AI SearchThe impacts of technology solutions on sales force performance of a 2fast moving consumer goods3 company in Vietnam (Record no. 58357)
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| fixed length control field | 06338nas a2200361 a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260818134450.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 230918s2021 th uu m rtt 0| a1eng d |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | .b12413471 |
| 099 #9 - LOCAL FREE-TEXT CALL NUMBER (OCLC) | |
| Classification number | AIT Diss. no.DBA-SOM-21-04 |
| 100 0# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Pham Hoang Minh |
| 245 14 - TITLE STATEMENT | |
| Title | The impacts of technology solutions on sales force performance of a 2fast moving consumer goods3 company in Vietnam |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Pathum Thani, Thailand : |
| Name of publisher, distributor, etc. | Asian Institute of Technology, |
| Date of publication, distribution, etc. | 2021 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 131 leaves : |
| Other physical details | ill. |
| 490 1# - SERIES STATEMENT | |
| Series statement | Dissertation ; |
| Volume/sequential designation | no. DBA-SOM-21-04 |
| 500 ## - GENERAL NOTE | |
| General note | A dissertation submitted in partial fulfillment of the requirements for the degree of Doctor of Business Administration |
| 502 ## - DISSERTATION NOTE | |
| Dissertation note | Thesis (Ph.D.) - Asian Institute of Technology, 2021 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | The business operation efficiency of FMCG distributors is influenced by several factors including retailer coverage quantity, in-store execution effectiveness, retailer service quality. There are significant business needs to improve in-store sales execution effectiveness, retailer service quality, and increasing coverage number of retailers in Vietnam. This research examined how technology solutions impact salesforce performance of traditional trade distribution business in Vietnam. The primary aim was to improve understanding of relative benefits of the technology solutions adoption by empirically investigating its impact on salesforce performance. Technology solutions are a suite of sales management applications to improve sales performance that cover Sales Force Automation (SFA), Distribution Management System (DMS), Artificial Intelligence (AI-Based Smart Assistant), and Photo / GPS tagging.Sales Force Automation (SFA) refers to applications that reduce administrative tasks and help salespeople automate the sales process to the maximum.Distribution Management System (DMS) is a collection of applications designed to monitor and control the entire distribution network efficiently and reliably. Sales AI assistant is an application that helpssalespeople completing tasks in more effective manner. The theoretical basis for this study was an investigation of multiple factors impacting salesperson performance. The focus of the literature was around key factors impacting salesperson performance, including salesperson disciplines, motivation, ethical behaviors, and technology solutions applied as control systems and AI-guided Sales Assistants. The conceptual framework underpinning this study described how the technology solutions enabling salesperson base disciplines, retailer service quality, and in-store execution effectiveness impact salesperson performance. Although there isa significant number of researches studied salesperson performance factors, none has revealed holistic data-based assessment of howtechnologysolutions impact salesperson performance to meet or exceed monthly sales targets. The extensive literature review has revealed no known study analyzing this topic in an integrated manner. The key of this study is to empirically prove that technology solutions reinforcing daily work commitments and AI-guided insights impact significantly salesperson performance. This is also the first study conducted on technology solutions{u2019} impact onsalesforce performance in Vietnam{u2019}s traditional trade distribution business. Thus, this research delivers a substantial contribution to the limited body of knowledge about salesperson performance in Vietnam and to other Asian developing countries. The study explored technology solutions increasing sales performance using a sample of 1,150 salespeople in Vietnam{u2019}s traditional trade distribution business in the year 2020. Sourceof data (salesperson{u2019}s operational KPIs) was automatically populated from 2FMCG COMPANY3 technology solutions including Sales Force Automation (SFA) and Distribution Management System (DMS). The data wereanalyzed with SPSS software package to attain quantitative measures, factor analysis, Spearman{u2019}s correlation, and linear regression. The conceptual model explained 3 key factors impacting salesperson performance: Base Discipline Compliance, Retailer Service Quality, and In-store Execution Effectiveness. These are 3 dimensions of the technology solutions. Descriptive and inferential statistics from the study showed a significant positive impact of technology solutions on salesperson performance for 1,150 salespeople working under 4 regional distributors of 2FMCG Company3 in Vietnam. The analysis suggested that the more salesperson operates with discipline on daily sales operational activities and leverages AI-guided insights, the better sales results they achieve. The results also confirmed that the specific key factors enabled by technology solutions have a significant direct positive impact on salesperson performance.This research showed that technology solutions enabling indirect impacts identified to recommend 3 key factors: Base Discipline Compliance, Retailer Service Quality, and In-store Execution Effectiveness were significant for salesperson performance of 2FMCG Company3 regional distributors operating in Vietnam and 3 other ASEAN counties. This study suggested that sales managers should consider improving their salesforce performance by leveraging SFA, DMS, and AI-guided Smart Assistants to improve their sales operations. The best practices suggested using GPS tagging, photographicconfirmation asproofof performance and AI Assistants recommending optimal SKUs selling relevant to each individual retail store. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Salespersonnel |
| Geographic subdivision | Vietnam |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Sales personnel |
| Geographic subdivision | Vietnam |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Consumer goods |
| Geographic subdivision | Vietnam |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Levermore, Roger, |
| Relator term | Chairperson |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Swierczek, Fredric W., |
| Relator term | Examination committee |
| 700 0# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Vatcharaporn Esichaikul, |
| Relator term | Examination Committee |
| 810 2# - SERIES ADDED ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | Asian Institute of Technology. |
| Title of a work | Dissertation ; |
| Volume/sequential designation | no. DBA-SOM-21-04 |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Full-Text |
| Uniform Resource Identifier | <a href="http://203.159.5.9/ait-thesis/detail.php?q=B19948">http://203.159.5.9/ait-thesis/detail.php?q=B19948</a> |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) | |
| a | .b12413471 |
| b | mnait |
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| a | 250421 |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| Operator's initials, OID (RLIN) | 0 |
| Cataloger's initials, CIN (RLIN) | 230918 |
| First date, FD (RLIN) | m |
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| 945 ## - LOCAL PROCESSING INFORMATION (OCLC) | |
| l | mnarc |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | 67-Electronic Resource |
| 909 ## - LOCAL ITEMS USED | |
| Barcode | Barcode : - |
| CREATED | CREATED : 2023-09-13 |
| RECORD Id | RECORD # : i13464498 |
| LPATRON | LPATRON : 0 |
| LCHKIN | LCHKIN : - |
| RENEWALS | # RENEWALS : 0 |
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| Withdrawn status | Lost status | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Total checkouts | Full call number | Date last seen | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Available for Loans | Asian Institute of Technology Library | Asian Institute of Technology Library | Archives | 18/08/2026 | AIT Diss. no.DBA-SOM-21-04 | 18/08/2026 | 18/08/2026 | 67-Electronic Resource |