COLLECTIVISTIC AND INDIVIDUALISTIC PERFORMANCE EXPECTANCY IN THE UTILIZATION OF SALES AUTOMATION TECHNOLOGY IN AN INTERNATIONAL FIELD SALES SETTING

被引：15

作者：

Baker, David ^{[1
]}

Delpechitre, Duleep ^{[2
]}

机构：

[1] Univ Louisiana Lafayette, Moody Coll Business, Mkt & Int Business, Lafayette, LA 70504 USA

[2] Univ Louisiana Lafayette, Moody Coll Business, Mkt, Lafayette, LA 70504 USA

来源：

JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT | 2013年 / 33卷 / 03期

关键词：

D O I：

10.2753/PSS0885-3134330303

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This study examines a model that discriminates between internalized collective performance expectancy (ICPE) and evaluative individual performance expectancy (EIPE) related to utilization of sales force automation (SFA) technology in an international setting. A field study was conducted with a sample of 141 sales representatives utilizing SFA technology in five countries. Results of the study showed that salesperson ICPE had a significant positive effect on SFA utilization and salesperson EIPE failed to show a significant direct effect on SFA utilization. However, salesperson EIPE had a significant indirect effect on SFA utilization through salesperson ICPE. This research supports the need for better managerial and vendor understanding of cultural value-specific factors related to field sales technology utilization.

引用

页码：277 / 288

页数：12

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