Welcome to the InfoSci Platform
A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies

A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies

Florian Heidecke, Andrea Back
Copyright: © 2009 |Pages: 16
ISBN13: 9781605666525|ISBN10: 1605666521|EISBN13: 9781605666532
DOI: 10.4018/978-1-60566-652-5.ch058
Cite Chapter Cite Chapter

MLA

Heidecke, Florian, and Andrea Back. "A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies." E-Collaboration: Concepts, Methodologies, Tools, and Applications, edited by Ned Kock, IGI Global, 2009, pp. 735-750. https://doi.org/10.4018/978-1-60566-652-5.ch058

APA

Heidecke, F. & Back, A. (2009). A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies. In N. Kock (Ed.), E-Collaboration: Concepts, Methodologies, Tools, and Applications (pp. 735-750). IGI Global. https://doi.org/10.4018/978-1-60566-652-5.ch058

Chicago

Heidecke, Florian, and Andrea Back. "A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies." In E-Collaboration: Concepts, Methodologies, Tools, and Applications, edited by Ned Kock, 735-750. Hershey, PA: IGI Global, 2009. https://doi.org/10.4018/978-1-60566-652-5.ch058

Export Reference

Mendeley
Favorite

Abstract

Multinational pharmaceutical companies are facing the challenge of finding the right balance between local responsiveness and global integration. A cross-case study analysis of the sales force training process at the Swiss company Roche Pharmaceuticals identified four areas of collaboration, each of which comprises a certain number of collaborative tasks. The equivocality and complexity of these tasks should, however, be taken into account when considering information and communication technology (ICT) support. The authors developed a task-media fit matrix and used it to choose and justify the usage of certain information and communication technologies. The end result of this article is a reference model for the three layers of strategy, process, and ICT for e-collaboration within the dispersed sales force training process in multinational pharmaceutical companies. The authors also maintain that the task-media fit matrix can help both practitioners and researchers to either justify investments in e-collaboration tools or to evaluate ICT architectures in the field of e-collaboration.

Request Access

You do not own this content. Please login to recommend this title to your institution's librarian or purchase it from the IGI Global bookstore.