Salesforce automation and the adoption of technological innovations by salespeople: Theory and implications
نویسندگان
چکیده
automation and the adoption of technological innovations by salespeople: Theory and implications" (1997). Marketing Department Faculty Publications. Paper 28. Introduction This paper is concerned with the adoption of salesforce automation (SFA) systems by organizations and their salesforces. SFA systems consist of centralized database systems that can be accessed through a modem by remote laptop computers using special SFA software (which is often company specific). The modem can be connected to either a conventional phone line or a cellular phone line. Thus, in an SFA system, a salesperson can access a centralized database system at any time through their laptop computer to get constantly refreshed information regarding various facets of the job, e.g. contact information , inventory and shipping statistics (to avoid backorders), customer service information, transportation logistics, and even immediate access to commission figures (Blodgett, 1995a). An SFA system also enables a salesperson to file regular reports electronically without having to travel to the central office in person. The result is greatly improved efficiency and productivity
منابع مشابه
Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation
a r t i c l e i n f o Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesper-son job satisfaction. Study results i...
متن کاملA Salesforce Control Theory Analysis of Enterprise Microblog Posts
Social computing and enterprise 2.0 trends are reshaping business. Selling is no different. In this work, we examine the theory of behavior-based and outcome-based salesforce control put forth several decades ago in the context of social business. We collect enterprise microblog posts of salespeople and conduct a preliminary empirical study. Our preliminary results indicate that microblog posts...
متن کاملThe Adoption of Interrelated Innovations: A Critical Test of Technological Regime Theory
Banking technologies had two distinct generations: mass automation (MA) and electronic banking (EB). The established Technological Regime (TR) theory predicts that a bank’s accumulation in MA technologies may not impact its adoption of EB. On the hand, banks’ IT literacy acquired in the former generation is the primary antecedent of the adoption of EB. This study tests this theory and proposes ...
متن کاملSales Force Automation Acceptance: An Exploratory Study of the Role of Job Experience
User perceptions of new technologies may ultimately affect their acceptance of that technology. Recent research has identified a clear connection between user perceptions of Sales Force Automation and their acceptance of Sales Force Automation technologies. Anecdotal evidence suggests that relative to less experienced salespeople, more experienced salespeople tend to have more negative percepti...
متن کاملDoes the Lecturer’s Innovativeness Drive VLE Adoption in Higher Education Institutes? (A Study Based on Extended UTAUT)
The focus of this study is on lecturer’s use of online technology in the higher education context. Precisely, this study aims to understand the effect of personal innovativeness in IT (PI) in determining technology adoption behavior of lecturers in the higher education institutes in Sri Lanka. In this study, the variable of personal innovativeness in IT is integrated with the UTAUT framework an...
متن کامل