Abstract
The article examines the interrelationships between computer use, the types and uses of sales management decisions, the difficulties involved in sales management decisions, and the information used to support these decisions. A national mail survey of sales executives provided 157 responses which were used in the empirical analysis. The estimation technique was structural equations with latent variables. The results of the estimation indicated that computer use significantly impacts, in a positive fashion, the types and uses of sales management decisions as well as the information used to support these decisions. The types and uses of sales management decisions also have significant, positive influences on the information used to support these decisions and the difficulties surrounding these decisions. In terms of managerial implications, greater computer use in the sales organization improves decisions and the capabilities to make these decisions. A related managerial consideration is that the difficulty level of the decisions in sales management has no meaningful impact on the use of computers and the information used to support such decisions. Greater computer usage encourages the making of more difficult decisions and hopefully improving sales operations.