Abstract
In April 2007, the Spanish optical company indo Internacional was facing a renewal decision of the mobility solution for its eyeglasses division’s sales force. Initially, the company was seeking to implement a solution that would allow to look up inventories in real time. One of the potential providers offers to extend the functionality with a virtual catalog, which would allow the company to eliminate part of the current physical sample collection of the sales force. Nevertheless, the virtual catalog would imply a major change in the current work practice of the sales force, and a new way of purchasing for the clients. The objective of this case is to analyze the complexities of IS investment decisions from a variety of perspectives, including a financial analysis. It also focuses on broader qualitative implications in terms of its impact on current work practices of part of the organization.
Recommended Citation
Sieber, Sandra, "Indo Gives Its Sales Force a New Mobility Technology" (2008). ICIS 2008 Proceedings. 123.
https://aisel.aisnet.org/icis2008/123