Business intelligence support in sales management: why and where do BI systems fail to support sales executives in decision making?

Abstract

Objectives of the Study

To do a research on why and where BI systems fail to support decision making in sales.

Academic background and methodology

I chose this topic as I saw there was no earlier research on this specific field and due to research partner company who had their own interest in this area. Case study methodology was chosen as it was convenient way to get information from the people involved in sales strategy.

Findings and conclusions

Availability and quality of data is the most significant issue that arise from this thesis. Data issues must be handled before more sophisticated applications of BI can be considered to take in use.