The Diffusion of Laptop Computers Among Industrial Salesforces

The Diffusion of Laptop Computers Among Industrial Salesforces

Jane M. Mackay (Texas Christian University, USA), Susan K. Higgins (Texas Christian University, USA), Chalres W. Lamb Jr. (Texas Christian University, USA) and William Moncrief III (Texas Christian University, USA)
Copyright: © 1991 |Pages: 12
DOI: 10.4018/joeuc.1991100102
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Abstract

Many companies with industrial salesforces supply their salespeople with portable or laptop computers to enhance productivity. According to current forecasts, laptop sales are projected to increase over 250 percent between 1988 and 1993. These forecasts are contingent upon the continued adoption of laptops by businesses. The research reported here focused on the characteristics which might enhance or impede the adoption of laptops by corporations for their salesforces. Specifically, a study of over 200 sales managers was conducted to ascertain the extent to which laptops/portables and the companies that use them in field sales have traits consistent with those posited to speed the diffusion of an innovation.

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