A social learning perspective on sales technology usage: Preliminary evidence from an emerging economy

Journal of Personal Selling and Sales Management

Volumn 30, Issue 2, 2010, Pages 131-142

  Onyemah, Vincent ^a   Swain, Scott ^b   Hanna, Richard ^b  

^a BABSON COLLEGE   (United States)

^b NORTHEASTERN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 77951271070     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134300204     Document Type: Article

References (28)

1. Ahearne, Michael, Douglas E. Hughes, and Niels Schillewaert (2007), "Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness," International Journal of Research in Marketing, 24 (4), 336-349.
2. ---, Narasimhan Srinivasan, and Luke Weinstein (2004), "Effect of Technology on Sales Performance: Progressing from Technology Acceptance to Technology Usage and Consequence," Journal of Personal Selling & Sales Management, 24, 4 (Fall), 297-310. (Pubitemid 40815653)
3. Albers, Sonke, Murali K. Mantrala, and Shrihari Sridhar (2008), "A Meta-analysis of Personal Selling Elasticities," Marketing Science Institute (MSI) Working Paper Series no. 08-001, Boston.
4. Anderson, Erin, and Vincent Onyemah (2006), "How Right Should the Customer Be?" Harvard Business Review, 84 (7-8), 58-67. (Pubitemid 44076828)
5. Bandura, Albert (1986), Social Foundations of Thought and Action. Englewood Cliffs, NJ: Prentice Hall.
6. Churchill, Gilbert A., Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. (1985), "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, 22 (1), 103-118.
7. Dixon, Andrea L., and Susan M.B. Schertzer (2005), "Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling & Sales Management, 25, 4 (Fall), 261-369.
8. ---, Rosann L. Spiro, and Lukas P. Forbes (2003), "Attributions and Behavioral Intentions of Inexperienced Salespersons to Failures: An Empirical Investigation," Journal of Academy of Marketing Science, 31 (4), 459-468.
9. Fornell, Claes, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (1), 39-50.
10. Fulk, Janet (1993), "Social Construction of Communication Technology," Academy of Management Journal, 36 (5), 921-950.
11. Hartwick, Jon, and Henri Barki (1994), "Explaining the Role of User Participation in Information System Use," Management Science, 40 (4), 440-465.
12. Herzog, Walter, and Anne Boomsma (2009), "Small-Sample Robust Estimators of Noncentrality-Based and Incremental Model Fit," Structural Equation Modeling, 16 (1), 1-27.
13. Hunter, Gary K., and William D. Perreault, Jr. (2006), "Sales Technology Orientation, Information Effectiveness, and Sales Performance," Journal of Personal Selling & Sales Management, 26, 2 (Spring), 95-113. (Pubitemid 43871279)
14. ---, and ---(2007), "Making Sales Technology Effective," Journal of Marketing, 71 (January), 16-34.
15. Jelinek, Ronald, Michael Ahearne, John Mathieu, and Niels Schillewaert (2006), "A Longitudinal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance," Journal of Marketing Theory and Practice, 14 (1), 7-23. (Pubitemid 44501560)
16. Jones, Eli, Suresh Sundaram, and Wynne Chin (2002), "Factors Leading to Sales Force Automation Use: A Longitudinal Analysis," Journal of Personal Selling & Sales Management, 22, 3 (Summer), 145-156.
17. Moutot, Jean-Michel, and Ganael Bascoul (2008), "Effects of Sales Automation Use on Sales Force Activities and Customer Relationship Management Processes," Journal of Personal Selling & Sales Management, 28, 2 (Spring), 167-184.
18. Mungo, Paul (2006), "This Is the Future of Banking: Why Africa Leads the World in Mobile Banking," World Business, 1 (April), 52-57.
19. Oliver, Richard L., and Erin Anderson (1994), "An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems," Journal of Marketing 58 (October), 53-67. (Pubitemid 24828325)
20. ---, and ---(1995), "Behavior-and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance," Journal of Personal Selling & Sales Management, 15, 4 (Fall), 1-15.
21. Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (October), 879-903.
22. Rapp, Adam, Raj Agnihotri, and Lukas P. Forbes (2008), "The Sales Force Technology-Performance Chain: The Role of Adaptive Selling and Effort," Journal of Personal Selling & Sales Management, 28, 4 (Fall), 335-350.
23. Sharma, Arun, Gregory A. Rich, and Michael Levy (2004), "Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations," Journal of Personal Selling & Sales Management, 24, 2 (Spring), 135-139. (Pubitemid 40366233)
24. Speier, Cheri, and Viswanath Venkatesh (2002), "The Hidden Minefields in the Adoption of Sales Force Automation Technologies," Journal of Marketing, 66 (July), 98-111.
25. Sundaram, Suresh, Andrew Schwarz, Eli Jones, and Wynne W. Chin (2007), "Technology Use on the Front Line: How Information Technology Enhances Individual Performance," Journal of the Academy of Marketing Science, 35 (1), 101-112.
26. Swain, Anthony J. (1975), "Analysis of Parametric Structures for Variance Matrices," Ph.D. dissertation, Department of Statistics, University of Adelaide, Australia.
27. VandeWalle, Don, Steven P. Brown, William L. Cron, and John W. Slocum, Jr. (1999), "The Influence of Goal Orientation and Self-Regulation Tactics on Sales Performance: A Longitudinal Field Test," Journal of Applied Psychology, 84 (2), 249-259.
28. Widmier, Scott M., Donald W. Jackson, Jr., and Deborah Brown McCabe (2002), "Infusing Technology into Personal Selling," Journal of Personal Selling & Sales Management, 22, 3 (Summer), 189-198.