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Issues concerning adoption and use of sales force automation in the agricultural input supply sector

Author

Listed:
  • Kim Harris

    (Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410)

  • John Pike

    (Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410)

Abstract

In this article, major issues concerning the adoption and use of sales force automation (SFA) are examined via a survey of agribusiness salespeople. Basic objectives include determining the extent of adoption of SFA by salespeople employed in the agricultural input supply sector, the impact of SFA on field sales, and barriers that inhibit the adoption and effective use of SFA. Respondents' replies suggest that while salespeople in the agricultural input supply sector are basically happy with the benefits of SFA, they are discovering that increased selling time may be a myth. Managerial implications are discussed. © 1996 John Wiley & Sons, Inc.

Suggested Citation

  • Kim Harris & John Pike, 1996. "Issues concerning adoption and use of sales force automation in the agricultural input supply sector," Agribusiness, John Wiley & Sons, Ltd., vol. 12(4), pages 317-326.
    • Handle: RePEc:wly:agribz:v:12:y:1996:i:4:p:317-326
    DOI: 10.1002/(SICI)1520-6297(199607/08)12:4<317::AID-AGR2>3.0.CO;2-1
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    Cited by:

    1. Ryota Nakatani, 2024. "Food companies' productivity dynamics: Exploring the role of intangible assets," Agribusiness, John Wiley & Sons, Ltd., vol. 40(1), pages 185-226, January.

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