Technology and the sales force - Increasing acceptance of series force automation

Sales force automation systems are fast becoming a market-place reality. Im plementation of these systems represents a significant change for many orga nizations, often presenting difficult challenges for managers. This paper p roposes several factors relating to sales force acceptance of automation. T hese factors are examined as potential characteristics in a successful impl ementation program. Results of the study are used in providing a series of recommendations for managerial use in enhancing the potential for success o f automation implementation programs. (C) 2001 Elsevier Science Inc. All ri ghts reserved.