Factors Leading to Sales Force Automation Use: A Longitudinal Analysis Academic Article

abstract

• Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organizations technology strategies, customer alliances are hindered. Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems. 2002 PSE National Educational Foundation. All rights reserved.

authors

• Jones, Eli

published proceedings

• Journal of Personal Selling and Sales Management

author list (cited authors)

• Jones, E., Sundaram, S., & Chin, W.

citation count

• 40

complete list of authors

• Jones, Eli||Sundaram, Suresh||Chin, Wynne

publication date

• January 2002

published in

• Journal of Personal Selling and Sales Management  Journal

Digital Object Identifier (DOI)

• 10.1080/08853134.2002.10754303

start page

• 145

end page

• 156

volume

• 22

issue

• 3