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首页> 外文期刊>Journal of systems and information technology >Salesperson adoption and usage of mobile sales configuration tools
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Salesperson adoption and usage of mobile sales configuration tools

机译：销售人员采用和使用移动销售配置工具

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Purpose - The purpose of this paper is to examine salespersons' adoption and usage of mobile sales configuration tools (MSCT) and to identify areas for further development in this realm. Another objective is to offer a conceptualization of MSCT adoption. Design/methodology/approach - For this purpose, a qualitative case study approach was selected as the research method to better understand acceptance of a mobile configuration tool used by business-to-business (B2B) salespersons. Primary data were collected through semi-structured interviews, which included a series of open-ended questions to gain more detailed and contextual data. Findings - The results obtained from the interviews indicated several important determinants of adoption of sales configuration tools, and three different personal innovativeness types were identified. Research limitations/implications - The current study has certain limitations that should be considered in future studies. First, the results of this study cannot be generalized in other contexts because of small number of participants (nine salespersons) included. Second, social desirability might have affected the results in a way that caused the salespersons to have been tempted to talk positively about MSCT. Practical implications - Based on the findings several suggestions for managers and software developers are made such as further technical development of MSCT, development of common sales routine for all salespersons, mentoring new salespersons and establishing social media channels for salesperson to interact with each, share experience/knowledge. Originality/value - Current paper can serve as pathway toward understanding of MSCT adoption and usage as it opens new avenues as a source of hypotheses for a quantitative analysis of certain phenomena such as the correlation between MSCT usage and sales performance.
机译：目的-本文的目的是研究销售人员对移动销售配置工具（MSCT）的采用和使用，并确定该领域需要进一步开发的领域。另一个目标是提供采用MSCT的概念。设计/方法/方法-为此，选择了定性案例研究方法作为研究方法，以更好地理解企业对企业（B2B）销售人员使用的移动配置工具的接受程度。主要数据是通过半结构化访谈收集的，其中包括一系列开放性问题，以获取更详细的上下文数据。调查结果-从访谈中获得的结果表明采用销售配置工具的几个重要决定因素，并且确定了三种不同的个人创新类型。研究的局限性/含义-当前的研究存在某些局限性，应在以后的研究中加以考虑。首先，由于所包括的参与者（九个销售人员）数量少，因此该研究的结果无法在其他情况下推广。其次，社会可取性可能会以某种方式影响结果，从而导致销售人员倾向于积极谈论MSCT。实际意义-根据调查结果，为经理和软件开发人员提供一些建议，例如MSCT的进一步技术开发，为所有销售人员开发通用销售例程，指导新销售人员并建立社交媒体渠道以供销售人员与彼此互动，分享经验/知识。独创性/价值-当前的论文可以作为了解MSCT采用和使用的途径，因为它开辟了新的渠道，成为了定量分析某些现象（例如MSCT使用与销售业绩之间的相关性）的假设来源。

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