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Sales is an essential department for organizations, it connects the products and services with the customers. The literature highlights that sales has faced a number of changes in the past years, especially with the introduction of new technologies that aim to contribute in the sales process, making it more precise and efficient. However, the previous studies have not yet explored how the companies are innovating in their sales process to adopt the new technologies that have been developed. In this research, we are studying how these elements are connected in real life, bringing a perspective of how Swedish B2B companies are adopting technology to innovate in their sales process. As the theme of this research is relatively new to the literature, we adopted an inductive approach, conducting qualitative research. To collect the data we used semi-structured interviews, which allowed our interviewees to speak freely about the research topics. Our aim was to capture new insights and avoid preconceptions based on sales studies executed in another context, such as the USA market. To analyze the data we used thematic analysis, which is based on generating codes and connecting them according to their relationship. The analysis also connected concepts of the Theoretical Framework with the empirical data. Thereby, we identified the connection between sales process innovation and technology adoption in the context of the participants.  The results of our research showed that sales process innovation is, most of the time, not a priority for the companies. The participants were using technologies in different ways, according to the particularities of their sales process. The innovation in the sales process is very incremental in the adoption of CRM and Sales Automation Technologies. The companies have not had significant innovations in the way they sell to adopt new technologies. Thus, they are satisfied with the current structure of their sales process and the outcome of it. Our findings contribute to the literature by casting light over sales innovation and technology adoption in a context outside the USA. We also contribute academically by connecting the process innovation and technology adoption models and performing an empirical research on the subject. In the managerial contribution, we presented a variety of insights about the reasons that lead to technology adoption. With our constructionist approach, we also expect to have a contribution to the development of the sales departments in the participant by promoting the reflection and debate around sales process.

Thesis (M.Com. (Information Systems))--University of the Witwatersrand, Faculty of Commerce, Law and Management, School of Economic and Business Sciences, 2013. / This research study investigated the key factors that facilitate the adoption of technology by salespeople by building on previous studies in literature that have investigated Customer Relationship Management (CRM) acceptance. The research model was adapted by introducing a new construct, System Characteristics, along with Organisational, Social and Individual Factors to explain Sales Force Automation (SFA) tool acceptance, through the mediating influences of Perceived Usefulness (PU) and Perceived Ease-of-Use (PEOU). The results from 337 end-users of the Siebel CRM system in Bank A, in South Africa, found that in addition to PU and PEOU, Personal Innovativeness and Team Leader Support are significant independent drivers of User Acceptance of SFA tools. The model had an R2 of 0.480, which showed that a considerable portion of the variance could be explained through these factors. The research contributes to the current body of research by confirming the importance of personal innovativeness and team leader support towards system acceptance. The number of years the user has been working on the system was also shown to have a significant positive influence on acceptance. Practitioners, concerned with the acceptance of SFA tools, will find that organisational and social factors can significantly influence how users perceive a system to be easy-to-use and useful. The fact that these factors are all relatively easily implementable will be welcomed by IT practitioners facing similar challenges with their sales force. Technical characteristics of the system were found to be a construct that is recommended for future research, based on the findings from this study. Identifying specific aspects of the interface that change users’ perceptions about the software’s ease-of-use can be done by possibly Technology Acceptance Model (TAM) with the e-S-QUAL model in future studies.

Liao Sheung Kwan. / Thesis (M.Ph.)--Chinese University of Hong Kong.

by Kwok Yiu Keung. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1996. / Includes bibliographical references (leaves 102-109). / ACKNOWLEDGMENTS --- p.i / ABSTRACT --- p.iii / LISTS OF FIGURES --- p.vii / LISTS OF TABLES --- p.viii / Chapter Chapter 1: --- INTRODUCTION --- p.1 / Chapter Chapter 2: --- LITERATURE REVIEW --- p.3 / Need for and Relevance of Research on Proposed Topic --- p.3 / Significance of this Research --- p.3 / Different Views of Sales Performance --- p.4 / Situation Approach --- p.5 / Attitudinal Approach --- p.6 / Modeled Instruction Approach --- p.7 / Antecedents and Consequences of Salesperson's Sales Performance --- p.8 / Antecedents of Sales Performance --- p.9 / Consequences of Sales Performance --- p.13 / Antecedents and Consequences of Sales Performance --- p.23 / Summary --- p.26 / Chapter Chapter 3: --- THE PROPOSED MODEL AND RESEARCH HYPOTHESES --- p.27 / A Model of Sales Performance of Salesperson --- p.27 / Conceptualization and Hypotheses --- p.30 / Summary --- p.38 / Chapter Chapter 4: --- RESEARCH METHODOLOGY --- p.39 / Measurement Scales --- p.39 / Data Collection --- p.41 / Reliability --- p.43 / Analysis of the Model --- p.45 / Structural Equation Modeling --- p.45 / The Measurement Model --- p.45 / Model Notations --- p.49 / Summary --- p.50 / Chapter Chapter 5: --- RESULTS FROM THE ANALYSIS --- p.51 / Scale Analysis --- p.51 / Reliability --- p.56 / Structural Equation Modeling --- p.57 / Full Model Evaluation --- p.57 / Reduced Model Evaluation --- p.59 / Summary --- p.65 / Chapter Chapter 6: --- DISCUSSION AND CONCLUSION --- p.66 / Major Findings --- p.66 / Sales Performance and Its Antecedents --- p.66 / Sales Performance and Its Consequences --- p.68 / Contributions of the Research --- p.69 / Conceptual Contribution --- p.69 / Managerial Contribution --- p.69 / Limitations --- p.75 / Directions for Future Research --- p.75 / Extension of the Conceptual Model --- p.75 / Sample Quality --- p.76 / Methodology and Measurement --- p.77 / APPENDIX 1: Cross Cultural Translation --- p.78 / APPENDIX 2: English and Chinese Versions of Questionnaire --- p.86 / APPENDIX 3: Companies Participated in the Survey --- p.100 / APPENDIX 4: Description of Sample --- p.101 / REFERENCES --- p.102

Thesis (doctoral)--Universiẗat Bonn, 2005. / Includes bibliographical references (p. 119-167).

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