Justifying the use of portable computer technology by the salesforce of a large insurance company

Service Industries Journal

Volumn 17, Issue 3, 1997, Pages 507-527

  Johnson, David ^a   Whitehorn, Mike ^a  

^a LOUGHBOROUGH UNIVERSITY   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0442309206     PISSN: 02642069     EISSN: None     Source Type: Journal    
DOI: 10.1080/02642069700000032     Document Type: Article

References (11)

1. Arundel, R., 1992, 'Supplying the Salesforce with Technology', Fin.Adv., 24 Sept.
2. Ferreira, J. and M.E. Treacy, 1988, 'It's More than Just Laptops', Datamation, Vol.34, 1 Nov. pp.127-31.
3. Huff, S.L. and J. McNaughton, 1991, 'Diffusion in Information Technology Innovation', Bus.Q, Summer, pp.25-30.
4. Meikeljohn, I., 1989, 'Window on the Sales World', Mgt.Today, Vol.28, July, pp.113-16.
5. Moriarty, R.T. and G.S. Swartz, 1989, 'Automation to Boost Sales and Marketing', Harv. Bus.Rev., Vol.67, Jan.-Feb., pp.100-8.
6. Plumley, D.J., 1989, 'All Right, How Much Will It Cost?', Sales and Mkt. Mgt, Dec., pp.50-5.
7. Taylor, T.C., 1987, 'Laptops and the Sales Force: New Stars in the Sky', Sales and Mkt. Mgt, April, pp.50-5.
8. Watkins, T., 1990, 'Using IT in Marketing, Some Evidence from the Insurance Industry', Mkt.Int.Plan, Vol.8, pp.11-19.
9. Watkins, T. and K. Harding, 1990, 'Focusing on Business Success: A Comprehensive Study of the Changing Use of IT in the Insurance Industry', Research report, University of Bristol
10. Watkins, T. and M. Wright, 1986, 'Direct Distribution Systems in the Marketing of Life Insurance', Q:Rev. Mkt, Vol.11, No.4, pp.1-6.
11. Winer, B.J., 1971, Statistical Principles in Experimental Design, New York: McGraw-Hill.