Articlegreen2010

A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy

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

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Technology Adoption and User Behaviour Knowledge Management and Sharing Information Systems Theories and Implementation

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.

Citations in this library

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1994Explaining the Role of User Participation in Information System Use 1985The Determinants of Salesperson Performance: A Meta-Analysis 2017Social Construction of Communication Technology 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems 1999The influence of goal orientation and self-regulation tactics on sales performance: A longitudinal field test.2002The Hidden Minefields in the Adoption of Sales Force Automation Technologies

Cited by

2018Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training 2021The impact of digital transformation on salespeople: an empirical investigation using the JD-R model 2015The influence of sales force technology use on outcome performance 2023Sales technology research: a review and future research agenda 2016A contingency model of marketing dashboards and their influence on marketing strategy implementation speed and market information management capability

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