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.

ABSTRACT
INTRODUCTION
RESEARCH DESIGN
RESULTS AND CONCLUSIONS

• Tommi Mahlamä ki(Tampere University)
• Sebastian Toukola(Tampere University)