haku: @freeterm VERSICHERUNGSBETRIEBE, VERKAUFSABTEILUNG / yhteensä: 1
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| Tekijä: | Sviokla, J. J. |
| Otsikko: | Knowledge workers and radically new technology |
| Lehti: | Sloan Management Review
1996 : SUMMER, VOL. 37:4, p. 25-40 |
| Asiasana: | |
| Vapaa asiasana: | VERSICHERUNGSBETRIEBE, VERKAUFSABTEILUNG TECHNIK, TECHNISCHER FORTSCHRITT, UNTERNEHMENSSTRATEGIE |
| Kieli: | eng |
| Tiivistelmä: | In a study of the predictors of success and failure in implementing technology, the author examines the introduction and use of Profiling, an expert system to aid the insurance sales process. Lutheran Brotherhood, National Mutual, Prudential, and Sun Alliance tried to get more than 5 000 field salespeople to implement Profiling. The results indicate that in implementing a radically new technology, managers need to assemble constellations of actions, consider the political ramifications throughout the organization, manage the momentum of the project, and work to achieve economies of scale. |
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