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Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Year: 2002

Type: article

Abstract: Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organization's technology strategies, customer alliances are hindered.Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.2002.10754303

Authors: Eli Jones, Suresh Sundaram, Wynne Chin

Institutions: University of Houston, Texas A&M University, University of Michigan

Language: English

Topic: Technology Adoption and User Behaviour

Subfield: Information Systems and Management

Field: Decision Sciences

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W1567377583

FWCI: 16.74

Cites: 45

Cited by: 220

Related to: 10