A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance

Journal of Applied Psychology, Vol. 92, No. 2, pp. 528-537, 2007

10 Pages Posted: 1 Apr 2010 Last revised: 5 Sep 2014

See all articles by John Mathieu

John Mathieu

University of Connecticut - Department of Management

Michael Ahearne

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

Scott R. Taylor

University of Connecticut - Department of Management

Date Written: 2007

Abstract

The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons’ work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to their use of technology. Sales performance was hypothesized to be positively related to both past performance and the use of new technology tools. Further, the authors hypothesized that leaders’ commitment to sales technology would enhance salespersons’ technology self-efficacy and usage, and leaders’ empowering behaviors would influence salespersons’ technology self-efficacy and moderate the individual-level relationships. Hierarchical linear modeling analyses confirmed all of the hypothesized individual-level relationships and most of the cross-level relationships stemming from average leader behaviors. In particular, empowering leadership exhibited multiple cross-level interactions, as anticipated. Results are discussed in terms of the importance of social-psychological factors related to the success of sales force technology interventions.

Keywords: empowerment, leadership, technology, salespeople

JEL Classification: M31, O30

Suggested Citation

Mathieu, John and Ahearne, Michael and Taylor, Scott R., A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance (2007). Journal of Applied Psychology, Vol. 92, No. 2, pp. 528-537, 2007, Available at SSRN: https://ssrn.com/abstract=1583005

John Mathieu

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
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

Scott R. Taylor

University of Connecticut - Department of Management ( email )

Storrs, CT 06269-1041
United States

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