KOREASCHOLAR

COLLABORATIVE SALES FORCE AUTOMATION TOOLS – DRIVERS AND CHALLENGES

Tommi Mahlamä ki, Sebastian Toukola
  • LanguageENG
  • URLhttp://db.koreascholar.com/Article/Detail/401187
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Global Marketing Conference
2020 Global Marketing Conference at Seoul (2020.11)
pp.857-858
글로벌지식마케팅경영학회 (Global Alliance of Marketing & Management Associations)
Abstract

Sales force automation tools can increasingly be used collaboratively across the company borders. We have focused on this topical issue by conducting a multiple-case study of industrial manufacturers and their distributors. The main contribution of the research is a model that distinguishes the drivers and challenges of the collaborative tools.

Keyword
sales force automationdigitalizationsellerscollaboration
Table Content
ABSTRACT
INTRODUCTION
RESEARCH DESIGN
RESULTS AND CONCLUSIONS
Author
  • Tommi Mahlamä ki(Tampere University)
  • Sebastian Toukola(Tampere University)