IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v58y2005i12p1623-1631.html
   My bibliography  Save this article

Sales force use of technology: antecedents to technology acceptance

Author

Listed:
  • Robinson, Leroy Jr.
  • Marshall, Greg W.
  • Stamps, Miriam B.

Abstract

No abstract is available for this item.

Suggested Citation

  • Robinson, Leroy Jr. & Marshall, Greg W. & Stamps, Miriam B., 2005. "Sales force use of technology: antecedents to technology acceptance," Journal of Business Research, Elsevier, vol. 58(12), pages 1623-1631, December.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:12:p:1623-1631
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(04)00202-4
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Ritu Agarwal & Jayesh Prasad, 1998. "A Conceptual and Operational Definition of Personal Innovativeness in the Domain of Information Technology," Information Systems Research, INFORMS, vol. 9(2), pages 204-215, June.
    2. Robert W. Zmud, 1979. "Individual Differences and MIS Success: A Review of the Empirical Literature," Management Science, INFORMS, vol. 25(10), pages 966-979, October.
    3. Midgley, David F & Dowling, Grahame R, 1978. "Innovativeness: The Concept and Its Measurement," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(4), pages 229-242, March.
    4. Fred D. Davis & Richard P. Bagozzi & Paul R. Warshaw, 1989. "User Acceptance of Computer Technology: A Comparison of Two Theoretical Models," Management Science, INFORMS, vol. 35(8), pages 982-1003, August.
    5. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer;The Psychometric Society, vol. 16(3), pages 297-334, September.
    6. Kathleen Reavis Conner & Richard P. Rumelt, 1991. "Software Piracy: An Analysis of Protection Strategies," Management Science, INFORMS, vol. 37(2), pages 125-139, February.
    7. Kieran Mathieson, 1991. "Predicting User Intentions: Comparing the Technology Acceptance Model with the Theory of Planned Behavior," Information Systems Research, INFORMS, vol. 2(3), pages 173-191, September.
    8. Shirley Taylor & Peter A. Todd, 1995. "Understanding Information Technology Usage: A Test of Competing Models," Information Systems Research, INFORMS, vol. 6(2), pages 144-176, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Eung-Suk Park & ByungYong Hwang & Kyungwan Ko & Daecheol Kim, 2017. "Consumer Acceptance Analysis of the Home Energy Management System," Sustainability, MDPI, vol. 9(12), pages 1-15, December.
    2. Andrei OGREZEANU, 2015. "Models Of Technology Adoption: An Integrative Approach," Network Intelligence Studies, Romanian Foundation for Business Intelligence, Editorial Department, issue 5, pages 55-67, June.
    3. Leung, Larry Sau Kei & Matanda, Margaret J., 2013. "The impact of basic human needs on the use of retailing self-service technologies: A study of self-determination theory," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 549-559.
    4. Rayburn, Steven W. & Badrinarayanan, Vishag & Anderson, Sidney T. & Gupta, Aditya, 2021. "Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance," Journal of Business Research, Elsevier, vol. 133(C), pages 66-78.
    5. Caner Dincer & Banu Dincer, 2015. "Key Factors of Online Customer Satisfaction," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 5(7), pages 97-111, July.
    6. Rapp, Adam & Beitelspacher, Lauren Skinner & Schillewaert, Niels & Baker, Thomas L., 2012. "The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination," Journal of Business Research, Elsevier, vol. 65(7), pages 929-936.
    7. Martínez-Caro, Eva & Cegarra-Navarro, Juan Gabriel & García-Pérez, Alexeis & Fait, Monica, 2018. "Healthcare service evolution towards the Internet of Things: An end-user perspective," Technological Forecasting and Social Change, Elsevier, vol. 136(C), pages 268-276.
