge due to unpredictable and rapid conditional changes in postmodern cities. This in turn calls for a paradigm shift in the way we understand ...
Explorations of an urban intervention management system: A reflection on how to deal with urban complex systems and deliver dynamic change. Miguel, Marta Alexandra Godinho; Laing, Richard Alexander; Zaman, Quazi M. M. (Intellect http://www.press.uchicago.edu/ucp/books/book/distributed/D/bo23353147.html, 2016-04-01)MIGUEL, M.A.G., LAING, R. and ZAMAN, Q.M. 2016. Explorations of an urban intervention management system: A reflection on how to deal with urban complex systems and deliver dynamic change. In Caldwell, G.A., Smith, C. and Clift, E (eds.) Digital futures and the city of today: new technologies and physical spaces. Bristol: Intellect Ltd [online], chapter 11. Available from: http://www.press.uchicago.edu/ucp/books/book/distributed/D/bo23353147.htmlConcerns over how we plan and manage urban development have grown as a result of unpredictable and rapid conditional changes in postmodern cities. This chapter explores the shifting contexts of urban environments which ...