The internet's impact on B2B sales management: Some Australian evidence

Leyland F. PITT, Bradley R. BARNES*, Ronika CHAKRABARTI, Dayananda PALIHAWADANA, Mike EWING, Elaine LEONG

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)peer-review


There is still much debate and speculation on exactly how the internet will affect sales management within industrial organisations. To address this uncertainty, we examine Australian managers' perceptions of the impact of the internet on sales management directly, and on organisational performance indirectly. Findings suggest that the internet appears to have little perceived effect on sales management, and the possible reasons for this are discussed, most noteworthy of which is the fact that personally selling in B2B is by definition an interpersonal, relationship-building activity in which technology has hitherto played a very minor role. It is possible that this might change in the future. Some managerial implications are considered, conclusions drawn and future research directions outlined.

Original languageEnglish
Pages (from-to)348-363
Number of pages16
JournalInternational Journal of Technology Marketing
Issue number4
Early online date12 Nov 2007
Publication statusPublished - 2007
Externally publishedYes

Bibliographical note

Publisher Copyright:
Copyright © 2007 Inderscience Enterprises Ltd.


  • Australia
  • B2B
  • Business to Business
  • Internet
  • Organisational performance
  • Sales management
  • Technology marketing


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