The Impact of Personality Variables, Prior Experience, and Training on Sales Agents' Internet Utilization and Performance

Journal of Business-to-Business Marketing

Volumn 11, Issue 1-2, 2004, Pages 153-182

  Gulati, Rajesh ^a   Bristow, Dennis N ^a   Dou, Wenyu ^a  

^a ST CLOUD STATE UNIVERSITY   (United States)

Author keywords

Experience; Internet utilization; Learning orientation; Locus of control; Performance; Sales agents; Training

Indexed keywords

EID: 85016068502     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v11n01_09     Document Type: Article

References (64)

1. Abdel-Halim, A. (1980). –Effects of Person-Job Compatibility on Managerial Reaction to Role Ambiguity.— Organizational Behavior and Human Performance, 26, 193-211.
2. Anderson, Erin and Barton Weitz (1992). 'The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Journal of Marketing Research. 29 (February). 18-34.
3. Agarwal, Ritu and Jayesh Prasad (1999), –Are Individual Differences Germane to the Acceptance of New Information Technologies?— Decision Sciences. 30 (Spring), 361-391.
4. Ajzen, Icek and Martin Fishbein (1980), Understanding Attitudes and Predicting Social Behavior. Englewood Cliffs, NJ: Prentice-Hall
5. Ajzen, Icek and T. J. Madden (1986), –Prediction of Goal Directed Behaviors: Attitudes. Intentions, and Perceived Behavioral Control,— Journal of Experimental Social Psychology. 22, 453-474.
6. Alavi, Maryam and Erich A. Joachimsthaler (1992), –Revisiting DSS Implementation Research: A Meta-Analysis of the Literature and Suggestions for Researchers,— MIS Quarterly, 16 (March), 95-116.
7. Anderson, Janies C. and David W. Gerbing (1988), –Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,— Psychological Bulletin, 103 (3), 411-423.
8. Armstrong, S. J. and T. S. Overton (1979), –Estimating Non-Response Bias in Mail Surveys,— Journal of Marketing Research, 14 (August), 396-402.
9. Avlonitis, George J. and Despina A. Karayanni (2000). –The Impact of Internet Use on Business-to-Business Marketing,— Industrial Marketing Management. 29, 441-459.
10. Bagozzi, Richard P. (1981), –Attitudes. Intentions, and Behaviors: A Test of Some Key Hypotheses.— Journal of Personality and Social Psychology, 41 (October), 607-627.
11. Bentler, Peter M. and Douglas C. Bonnet (1980). –Significance Tests and Goodness of Fit in the Analysis of Covariance Structures.— Psychological Bulletin, 80 (3), 588-606.
12. Blackmon, D. A. (2001), –Where the Money Is,— The Wall Street Journal, (April 17), B1, B10.
13. Colquitt, Jason A. and Marcia J. Simmering (1998). –Conscientiousness, Goal Orientation, and Motivation to Learn During the Learning Process: A Longitudinal Study,— Journal of Applied Psychology. 83 (August), 654-665.
14. Davis, F. D. (1989), –Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Technology,— MIS Quarterly, 13 (3), 318-339.
15. Deeter-Schmelz, Dawn R., Aric Bizzari, Rebecca Graham, and Catherine Howdyshell (2001), –Business-to-Business Online Purchasing: Supplier's Impact on Buyers' Adoption and Usage Intent,— Journal of Supply Chain Management, 37 (Winter), 4-10.
16. Dos Santos, Brian L. and Frank E. Kuzmitz (1997). 'The Internet: A Key Tool for Today's Human Resource Professional," S.A.M. Advanced Management Journal. 62 (Spring), 33-40.
17. Dweck, Carol S. and Ellen L. Legget (1988), –A Social-Cognitive Approach to Motivation and Personality,— Psychological Review, 95 (2), 256-273.
18. Elliot, E. S. and Carol S. Dweck (1988), –Goals: An Approach to Motivation and Achievement,— Journal of Personality and Social Psychology, 54. 5-12.
19. Fishbein, Martin and Icek Ajzen (1975), Belief Attitude, Intention, and Behavior: An Introduction to Theory and Research. Reading, MA: Addison-Wesley Publishing Company.
20. Gerbing, David W. and James C. Anderson (1988), –An Updated Paradigm for Scale Development Incorporating Unidimensionality and its Assessment,— Journal of Marketing Research, 25 (May), 186-192.
