CABS: a conceptual model for context-aware B2B sales applications

Lillian Clark, Elizabeth Georgina Rogers

Research output: Contribution to journalArticlepeer-review

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In 2003, The Economist outlined a future in which sensor‐enabled technologies would transform businesses as well as lives (“The sentient office is coming”, 2003). Given the ubiquity of smartphones, smartwatches and similar devices, this future has now arrived. Context--‐aware applications are now available that utilize the variety of sensors available on smartphones, wearable devices and other smart objects to detect the consumer’s location, environment and behavior and deliver marketing content accordingly. The number and variety of these sensor-enabled networked devices is rapidly increasing, with analysts projecting growth in these devices to 26 billion by 2020 with an economic value‐add of $1.9 trillion (Jones, 2014; Prentice, 2014).
Original languageEnglish
Pages (from-to)50-66
JournalJournal of Research in Interactive Marketing
Issue number1
Publication statusPublished - 1 Jan 2016


  • mobile marketing
  • sales force management
  • B2B marketing
  • CABS model
  • sales activity support
  • sales applications


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