A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy

Journal of Personal Selling & Sales Management, Forthcoming

29 Pages Posted: 11 Dec 2009

See all articles by Vincent Onyemah

Vincent Onyemah

Babson College - Marketing Division

Scott D. Swain

Clemson University

Richard Hanna

Babson College; Northeastern University - Marketing Area

Date Written: December 10, 2009

Abstract

Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson’s manager, co-workers, and competitors impacts sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm predictions that while perceived co-worker savvy directly influences technology usage, the influence of managers’ and competitors’ perceived savvy is mediated. Perceived manager savvy influences usage by increasing feelings of monitoring and the level of perceived co-worker savvy. Similarly, perceived competitor savvy influences usage by increasing perceived manager and co-worker savvy. We also confirm that usage of sales technology has a positive influence on salesperson performance.

Keywords: social learning, salesperson, sales management, technology adoption

Suggested Citation

Onyemah, Vincent and Swain, Scott D. and Hanna, Richard, A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy (December 10, 2009). Journal of Personal Selling & Sales Management, Forthcoming. Available at SSRN: https://ssrn.com/abstract=1521368

Vincent Onyemah

Babson College - Marketing Division ( email )

Babson Park, MA 02157
United States

Scott D. Swain (Contact Author)

Clemson University ( email )

Clemson, SC 29631
United States

Richard Hanna

Babson College ( email )

Babson Park, MA 02157
United States

Northeastern University - Marketing Area ( email )

Boston, MA 02115
United States

Here is the Coronavirus
related research on SSRN

Paper statistics

Downloads
91
Abstract Views
724
rank
296,172
PlumX Metrics