21. Gulati, Rajesh, Dennis N. Bristow, and Wenyu Dou (In Press), –A Three-Tier Model Representing the Impact of Internet Use and Other Environmental and Relation-ship-Specific Factors on a Sales Agent's Fear of Disintermediation Due to the Internet Medium.— Journal of Marketing Channels.
22. Harrison, Allison W. and Kelly R. Rainer. (1992), 'The Influence of Individual Differences on Skill in End-User Computing," Journal of Management Information Systems, 9 (Summer), 93-111.
23. Hoffman, Donna L., and Thomas P. Novak (1996), –Marketing in Hypermedia Com-puter-Mediated Environment: Conceptual Foundations,— Journal of Marketing, 60 (July), 50-68.
24. Hollenbeck, John R. and Howard J. Klein (1987), –Goal Commitment and Goal Setting Process: Problems. Prospects and Proposals for Future Research,— Journal of Applied Psychology, 72 (April), 212-220.
25. Howell, Jane M. and Christine M. Shea (2001), –Individual Differences, Environmental Scanning, Innovation Framing, and Champion Behavior: Key Predictors of Project Performance,— The Journal of Product Innovation Management. 18 (January), 15-27.
26. Igbaria, Magid, Tor Guimaraes. and Gordon B. Davis (1995), 'Testing the Determinants of Microcomputer Usage Via a Structural Equation Model," Journal of Management Information Systems, 11 (Spring). 87-114.
27. Igbaria, Majid, F. Pavri, and S. Huff (1989), –Microcomputer Application: An Empirical Look at Usage,— Information and Management, 16 (4), 187-196.
28. Kennedy, Karen N. and Dawn R. Deeter-Schmelz (2001), –Descriptive and Predictive Analyses of Industrial Buyers' Use of Online Information for Purchasing,— The Journal of Personal Selling and Sales Management, 21 (Fall), 21-33.
29. Kerlinger, Fred N. (1986). Foundations of Behavioral Research (3rd ed.), Chicago, IL: Holt. Rinehart and Winston. Inc.
30. Kerr, E. B. and S. R. Hiltz (1988), Computer Mediated Conummication Systems: Status Report. New York: Academic Press.
31. Lang, Dorothy and Ursula Wittig-Berman (2000), –Managing Work-Related Learning for Employee and Organizational Growth,— S.A.M. Advanced Management Journal, 65 (Autumn), 37-43.
32. Learner, Edward E. and Michael Storper (2001), –The Economic Geography of the Internet Age,— Journal of International Business Studies, 32 (Winter), 641-665.
33. Lefcourt, Herbert M. (1991), –Locus of Control.— in Measures of Personality' and Social Psychological Attitudes, John P. Robinson, Phillip R. Shaver, and Lawrence C. Wrightsman. eds. San Diego: Academic Press. 413-499.
34. Lengnick, Cynthia A. and Martha M. Sanders (1997), –Designing Effective Learning Systems for Management Education: Student Roles, Requisite Variety and Practicing What We Teach,— Academy of Management Journal, 40 (December), 1334-1368.
35. Leong, Elaine K. F. and Michael T. Ewing (2002). –E-Comprehension: Evaluating B2B Websites Using Readability Formulae,— Industrial Marketing Management, 31 (February), 125-131.
36. Ling, Raymond R. and David C. Yen (2001), –Extranet: A New Wave of Internet,— S.A.M. Advanced Management Journal. 66 (Spring), 39-44.
37. Loehlin, John C. (1992). Latent Variable Models: An Introduction to Factor, Path, and Structural Analysis. Hillsdale. NJ: Lawrence Erlbaum Associates, Inc.
38. MacDonald, A. P. and M. Tseng (1971), –Dimensions of Internal versus External Control Revisited: Toward the Development of a Measure of Generalized Expectancy,— unpublished paper, cited in the work of Cherry, John and John Fraedrich (2000), –An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers.— The Journal of Personal Selling and Sales Management, 20 (3), 173-185.
39. Morris, Michael G., and Wiswanath Venkatesh (2000), –Age Differences in Technology Adoption Decisions: Implications For a Changing Work Force,— Personnel Psychology. 53 (Summer), 375-403.
