TITLE

The Impact of Electronic Data Interchange on the Sales Function

AUTHOR(S)
Hill, Ned C.; Swenson, Michael J.
PUB. DATE
June 1994
SOURCE
Journal of Personal Selling & Sales Management;Summer94, Vol. 14 Issue 3, p79
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
9412304448

 

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