A longitudinal examination of individual, organizational and contextual factors on sales technology adoption and job performance

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.