CONCEPTUAL FRAMEWORK FOR ASSESSING THE IMPACT OF THE ADOPTION OF MOBILE TECHNOLOGIES BY SALES TEAMS

Abstract

This paper builds a conceptual framework about the impact of adoption of mobile information technologies (TIMs) for sales teams. In order to accomplish that, an exploratory study was developed, based on the literature on adoption and use of mobile information technologies in the organizational context, and specifically in commercial teams. As a result, a conceptual framework about the impacts resulting from the adoption of TIMs in sales teams is presented. The conceptual framework has five dimensions of a model that helps to treat the adoption of TIMs by the actors at the end of a process, namely: seller’s productivity, information processing, communication effectiveness, competence seller and quality of customer relations. The study results provide better grounds on which to develop empirical studies in this context. Finally, questions and suggestions for research are raised