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Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology
Author(s) -
Chen ChengWu,
Yang HanChung,
Chen ChiaHung,
Tseng ChunPin,
Lee KingLing
Publication year - 2012
Publication title -
human factors and ergonomics in manufacturing and service industries
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.408
H-Index - 39
eISSN - 1520-6564
pISSN - 1090-8471
DOI - 10.1002/hfm.20311
Subject(s) - sales force , sales management , competition (biology) , marketing , automation , business , pharmaceutical industry , personality , industrial organization , customer relationship management , advertising , engineering , psychology , mechanical engineering , medicine , ecology , social psychology , pharmacology , biology
In recent decades, pharmaceutical companies have been facing increasing difficulties in sustaining sales growth due to tight market competition (off‐patents, pricing erosion, and generics substitution). Pharmaceutical companies are desperately seeking ways to sustain and optimize their sales coverage and sales volume in the middle and long term. In such unpromising circumstances, one of the few options that comes to mind is customer relationship management (CRM). This study specifically looks at the “utilization‐individual impact” link. In particular, this study aims to identify the personality type of sales representative most closely linked with individual usage of sales forces automation systems in the pharmaceutical industry in Taiwan. © 2012 Wiley Periodicals, Inc.