Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople Academic Article uri icon

abstract

  • This study unveils factors affecting sales force automation (SFA) technology usage by salespeople. It differs from previous research by: (1) proposing a model that examines the consequences of task complexity on role perceptions and technology usage, and (2) understanding the negative repercussions of SFA technology on the user. The proposed model was tested using data from 150 salespeople employed by a national organization. The results suggest that integration of SFA technology induces adverse role perceptions in salespeople. However, controlling for extraneous variables, effort is significantly related to salespeople's usage of technology. Key managerial implications for theory and practice are discussed. 2005 Elsevier Inc. All rights reserved.

published proceedings

  • Industrial Marketing Management

author list (cited authors)

  • Rangarajan, D., Jones, E., & Chin, W.

citation count

  • 78

complete list of authors

  • Rangarajan, Deva||Jones, Eli||Chin, Wynne

publication date

  • May 2005