Adoption of Pharmaceutical Sales Force Automation Systems: An Exploratory Study
نویسنده
چکیده
INTRODUCTION The pharmaceutical industry in the United States spends about $15 billion per year advertising its products to the medical profession [1]. Pharmaceutical detailing, which is using sales representatives to call on physicians to promote products, accounts for about 45 percent of this spending [2]. In order to help sales representatives track sales leads, sales, service requests, and other sales-related information, many pharmaceutical companies have adopted sales force automation (SFA) systems. While pharmaceutical SFA systems adoption is increasing, little systematic research has been done to understand the factors associated with the adoption of pharmaceutical SFA systems.
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