A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy
Year: 2010
Type: article
Study design: Observational Study
Abstract: Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson’s manager, coworkers, and competitors affects sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm predictions that while perceived coworker savvy directly influences technology usage, the influence of managers’ and competitors’ perceived savvy is mediated. Perceived manager savvy influences usage by increasing feelings of monitoring and the level of perceived coworker savvy. Similarly, perceived competitor savvy influences usage by increasing perceived manager and coworker savvy. We also confirm that usage of sales technology has a positive influence on salesperson performance.
Authors: Vincent Onyemah, Scott D. Swain, Richard Hanna
Institutions: Babson College, Clemson University, Northeastern University
Language: English
Subfield: Information Systems and Management
Field: Decision Sciences
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2073589270