Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople |
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Authors: | Deva Rangarajan Wynne Chin |
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Affiliation: | a Vlerick Leuven Gent Management School, Belgium b Department of Marketing, C.T. Bauer College of Business, University of Houston, 4800 Calhoun, Houston TX 77204, United States c University of Houston, United States |
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Abstract: | This study unveils factors affecting sales force automation (SFA) technology usage by salespeople. It differs from previous research by: (1) proposing a model that examines the consequences of task complexity on role perceptions and technology usage, and (2) understanding the negative repercussions of SFA technology on the user. The proposed model was tested using data from 150 salespeople employed by a national organization. The results suggest that integration of SFA technology induces adverse role perceptions in salespeople. However, controlling for extraneous variables, effort is significantly related to salespeople's usage of technology. Key managerial implications for theory and practice are discussed. |
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Keywords: | Sales force technology Effect of technology on end-user Role perceptions SFA integration |
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