The adoption of information technology in the sales force

The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate that putting sales technology to use strongly depends on salespeople's perceptions about the technology enhancing their performance, their personal innovativeness and organizational efforts in terms of user training. Throughout the adoption process companies also need to target sales line managers-next to end users-because salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or peers who use similar sales technology seems to be of secondary importance for individual sales technology adoption.     

Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors

To our knowledge, this research is the first to focus on the critical moderating role that user training and support play on the relationship between the use of sales force automation tools and salesperson performance (i.e., effectiveness: percent-to-quota and efficiency: average number of calls per day). Hypotheses are tested using survey data from a sample of 108 salespeople in a business-to-business context and archival sales performance information. Moderated regression analysis results indicate that the use of sales force automation tools only enhances salesperson efficiency and effectiveness under conditions of adequate user support and training. In fact, under low levels of user training and support, the use of sales force automation tools was found to reduce salesperson efficiency and effectiveness. These findings have important implications for IT and sales managers since the results show that only under certain conditions will companies realize a return on their investment in SFA tools. Limitations and future directions for research are then discussed.     

Incentives for cattle producers to adopt an E. Coli vaccine: An application of best–worst scaling

E. coli O157:H7 is an important source of foodborne disease. The E. coli pathogen occurs naturally within the rumen of livestock (including cattle) and does not affect the health of the cattle, however, can be a source of cross-contamination during food processing or environmental contamination of drinking and irrigation water supplies. A vaccine to reduce the risk of cattle shedding E. coli is licensed for use in Canada and the US, however, adoption of the vaccine by cattle producers has been extremely low. Using data from a survey of cow–calf producers in western Canada, the influence of a set of thirteen incentives to encourage adoption of the vaccine is examined using Best–Worst Scaling. Incentives include policy interventions, market/supply chain incentives, production protocol incentives, and producer reputation incentives. Heterogeneity in producer responses to the incentives is evident and is further explored with a Latent Class Cluster analysis. Results suggest that a ‘one size fits all’ policy to encourage adoption of an E. coli vaccine by cattle producers may be challenging.     

The potential for technology and knowledge transfers between foreign and local firms: A study of the construction industry in Ghana

Multinational corporations (MNCs) and other foreign firms can be conduits for technology and knowledge (T&K) transfer to host countries in the developing world. Most of the existing research focuses on T&K transfers through FDI and are drawn from Asia not Sub-Saharan Africa (SSA), although SSA is increasingly receiving foreign investment. There is a paucity of research that gives insights into project-level T&K transfer issues in SSA countries. Using the Ghanaian construction industry as an empirical focus, this article explores T&K transfer potential. The findings reveal significant weaknesses in T&K transfer across industry subsectors and between foreign and local firms. This arises from the potentially complementary but dissimilar resource and knowledge bases. The weaknesses are compounded by the absence of coherent government T&K development policies.     

Do TFP and the relative price of investment share a common I(1) component?

Results from cointegration tests clearly suggest that TFP and the relative price of investment (RPI) are not cointegrated. Evidence on the alternative possibility that they may nonetheless contain a common I(1) component generating long-horizon co-variation between them crucially depends on the fact that (i) structural breaks are, or are not allowed for, and (ii) the precise nature and timing of such breaks. Not allowing for breaks, evidence points towards the presence of a common component inducing positive long-horizon covariation, which is compatible with the notion that the technology transforming consumption goods into investment goods is non-linear, and the RPI is also impacted upon by neutral shocks. Allowing for breaks, evidence suggests that long-horizon covariation is either nil or negative.Assuming, for illustrative purposes, that the two series contain a common component inducing negative long-horizon covariation, evidence based on structural VARs shows that this common shock (i) plays an important role in macroeconomic fluctuations, explaining sizeable fractions of the forecast error variance of main macro series, and (ii) generates ‘disinflationary booms’, characterized by transitory increases in hours, and decreases in inflation.     

How locus of control shapes intention to reuse mobile apps for making hotel reservations: Evidence from chinese consumers

This study unveils the cognitive mechanism that locus of control (LOC) dimensions (internal control, chance control, and control by powerful others) predict intention to reuse mobile apps for making hotel reservations. The predictions are assumed through the unified theory of acceptance and use of technology (UTAUT) anchors and perceived risk. Drawn from an online survey with 457 Chinese participants, results show direct positive predictions of intention to reuse from UTAUT anchors including performance expectancy, effort expectancy, social influence, and facilitating conditions. Perceived risk also negatively predicts intention. Effort expectancy mediates the links between internal/chance control and intention, whereas perceived risk mediates only the latter link. Facilitating conditions mediate the relationship between control by powerful others and intention. This study contributes to existing research by distinguishing the mechanisms that underpin LOC dimensions and technology re-adoption. Practitioners are recommended to improve booking apps by addressing the concerns of users with different LOC.     

What drives technology transitions? An integration of different approaches within transition studies

This paper aims to provide a deeper understanding of transition drivers by reviewing four major strands of inquiry in transition studies: Multi Level Perspective (MLP); Strategic Niche Management (SNM); Transition Management (TM); Technological Innovation Systems (TIS). To the best of our knowledge, none of these contributions have so far provided a clear-cut classification of main drivers of transitions, as evidenced by the difficulty of practitioners in reaching goals as entrepreneurs, or policy makers in supporting economic growth. We believe that these theoretical streams share views relating the origin and drivers of transitions and that the analysis of the multi-level developments and systemic sub-processes by using the Integrative Propositional Analysis (IPA) allows for a more comprehensive identification of transition drivers. By mapping causal relationships within each perspective and by developing an integrative framework that takes in due account of overlaps between theories, we derived a new conceptual structure for the identification of transitions’ drivers.     

To each his own: Matching different entrepreneurial models to the academic scientist's individual needs

This paper presents a comparative case study of academic group leaders, active in three different scientific fields at a leading Swiss technical university. It examines the obstacles that prevent scientists from commercializing their technologies and how they can be reduced. Traditional models of technology transfer assume that scientists prefer either to 'go it alone' and become entrepreneurs (the inventor entrepreneur model) or to let go of their technologies to people interested in their commercialization (the surrogate entrepreneur model). The results of qualitative research suggest that these two models capture the extremes of a continuum populated by a variety of intermediate situations where scientists are unwilling completely to let go of their findings, but also do not want to become full time entrepreneurs. This results in considerable commercial potential that is unexploited. The Founding Angels approach might be a solution to this problem; it is designed for academics in these intermediate situations. The study contributes to the literature on university-industry technology transfer and should be useful for practitioners and scientists interested in maximizing the synergies between academia and industry.     

An integrated approach to the purchase decision making process of food-delivery apps: Focusing on the TAM and AIDA models

The study employed two theories, the technology acceptance model (TAM) and the Attention-Interest-Desire-Action (AIDA) model, to provide an understanding of the process of consumers accepting an on-demand food-delivery app, and to establish the effect of marketing communication on outcomes related to consumer behavior. A conceptual model and hypotheses were developed by combining the key constructs of the two models to predict behavioral intentions. Findings revealed the attention and interest in the AIDA model related strongly to the salient behavioral beliefs of TAM, perceived usefulness and perceived ease of use. Thus, it can be concluded that marketing communication acts as an external element in the process of accepting new innovations. Besides, it was confirmed that attitude towards the adoption of new technology acts as a mediator that promotes desire for the app. From the disciplines of information system and marketing communication, the study suggests an innovative approach to incorporating models.