Supporting Sales Representatives on the Move: A Study of the Information Needs of Pharmaceutical Sales Representatives
The purpose of the current study is to understand the nature of the challenges that sales representatives face as a result of operating within a highly mobile and heterogeneous work environment. The paper also focuses on how the sales representatives manage their information needs and discusses the properties of mobile support systems that would enable them to work effectively despite their being extensively mobile. This is achieved through a case study involving the sales representatives of a medium-sized pharmaceutical company