Sales force technology usage - reasons, barriers, and support: An exploratory investigation

Article Abstract:

The reasons behind salespeople using sales force automation (SFA) technologies along with the perceived barriers to SFA usage and the management's role in increasing the usage of SFA technology are explored. The study shows that more productivity/efficiency was the main reason for salespeople to use SFA technology, whereas the lack of management and technical support proved to be the main barrier to usage and training proved most effective in increasing usage of SFA technology.

Customer relationship management

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Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors

Article Abstract:

The critical moderating role of user training and support on the relationship between the use of sales force automation (SFA) tools and salesperson performance is examined. The analysis shows that the use of SFA tools only enhances salesperson efficiency and effectiveness under conditions of adequate user support and training, however, under low levels of user training and support, the use of SFA tools was found to reduce salesperson efficiency and effectiveness.

Influence

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The adoption of information technology in the sales force

Article Abstract:

The adoption of information technology by many salespeople is described. The results show that putting sales technology to use strongly depends on salespeople's perceptions about the technology enhancing their performance, their personal innovativeness and organizational efforts in terms of user training and the threat from competing peers using same technology seems to be of secondary importance for individual sales technology adoption.

Similar abstracts:

• Abstracts: Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople
• Abstracts: Perceptions of sales force automation: Differences between sales force and management. Impediments to sales force automation

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