The Internet: Boom or Bust to Sales Organisations?

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Abstract:

The Internet and related computer technology are having a profound influence on the day-to-day activities occurring within sales organisations. In a survey of 123 salespeople from a variety of industries, the current study reports on salespeople's use of and reactions to the new technology. Most salespeople embrace the changes, and believe the new tools result in closer relationships with clients and increased productivity. At the same time, there is a distinct (albeit minority) segment of salespeople who feel threatened by the new technology. Implications for sales organisations are discussed.

Keywords: CONFLICT; E-MAIL; INTERNET; ROLE; ROLE AMBIGUITY; SALES MANAGEMENT; SALESPEOPLE; TECHNOPHOBIA

Document Type: Research Article

DOI: http://dx.doi.org/10.1362/0267257022872424

Publication date: April 1, 2002

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