Quadro Conceitual Para Estudo Dos Impactos Da Adoção De Tecnologias Móveis Por Equipes De Vendas

Abstract

Revista hospedada em: http://revistas.facecla.com.br/index.php/reinfo Forma de avaliação: double blind review Esta revista é (e sempre foi) eletrônica para ajudar a proteger o meio ambiente, mas, caso deseje imprimir esse artigo, saiba que ele foi editorado com uma fonte mais ecológica, a Eco Sans, que gasta menos tinta.This journal is (and has always been) electronic in order to be more environmentally friendly. Now, it is desktop edited in a single column to be easier to read on the screen. However, if you wish to print this paper, be aware that it uses Eco Sans, a printing font that reduces the amount of required ink. 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.