Technology use on the front line: how information technology enhances individual performance

被引：0

作者：

Suresh Sundaram

Andrew Schwarz

Eli Jones

Wynne W. Chin

机构：

[1] Loyola College in Maryland Sellinger School of Business,Department of Marketing, Law and Social Responsibility

[2] Louisiana State University,Department of Information Systems and Decision Sciences, E. J. Ourso College of Business Administration

[3] Sales Excellence Institute University of Houston,Department of Marketing and Entrepreneurship, Bauer College of Business

[4] University of Houston,Department of Decision and Information Sciences, Bauer College of Business

来源：

Journal of the Academy of Marketing Science | 2007年 / 35卷

关键词：

Technology; CRM; Customer relationship management; Sales force automation; SFA; Salesperson performance; Individual performance; Sales; Salespeople sales management; PLS; Partial least squares; SEM; Structural equations modeling;

D O I：

暂无

中图分类号：

学科分类号：

摘要：

This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along with the traditional measure of usage—namely, frequency of use—on two dimensions of individual-level outcomes: information technology-enabled administrative performance and information technology-enabled salesperson performance. To maintain consistency with the existing literature, the authors examine the effects of predeployment attitude toward or acceptance of technology and pre-deployment intended use of technology. The authors discuss managerial implications and provide directions for future research.

引用

页码：101 / 112

页数：11