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

abstract

• 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.

authors

• Jones, Eli

published proceedings

• JOURNAL OF THE ACADEMY OF MARKETING SCIENCE

author list (cited authors)

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

citation count

• 134

complete list of authors

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

publication date

• March 2007

publisher

• Springer Nature  Publisher

keywords

• Crm
• Customer Relationship Management
• Individual Performance
• Partial Least Squares
• Pls
• SEM
• Sales
• Sales Force Automation
• Salespeople Sales Management
• Salesperson Performance
• Sfa
• Structural Equations Modeling
• Technology

Digital Object Identifier (DOI)

• 10.1007/s11747-006-0010-4

start page

• 101

end page

• 112

volume

• 35

issue

• 1

URL

• http://dx.doi.org/10.1007/s11747-006-0010-4