Date of Award
12-16-2015
Degree Type
Dissertation
Degree Name
Doctor of Philosophy (PhD)
Department
Marketing
First Advisor
James Boles
Second Advisor
Naveen Donthu
Third Advisor
Edward Rigdon
Fourth Advisor
William Bogner
Abstract
The diffusion of sales force automation (SFA) systems has enabled a far more systematic approach to sales force management. This opens new avenues for the academic study of the industrial selling process as well: new arenas for investigation, new windows into salesperson behavior, and new methodological pitfalls. The purpose of this dissertation is to develop a better understanding of SFA from an academic perspective, and then apply these insights to resolve gaps in our understanding of how sales forces behave and how they might be better managed. To do this, three areas of analysis are explored: methodological, behavioral, and theoretical.
DOI
https://doi.org/10.57709/7908691
Recommended Citation
Mayberry, Robert, "Salesforce Automation: An Examination of Issues." Dissertation, Georgia State University, 2015.
doi: https://doi.org/10.57709/7908691