期刊
INDUSTRIAL MARKETING MANAGEMENT
卷 39, 期 7, 页码 1088-1096出版社
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2009.12.010
关键词
Management commitment alignment; Sales force automation; Technology adoption; Supervisor commitment; Top management commitment
Marketing and information systems scholars have explored several factors that affect sales force automation (SEA) 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 SEA 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 SEA adoption Managerial implications of the findings and directions for future research are discussed (C) 2010 Elsevier Inc. All rights reserved
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