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Technology use on the front line: how information technology enhances individual performance |
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| Authors: | Suresh Sundaram Andrew Schwarz Eli Jones Wynne W Chin | ||
| Institution: | 1.Department of Marketing, Law and Social Responsibility,Loyola College in Maryland Sellinger School of Business,Baltimore,USA;2.Department of Information Systems and Decision Sciences, E. J. Ourso College of Business Administration,Louisiana State University,Baton Rouge,USA;3.Department of Marketing and Entrepreneurship, Bauer College of Business,Sales Excellence Institute University of Houston,Houston,USA;4.Department of Decision and Information Sciences, Bauer College of Business,University of Houston,Houston,USA | ||
| Abstract: | This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The
primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along
with the traditional measure of usage—namely, frequency of use—on two dimensions of individual-level outcomes: information
technology-enabled administrative performance and information technology-enabled salesperson performance. To maintain consistency
with the existing literature, the authors examine the effects of predeployment attitude toward or acceptance of technology
and pre-deployment intended use of technology. The authors discuss managerial implications and provide directions for future
research.
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| Keywords: | Technology CRM Customer relationship management Sales force automation SFA Salesperson performance Individual performance Sales Salespeople sales management PLS Partial least squares SEM Structural equations modeling | ||
| 本文献已被 SpringerLink 等数据库收录！ | |||
