Technology use on the front line: how information technology enhances individual performance Academic Article uri icon


  • 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. 2007 Springer-Verlag.

published proceedings

  • Journal of the Academy of Marketing Science

author list (cited authors)

  • Sundaram, S., Schwarz, A., Jones, E., & Chin, W. W.

citation count

  • 115

complete list of authors

  • Sundaram, Suresh||Schwarz, Andrew||Jones, Eli||Chin, Wynne W

publication date

  • May 2007