|
| << vorige | volgende >> |
Tijdschrift beschrijving
Alle jaargangen van het bijbehorende tijdschrift
Alle afleveringen van het bijbehorende jaargang
Alle artikelen van de bijbehorende aflevering
Details van artikel 8 van 12 gevonden artikelen
| Titel: |
Hospitality Industry Sales Force Automation: Organizational and Individual Levels of Adoption and the Implications on Performance, Productivity and Profitability |
| Auteur: |
Jones, David L. |
| Verschenen in: |
Journal of hospitality marketing & management |
| Paginering: | Jaargang 11 (2004) nr. 2-3 pagina's 173-185 |
| Jaar: |
2004-08-25 |
| Inhoud: |
The growth of sales force automation (SFA) in the hospitality industry in recent years has led to virtually every hotel salesperson having a computer at his or her desk in order to perform his or her sales responsibilities. However, as Orenstein and Leung (1997) point out, simply providing a computer and software is not going to miraculously increase sales volume or productivity. The adoption of SFA has been separated in two stages (Parthasarathy and Sohi, 1997). The first stage is at the organizational level and the second stage is at the individual salesperson level. This article presents evidence that significant differences exist in the level of both organizational and individual adoption of SFA in the hotel sales profession. Additionally, the I/S Success Model modified by Good and Stone (2000) is suggested as a framework for further research into how hospitality industry SFA can be analyzed to determine its effectiveness in achieving the goal of improved productivity. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 8 van 12 gevonden artikelen
| << vorige | volgende >> |