A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance

Journal of Marketing Theory and Practice, Vol. 4, No. 1, pp. 7-23, 2006

17 Pages Posted: 1 Apr 2010 Last revised: 5 May 2013

See all articles by Ronald Jelinek

Ronald Jelinek

Providence College

Michael Ahearne

University of Houston - C.T. Bauer College of Business

John Mathieu

University of Connecticut - Department of Management

Niels Schillewaert

Vlerick Leuven Ghent Management School

Date Written: January 1, 2006

Abstract

This longitudinal research examines the impact of individual differences, organizational factors, and contextual influences on intention to adopt and adoption of sales force automation (SFA) technology, and the corresponding effect of adoption on sales performance. Data were collected prior to the introduction of SFA and six months later from 156 salespeople at a major manufacturing firm. In addition to demonstrating that training, customer pressure, and peer use play important roles in SFA adoption, this research is the first to indicate that one's goal orientation also affects adoption behaviors. Beyond examining factors that drive technology adoption, the longitudinal methodology employed in this study provides unique evidence that the adoption of sales technology tools enhances job performance.

Keywords: Technology Adoption, Salesforce, SFA, Performance

JEL Classification: M31, O30

Suggested Citation

Jelinek, Ronald and Ahearne, Michael and Mathieu, John and Schillewaert, Niels, A Longitudal Examination of Individual, Organizational, and Contextual Factors on Sales Technology Adoption and Job Performance (January 1, 2006). Journal of Marketing Theory and Practice, Vol. 4, No. 1, pp. 7-23, 2006, Available at SSRN: https://ssrn.com/abstract=1582980

Ronald Jelinek

Providence College ( email )

United States

Michael Ahearne (Contact Author)

University of Houston - C.T. Bauer College of Business ( email )

334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)

HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne

John Mathieu

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
United States

Niels Schillewaert

Vlerick Leuven Ghent Management School ( email )

Library
REEP 1
Gent, BE-9000
Belgium

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