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

Lillian Clark; Elizabeth Georgina Rogers

doi:10.1108/JRIM-03-2015-0023

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

Lillian Clark
, Elizabeth Georgina Rogers

Research output: Contribution to journal › Article › peer-review

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Abstract

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 language	English
Pages (from-to)	50-66
Journal	Journal of Research in Interactive Marketing
Volume	10
Issue number	1
DOIs	https://doi.org/10.1108/JRIM-03-2015-0023
Publication status	Published - 1 Jan 2016

Keywords

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

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10.1108/JRIM-03-2015-0023

CLARK_2015_cright_JRIM_CABS_A_conceptual_model_for_context_aware_B2B_sales_applications
This article is (c) Emerald Group Publishing and permission has been granted for this version to appear here http://eprints.port.ac.uk. Emerald does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Emerald Group Publishing Limited.
Accepted author manuscript (Post-print), 978 KB

Cite this

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title = "CABS: a conceptual model for context-aware B2B sales applications",

abstract = "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{\textquoteright}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).",

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author = "Lillian Clark and Rogers, \{Elizabeth Georgina\}",

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

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Keywords

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