Sales force use of technology: antecedents to technology acceptance

This study investigates the impact of the beliefs and attitudes of field salespeople on technology usage. The sales force use of technology model developed here delineates the relationships that exist among various organizational and individual difference variables and the technology acceptance model (TAM) as conceptualized by Davis (1989) and Davis et al. (1989). Results reveal support for the TAM in a sales force context, as well as evidence that support services and personal innovativeness impact perceived ease of use of technology by field salespeople. Insights are provided for managers and sales researchers into how the knowledge developed here is useful in future work.