Impediments to sales force automation

Honeycutt, Earl D.; Thelen, Tanya; Thelen, Shawn T.; Hodge, Sharon K.

doi:10.1016/j.indmarman.2004.09.012

Cited by 46 publications

(37 citation statements)

References 17 publications

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“…There is evidence that some salespeople have rather cynical perceptions of their managers, expressing a belief that upper management does not pay sufficient attention to their concerns, does not care about their welfare, and generally ignore their impact when making their decisions (Sager, 1999). Then, too, their different vantage points may cause management and salespeople to arrive at different conclusions about sales force activities from the same information (Honeycutt, Thelen, Thelen, & Hodge, 2005). Given all this, mangers in companies that are having difficulty motivating their salespeople to bring back information might do an appraisal of their relationships with the salespeople to see whether improvement in this area is needed.…”

Section: Discussionmentioning

confidence: 99%

Salespeople as information gatherers: Associated success factors

Liu¹,

Comer²

2007

Industrial Marketing Management

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Section: Discussionmentioning

confidence: 99%

Salespeople as information gatherers: Associated success factors

Liu¹,

Comer²

2007

Industrial Marketing Management

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“…Users who are highly concerned with wasted time spent installing, learning, and troubleshooting the new system will be reluctant to adopt the new technology (Lee, 2009). In addition, the difficulty of convincing users to change their practices and learn how to use the new system was pointed out as a barrier to new technology adoption (Honeycutt et al, 2005). Thus, the potential time loss is also expected to be a salient barrier of mobile office adoption by influencing employees' perceived value negatively.…”

Section: H5c: Financial Risk Will Negatively Affect Perceived Value Omentioning

confidence: 99%

Exploring factors affecting the adoption of mobile office in business: an integration of TPB with perceived value

Seol

Lee

2016

IJMC

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This study develops and empirically tests a research model to comprehensively examine factors influencing the success of the mobile office (i.e., adoption) in business. In particular, this study proposes an integrated theoretical framework that combines the theory of planned behaviour (TPB) and the perspective of perceived value. By doing so, it aims to examine not only fundamental determinants of an information system (IS) adoption proposed by TPB (i.e., attitude, subjective norm, and behavioural control) but also various psychological and emotional factors that determine users' attitude towards IS through the perspective of perceived value. The results indicate that perceived value, colleague opinion and self-efficacy are critical antecedents that increase users' intention to adopt new technology. Furthermore, perceived usefulness and social image are the salient drivers of mobile office adoption because they increase users' value; on the other hand, performance risk and psychological risk are the salient barriers to adoption because they reduce users' value.Keywords: mobile office; intention to use; TPB; theory of planned behaviour; perceived value; perceived benefit; perceived risk. 2 S. Seol et al.Reference to this paper should be made as follows: Seol, S., Lee, H. and Zo, H. (2016) 'Exploring factors affecting the adoption of mobile office in business: an integration of TPB with perceived value', Int.

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“…Second, involvement and responsibility for the use of the adopted innovation (i.e., ICT) will subsequently increase among the various user groups (Kim & Srivastava, 1998;Pae et al, 2002). Actually, managers can also increase end users' ICT involvement by tying system usage to compensation schemes, as it has already been proposed in the sales force automation literature (Honeycutt, Thelen, Thelen, & Hodge, 2005), but it can well be extended to other functions like Marketing and Finance.…”

Section: Managerial Implicationsmentioning

confidence: 99%