The Impact of Electronic Data Interchange on the Sales Function

Hill, Ned C.; Swenson, Michael J.
June 1994
Journal of Personal Selling & Sales Management;Summer94, Vol. 14 Issue 3, p79
Academic Journal
Electronic Data Interchange (EDI) provides information linkages between selling firms and buying firms and offers significant benefits for participating companies. In this article, the changing role of the salesperson in an EDI environment is explored. A case study, which examines the effects of EDI technology at Bergen Brunswig Drug Company, is presented. Managerial implications are discussed.


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