{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,6,10]],"date-time":"2026-06-10T16:19:07Z","timestamp":1781108347360,"version":"3.54.1"},"reference-count":0,"publisher":"IGI Global Scientific Publishing","issue":"1","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2009,1,1]]},"abstract":"<p>Multinational pharmaceutical companies are facing the challenge of finding the right balance between local responsiveness and global integration. A cross-case study analysis of the sales force training process at the Swiss company Roche Pharmaceuticals identified four areas of collaboration, each of which comprises a certain number of collaborative tasks. The equivocality and complexity of these tasks should, however, be taken into account when considering information and communication technology (ICT) support. The authors developed a task-media fit matrix and used it to choose and justify the usage of certain information and communication technologies. The end result of this article is a reference model for the three layers of strategy, process, and ICT for e-collaboration within the dispersed sales force training process in multinational pharmaceutical companies. The authors also maintain that the task-media fit matrix can help both practitioners and researchers to either justify investments in e-collaboration tools or to evaluate ICT architectures in the field of e-collaboration.<\/p>","DOI":"10.4018\/jec.2009010103","type":"journal-article","created":{"date-parts":[[2011,2,15]],"date-time":"2011-02-15T13:46:00Z","timestamp":1297777560000},"page":"32-46","source":"Crossref","is-referenced-by-count":10,"title":["A Reference Model for E-Collaboration within the Dispersed Sales Force Training Process in Multinational Companies"],"prefix":"10.4018","volume":"5","author":[{"given":"Florian","family":"Heidecke","sequence":"first","affiliation":[{"name":"University of Gallen, Switzerland"}],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Andrea","family":"Back","sequence":"additional","affiliation":[{"name":"University of St. Gallen, Switzerland"}],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"2432","container-title":["International Journal of e-Collaboration"],"original-title":[],"language":"ng","link":[{"URL":"https:\/\/www.igi-global.com\/viewtitle.aspx?TitleId=1985","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2022,6,1]],"date-time":"2022-06-01T19:35:28Z","timestamp":1654112128000},"score":1,"resource":{"primary":{"URL":"https:\/\/services.igi-global.com\/resolvedoi\/resolve.aspx?doi=10.4018\/jec.2009010103"}},"subtitle":[""],"short-title":[],"issued":{"date-parts":[[2009,1,1]]},"references-count":0,"journal-issue":{"issue":"1","published-print":{"date-parts":[[2009,1]]}},"URL":"https:\/\/doi.org\/10.4018\/jec.2009010103","relation":{},"ISSN":["1548-3673","1548-3681"],"issn-type":[{"value":"1548-3673","type":"print"},{"value":"1548-3681","type":"electronic"}],"subject":[],"published":{"date-parts":[[2009,1,1]]}}}