40. Myers, C. and M. Conner (1992), –Age Differences in Skill Acquisition and Transfer in an Implicit Learning Paradigm,— Applied Cognitive Psychology, 6, 429-442.
41. Nunnally, Jum C. (1978), Psychometric Theory (2nd ed.). New York, NY: McGraw-Hill, Inc.
42. Pease, P. (2000), –Taking Time to Communicate Effectively with Technology,— Agency Sales Magazine, 30 (6), 68.
43. Peterson, Robert A., Sridhar Balasubramanian. and Bart J. Bronnenberg (1997), –Exploring the Implications of Internet for Consumer Marketing.— Journal of the Academy of Marketing Science, 25 (4), 329-346.
44. Phillips, Jean M. and Stanley M. Gully (1997), –Role of Goal Orientation. Ability, Need for Achievement and Locus of Control in the Self-Efficacy and Goal-Setting Process.— Journal of Applied Psychology, 82 (October), 792-802.
45. Rogers, E. M. (1995). Diffusion of Innovations (4th Ed.), New York: The Free Press.
46. Rotter, Julian B. (1966). –Generalized Expectancies for Internal versus External Control of Reinforcement,— Psychological Monographs. 80 (1), (Whole No. 609)
47. Sadowski, B. M., C. Maitland, and J. Van Dongen (2002). –Strategic Use of the Internet by Small-and Medium-Sized Firms: An Exploratory Study,— Information Economics and Policy, 14 (March), 75-93.
48. Sharma, Arun (2002), 'Trends in Internet-Based Business-to-Business Marketing," Industrial Marketing Management. 31 (February), 77-84.
49. Sharit, J. and S. J. Czaja (1994), –Aging, Computer-Based Task Performance, and Stress: Issues and Challenges.— Ergonomics. 37, 559-577.
50. Shaw, Charles (2001), –The Rep and the Future-Which is Now,— Agency Sales. 31 (January), 28-30.
51. Spector, Paul E. (1982). –Behavior in Organizations as a Function of Employee's Locus of Control,— Psychological Bulletin. 91, 482-497.
52. Spector, Paul E. (1986), –Perceived Control by Employees: A Meta-Analysis of Studies Concerning Autonomy and Participation at Work,— Human Relations. 39, 1005-1016.
53. Spector, Paul E. (1988). –Development of the Work Locus of Control Scale,— Journal of Occupational Psychology. 61, 335-340.
54. Stead, Bette A. and Jackie Gilbert (2001), –Ethical Issues in Electronic Commerce,— Journal of Business Ethics, 34 (November), 75-85.
55. Sujan, Harish, Barton A. Weitz, and Nirmalya Kumar (1994), –Learning Orientation, Working Smart, and Effective Selling,— Journal of Marketing, 58 (July), 39-52.
56. Taylor, Shirley and Peter Todd (1995), –Assessing IT Usage: The Role of Prior Experience,— MIS Quarterly. 19 (December), 561-570.
57. Thompson, Ronald L., Christopher A Higgins, and Jane M. Howell (1994), –Influence of Experience on Personal Computer Utilization: Testing a Conceptual Model,— Journal of Management Information Systems, 11 (Summer). 167-187.
58. Venkatesh, Vishwanath and Fred D. Davis (1996), –A Model of the Antecedents of Perceived Ease of Use: Development and Test,— Decision Sciences, 27 (Summer), 451-481.
59. Webb, Kevin L. (2002). –Managing Channels of Distribution in the Age of Electronic Commerce,— Industrial Marketing Management, 31 (February), 95-102.
60. Weiss, Allen M. and Erin Anderson (1992), –Converting From Independent to Employee Salesforces: The Role of Perceived Switching Costs,— Journal of Marketing Research. 29 (February), 101-115.
61. Weitz, Barton A., Stephen B. Castleberry, and John F. Tanner (2001). Selling: Building Partnerships. Boston. MA: McGraw-Hill Inc.
62. Wilson, Susan G. and Ivan Abel (2002), –So You Want to Get Involved in E-Com-merce.— Industrial Marketing Management, 31 (February). 85-94.
63. Williams, Larry J. and Patricia J. Holahan (1994), –Parsimony-Based Indices for Mul-tiple-Indicator Models: Do They Work?— Structural Equation Modeling, 1 (2), 161-189.
64. Zinkhan, George M., Erich A. Joachimsthaler, and Thomas C. Kinnear (1987), –Individual Differences and Marketing Decision Support System Usage and Satisfaction,— Journal of Marketing Research, 24 (May). 208-214.