کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1027879 | 942267 | 2010 | 9 صفحه PDF | دانلود رایگان |
![عکس صفحه اول مقاله: The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation](/preview/png/1027879.png)
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.
Journal: Industrial Marketing Management - Volume 39, Issue 7, October 2010, Pages 1088–1096