A longitudinal examination of individual, organizational and contextual factors on sales technology adoption and job performance
Jelinek, Ronald Ahearne, Michael Mathieu, John Schillewaert, Niels
Jelinek, Ronald
Ahearne, Michael
Mathieu, John
Schillewaert, Niels
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Publication Type
Journal article
Editor
Supervisor
Publication Year
2006
Journal
Journal of Marketing. Theory and Practice
Book
Publication Volume
14
Publication Issue
1
Publication Begin page
7
Publication End page
23
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Abstract
This longitudinal research examines the impact of individual differences, organizational factors, and contextual influences on intention to adopt and adoption of sales force automation (SFA) technology, and the corresponding effect of adoption on sales performance. Data were collected prior to the introduction of SFA and six months later from 156 salespeople at a major manufacturing firm. In addition to demonstrating that training, customer pressure, and peer use play important roles in SFA adoption, this research is the first to indicate that one's goal orientation also affects adoption behaviors. Beyond examining factors that drive technology adoption, the longitudinal methodology employed in this study provides unique evidence that the adoption of sales technology tools enhances job performance.
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Keywords
Services Marketing, Sales Management