Sales Technology Usage and Outcomes : A Model in the Indian Context

ISBN-13: 9783659271472 / Angielski / Miękka / 2012 / 288 str.

Ashwani Kumar Upadhyay; Tanuj Nandan

Opis

Sales Technology Usage and Outcomes: A Model in the Indian Context is based on research done in India to understand the usage of Sales Technology by sales professionals for performing their sales related tasks. This work provides insights on the use of various multivariate analysis techniques like regression analysis, confirmatory factor analysis and structural equation modelling for data analysis. A model has been proposed and tested through Structural Equation Modelling for the adoption and usage of Sales Technology in Indian context. This publication also provides recommendations for how to make sales force automation adoption successful in Indian settings. For researchers insights are given on how to use the various multivariate techniques successfully.

O autorze

Ashwani Kumar Upadhyay obtained his PhD degree from MNNIT, Allahabad, India. He is working as Associate Professor in Marketing area at GLA University, Mathura, India. His paper was awarded first prize in Doctoral Student Paper Competition at Eighth AIMS International Conference organized at IIM Ahmedabad, India.