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

Socpus ID

77956878479 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/77956878479

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