Managing Information Systems:

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Case Study – 310-311 Dow Corning and DirecTV: CRM Goes Mobile

1. Think about the business benefits of the mobile CRM deployments discussed in the case. How did Dow Corning and DirecTV benefit from these applications? What can they do that was not possible before? What were the effects on productivity? Use examples from the case to illustrate your answer.

2. What are some of the reasons that make it so challenging to mobilize an existing enterprise application? How did the companies featured in the case study tackle that challenge?

3. Salespeople are generally known for their independence and emphasis on efficient time management, and not always for their willingness to adopt new technologies pushed by management. What were some of the approaches mentioned in this case study that were used to foster adoption? What other alternatives can you think of?

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