Articlehybrid2002

Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Eli Jones · Suresh Sundaram · Wynne W. Chin

220 citations0/0 files storedJournal of Personal Selling and Sales Management

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Technology Adoption and User Behaviour ERP Systems Implementation and Impact Information Systems Theories and Implementation

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.

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1991The theory of planned behavior 1989Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology 2019Diffusion of Innovations 1 1980Understanding Attitudes and Predicting Social Behavior 1989User Acceptance of Computer Technology: A Comparison of Two Theoretical Models 2000A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies 1985From Intentions to Actions: A Theory of Planned Behavior 1979A Paradigm for Developing Better Measures of Marketing Constructs

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