The Adoption of Information Technology in the Sales Force’

N. Schillewaert; M. Ahearne; R.T. Frambach; R. Moenaert

doi:10.1016/j.indmarman.2004.09.013

The Adoption of Information Technology in the Sales Force’

N. Schillewaert, M. Ahearne, R.T. Frambach, R. Moenaert

Marketing

Research output: Contribution to Journal › Article › Academic › peer-review

Abstract

The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate 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. Throughout the adoption process companies also need to target sales line managers-next to end users-because salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or peers who use similar sales technology seems to be of secondary importance for individual sales technology adoption. © 2005 Elsevier Inc. All rights reserved.

Original language	English
Pages (from-to)	323-336
Journal	Industrial Marketing Management
Volume	34
DOIs	https://doi.org/10.1016/j.indmarman.2004.09.013
Publication status	Published - 2005

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title = "The Adoption of Information Technology in the Sales Force{\textquoteright}",

abstract = "The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate 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. Throughout the adoption process companies also need to target sales line managers-next to end users-because salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or peers who use similar sales technology seems to be of secondary importance for individual sales technology adoption. {\textcopyright} 2005 Elsevier Inc. All rights reserved.",

author = "N. Schillewaert and M. Ahearne and R.T. Frambach and R. Moenaert",

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AU - Moenaert, R.

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AB - The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate 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. Throughout the adoption process companies also need to target sales line managers-next to end users-because salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or peers who use similar sales technology seems to be of secondary importance for individual sales technology adoption. © 2005 Elsevier Inc. All rights reserved.

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DO - 10.1016/j.indmarman.2004.09.013

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JO - Industrial Marketing Management

JF - Industrial Marketing Management

ER -

The Adoption of Information Technology in the Sales Force’

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