Title
The Impact Of Management Commitment Alignment On Salespersons' Adoption Of Sales Force Automation Technologies: An Empirical Investigation
Keywords
Management commitment alignment; Sales force automation; Supervisor commitment; Technology adoption; Top management commitment
Abstract
Marketing and information systems scholars have explored several factors that affect sales force automation (SFA) technology adoption. In this study, we introduce a new antecedent to the SFA adoption model, management commitment alignment (MCA). We show that alignment between top management and immediate supervisors' commitment to the SFA technology is an important factor in influencing SFA adoption. Results show that while commitment from both leadership levels (perfect alignment) is the most conducive to SFA adoption, misaligned commitment conditions have differential effects on adoption. Specifically, even when supervisors are committed to sales technology, lack of top management commitment can hurt SFA adoption. Managerial implications of the findings and directions for future research are discussed. © 2009 Elsevier Inc.
Publication Date
10-1-2010
Publication Title
Industrial Marketing Management
Volume
39
Issue
7
Number of Pages
1088-1096
Document Type
Article
Personal Identifier
scopus
DOI Link
https://doi.org/10.1016/j.indmarman.2009.12.010
Copyright Status
Unknown
Socpus ID
77956878479 (Scopus)
Source API URL
https://api.elsevier.com/content/abstract/scopus_id/77956878479
STARS Citation
Cascio, Robert; Mariadoss, Babu John; and Mouri, Nacef, "The Impact Of Management Commitment Alignment On Salespersons' Adoption Of Sales Force Automation Technologies: An Empirical Investigation" (2010). Scopus Export 2010-2014. 810.
https://stars.library.ucf.edu/scopus2010/810