The Internet: Boom or Bust to Sales Organisations?

The Internet: Boom or Bust to Sales Organisations?

The Internet and related computer technology are having a profound influence on the day-to-day activities occurring within sales organisations. In a survey of 123 salespeople from a variety of industries, the current study reports on salespeople's use of and reactions to the new technology. Mos...

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Bibliographic Details
Published in:Journal of marketing management Vol. 18; no. 3-4; pp. 287 - 300
Main Author: Rich, Gregory A.
Format: Journal Article
Language:English
Published: Taylor & Francis Group 01-04-2002
Subjects:
CONFLICT
E-MAIL
INTERNET
ROLE
ROLE AMBIGUITY
SALES MANAGEMENT
SALESPEOPLE
TECHNOPHOBIA
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Summary:The Internet and related computer technology are having a profound influence on the day-to-day activities occurring within sales organisations. In a survey of 123 salespeople from a variety of industries, the current study reports on salespeople's use of and reactions to the new technology. Most salespeople embrace the changes, and believe the new tools result in closer relationships with clients and increased productivity. At the same time, there is a distinct (albeit minority) segment of salespeople who feel threatened by the new technology. Implications for sales organisations are discussed.
ISSN:0267-257X
1472-1376
DOI:10.1362/0267257022872424