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The internet's impact on B2B sales management: Some Australian evidence

Version 2 2024-06-19, 01:06
Version 1 2021-01-22, 08:18
journal contribution
posted on 2007-01-01, 00:00 authored by L F Pitt, B R Barnes, R Chakrabarti, D Palihawadana, Mike Ewing, E Leong
There is still much debate and speculation on exactly how the internet will affect sales management within industrial organisations. To address this uncertainty, we examine Australian managers' perceptions of the impact of the internet on sales management directly, and on organisational performance indirectly. Findings suggest that the internet appears to have little perceived effect on sales management, and the possible reasons for this are discussed, most noteworthy of which is the fact that personally selling in B2B is by definition an interpersonal, relationship-building activity in which technology has hitherto played a very minor role. It is possible that this might change in the future. Some managerial implications are considered, conclusions drawn and future research directions outlined.

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Journal

International Journal of Technology Marketing

Volume

2

Issue

4

Pagination

348 - 363

ISSN

1741-878X

eISSN

1741-8798

Publication classification

CN.1 Other journal article

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