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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 |Volume: 5 |Issue: 1 |Pages: 15
ISSN: 1548-3673|EISSN: 1548-3681|ISSN: 1548-3673|EISBN13: 9781615205684|EISSN: 1548-3681|DOI: 10.4018/jec.2009010103
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MLA

Heidecke, Florian, and Andrea Back. "A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies." IJEC vol.5, no.1 2009: pp.32-46. http://doi.org/10.4018/jec.2009010103

APA

Heidecke, F. & Back, A. (2009). A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies. International Journal of e-Collaboration (IJeC), 5(1), 32-46. http://doi.org/10.4018/jec.2009010103

Chicago

Heidecke, Florian, and Andrea Back. "A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies," International Journal of e-Collaboration (IJeC) 5, no.1: 32-46. http://doi.org/10.4018/jec.2009010103

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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.

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