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

Kim Harris and John Pike
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Kim Harris: Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410, Postal: Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410
John Pike: Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410, Postal: Department of Agribusiness Economics, Southern Illinois University, Carbondale, IL 62901-4410

Agribusiness, 1996, vol. 12, issue 4, 317-326

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.

Date: 1996
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Persistent link: https://EconPapers.repec.org/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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