A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies
Journal
International Journal of e-Collaboration
ISSN
1548-3673
Type
journal article
Date Issued
2009-01-01
Author(s)
Research Team
IWI3
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.
Language
English
Keywords
E-Collaboration
Reference Model
E-Training
HSG Classification
not classified
Refereed
Yes
Publisher
IGI Global
Publisher place
New York, NY
Volume
5
Number
1
Start page
32
End page
46
Pages
15
Subject(s)
Eprints ID
213624