An Empirical Investigation of the Organizational Impacts of a Sales Support App

Abstract

This study empirically explores and documents the organizational impact of implementing a sales support app that complements face-to-face interaction of a salesperson with a customer in the process of purchasing a new car. Two consecutive periods were investigated. Compared to the first period of conventional car buying, the study's results confirm that the sales support app in the second period added business value to the implementing organization via increased visits and car purchases.