Sales force automation systems

an analysis of factors underpinning the sophistication of deployed systems in the UK financial service industry

George Wright, K Fletcher, B Donaldson, J-H. Lee

    Research output: Contribution to journalArticle

    5 Citations (Scopus)

    Abstract

    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 have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.
    Original languageEnglish
    Pages (from-to)992-1004
    Number of pages13
    JournalIndustrial Marketing Management
    Volume37
    Issue number8
    DOIs
    Publication statusPublished - Nov 2008

    Fingerprint

    Financial services industry
    Sales force automation
    Factors
    Sophistication
    Financial services
    Marketing
    Sales force
    Sales campaigns
    Organizational studies
    Strategic goals
    Managers
    Service firms

    Keywords

    • sales force
    • automation systems
    • UK financial service industry

    Cite this

    @article{54c29cf28bb246adbb46ea0f24390006,
    title = "Sales force automation systems: an analysis of factors underpinning the sophistication of deployed systems in the UK financial service industry",
    abstract = "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 have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.",
    keywords = "sales force, automation systems, UK financial service industry",
    author = "George Wright and K Fletcher and B Donaldson and J-H. Lee",
    year = "2008",
    month = "11",
    doi = "10.1016/j.indmarman.2007.08.005",
    language = "English",
    volume = "37",
    pages = "992--1004",
    journal = "Industrial Marketing Management",
    issn = "0019-8501",
    number = "8",

    }

    Sales force automation systems : an analysis of factors underpinning the sophistication of deployed systems in the UK financial service industry. / Wright, George; Fletcher, K; Donaldson, B; Lee, J-H.

    In: Industrial Marketing Management, Vol. 37, No. 8, 11.2008, p. 992-1004.

    Research output: Contribution to journalArticle

    TY - JOUR

    T1 - Sales force automation systems

    T2 - an analysis of factors underpinning the sophistication of deployed systems in the UK financial service industry

    AU - Wright, George

    AU - Fletcher, K

    AU - Donaldson, B

    AU - Lee, J-H.

    PY - 2008/11

    Y1 - 2008/11

    N2 - 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 have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.

    AB - 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 have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.

    KW - sales force

    KW - automation systems

    KW - UK financial service industry

    UR - http://dx.doi.org/10.1016/j.indmarman.2007.08.005

    U2 - 10.1016/j.indmarman.2007.08.005

    DO - 10.1016/j.indmarman.2007.08.005

    M3 - Article

    VL - 37

    SP - 992

    EP - 1004

    JO - Industrial Marketing Management

    JF - Industrial Marketing Management

    SN - 0019-8501

    IS - 8

    ER -