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

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.

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

E-Collaboration Technologies and Organizational Performance ◽

10.4018/978-1-60960-466-0.ch003 ◽

2011 ◽

pp. 30-45

Author(s):

Florian Heidecke ◽

Andrea Back

Keyword(s):

Information And Communication Technologies ◽

Reference Model ◽

Sales Force ◽

Pharmaceutical Companies ◽

Global Integration ◽

Training Process ◽

Strategy Process ◽

Information And Communication ◽

The Right ◽

Sales Force Training

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.

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Scheduling Sales Force Training: Theory and Evidence

SSRN Electronic Journal ◽

10.2139/ssrn.367220 ◽

2003 ◽

Author(s):

Anand Krishnamoorthy ◽

Sanjog Misra ◽

Ashutosh Prasad

Keyword(s):

Sales Force ◽

Sales Force Training

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TRANSFORMING REMOTE SALES FORCE TRAINING: GUIDELINES FOR INTEGRATING E-LEARNING INTO AN EXISTING REMOTE SALES FORCE TRAINING PROGRAM A CASE STUDY

Issues In Information Systems ◽

10.48009/2_iis_2006_344-349 ◽

2006 ◽

Keyword(s):

Training Program ◽

Sales Force ◽

E Learning ◽

Sales Force Training

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Sales force training

Sales Management ◽

10.1007/978-1-137-28574-4_13 ◽

2011 ◽

pp. 307-331

Author(s):

George J. Avlonitis

Keyword(s):

Sales Force ◽

Sales Force Training

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Reference Modeling for Data Analysis: The BIRD Approach

International Journal of Cooperative Information Systems ◽

10.1142/s0218843016500064 ◽

2016 ◽

Vol 25 (02) ◽

pp. 1650006 ◽

Cited By ~ 8

Author(s):

Christoph G. Schuetz ◽

Bernd Neumayr ◽

Michael Schrefl ◽

Thomas Neuböck

Keyword(s):

Data Analysis ◽

Best Practice ◽

Reference Model ◽

Multinational Companies ◽

Reference Models ◽

Domain Specific ◽

Analytical Processing ◽

Business Events ◽

Definition Of ◽

The Individual

Reference models for data analysis with data warehouses may consist of multidimensional reference models and analysis graphs. Multidimensional reference models are best-practice domain-specific data models for online analytical processing. Analysis graphs are reference models of analysis processes for event-driven data analysis. Small and medium-sized enterprises (SMEs) as well as large multinational companies may benefit from the use of reference models for data analysis. The availability of multidimensional reference models lowers the obstacles that inhibit SMEs from using business intelligence (BI) technology. Multinational companies may define multidimensional reference models for increased compliance among subsidiaries and departments. Furthermore, the definition of analysis graphs facilitates the handling of business events for both SMEs and large companies. Modelers may customize the chosen reference models, tailoring the models to the specific needs of the individual company or local subsidiary. Customizations may consist of additions, omissions, and modifications with respect to the reference model. In this paper, we propose a metamodel and customization approach for multidimensional reference models and analysis graphs. We specifically address the explicit modeling of key performance indicators as well as the definition of analysis situations and analysis graphs.

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Driving change: the role of “emotional connectedness” – a case study

The Learning Organization ◽

10.1108/tlo-03-2016-0023 ◽

2016 ◽

Vol 23 (5) ◽

pp. 357-369 ◽

Cited By ~ 2

Author(s):

Sylvie M. Lacoste ◽

Janet Dekker

Keyword(s):

Change Management ◽

Interpersonal Relationships ◽

Customer Orientation ◽

Sales Force ◽

Content Type ◽

Emotional Connectedness ◽

Top Manager ◽

New Perspective ◽

Sales Force Training

Purpose The purpose of this paper is to understand which change process the supplying organization should define for its customer-facing organization in order to successfully increase customer orientation and to be on the short list of their customers’ key suppliers. Design/methodology/approach Action research was used to carry out this research. Researchers were involved in the change management process of a medium-sized company that wanted to re-design their customer selection and interaction processes: one researcher was a top manager of the participating company, whereas the other researcher worked alongside the organization in a collaborative effort to introduce and roll out sales force training seminars. Findings Researchers’ main finding shows how the company’s top-management willingness to apply a “soft” approach to change leverages a concept called “emotional connectedness”. Originality/value The authors bridge a gap between the literature on change management and the “emotional connectedness” concept related to social psychology. The authors add to existing theories on change management a new perspective based on interpersonal relationships.

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