    8. Edwards, John & Miles, Morgan P. & D'Alessandro, Steven & Frost, Mark, 2022. "Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions," Journal of Business Research, Elsevier, vol. 142(C), pages 585-593.
    9. Leroy Robinson, 2017. "Embracing online education: exploring options for success," Journal of Marketing for Higher Education, Taylor & Francis Journals, vol. 27(1), pages 99-111, January.
    10. Fawad Ahmed & Yuan Jian Qin & Luis Martínez, 2019. "Sustainable Change Management through Employee Readiness: Decision Support System Adoption in Technology-Intensive British E-Businesses," Sustainability, MDPI, vol. 11(11), pages 1-28, May.
    11. Małecka, Agnieszka & Mitręga, Maciej & Mróz-Gorgoń, Barbara & Pfajfar, Gregor, 2022. "Adoption of collaborative consumption as sustainable social innovation: Sociability and novelty seeking perspective," Journal of Business Research, Elsevier, vol. 144(C), pages 163-179.
    12. Juan F. Tavera Mesías & Juan C. Sánchez Giraldo & Bernardo Ballesteros Díaz, 2011. "Aceptación del E-Commerce en Colombia: un estudio para la ciudad de Medellín," Revista Facultad de Ciencias Económicas, Universidad Militar Nueva Granada, December.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Nistor, Cristian, 2013. "A conceptual model for the use of social media in companies," MPRA Paper 44224, University Library of Munich, Germany.
    2. Eung-Suk Park & ByungYong Hwang & Kyungwan Ko & Daecheol Kim, 2017. "Consumer Acceptance Analysis of the Home Energy Management System," Sustainability, MDPI, vol. 9(12), pages 1-15, December.
    3. Saghafi, Fatemeh & Noorzad Moghaddam, Ehsan & Aslani, Alireza, 2017. "Examining effective factors in initial acceptance of high-tech localized technologies: Xamin, Iranian localized operating system," Technological Forecasting and Social Change, Elsevier, vol. 122(C), pages 275-288.
    4. Christopher R. Plouffe & John S. Hulland & Mark Vandenbosch, 2001. "Research Report: Richness Versus Parsimony in Modeling Technology Adoption Decisions—Understanding Merchant Adoption of a Smart Card-Based Payment System," Information Systems Research, INFORMS, vol. 12(2), pages 208-222, June.
    5. Ioanna Roussou & Emmanouil Stiakakis & Angelo Sifaleras, 2019. "An empirical study on the commercial adoption of digital currencies," Information Systems and e-Business Management, Springer, vol. 17(2), pages 223-259, December.
    6. Kalinic, Zoran & Marinkovic, Veljko & Molinillo, Sebastián & Liébana-Cabanillas, Francisco, 2019. "A multi-analytical approach to peer-to-peer mobile payment acceptance prediction," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 143-153.
    7. Hasan, Rajibul & Lowe, Ben & Petrovici, Dan, 2020. "Consumer adoption of pro-poor service innovations in subsistence marketplaces," Journal of Business Research, Elsevier, vol. 121(C), pages 461-475.
    8. Francisco Rejón-Guardia & Juán Sánchez-Fernández & Francisco Muñoz-Leiva, 2011. "Motivational Factors that influence the Acceptance of Microblogging Social Networks: The µBAM Model," FEG Working Paper Series 06/11, Faculty of Economics and Business (University of Granada).
    9. Ritu Agarwal & V. Sambamurthy & Ralph M. Stair, 2000. "Research Report: The Evolving Relationship Between General and Specific Computer Self-Efficacy—An Empirical Assessment," Information Systems Research, INFORMS, vol. 11(4), pages 418-430, December.
    10. Miluska Murillo-Zegarra & Carla Ruiz-Mafe & Silvia Sanz-Blas, 2020. "The Effects of Mobile Advertising Alerts and Perceived Value on Continuance Intention for Branded Mobile Apps," Sustainability, MDPI, vol. 12(17), pages 1-20, August.
    11. Rajak, Manindra & Shaw, Krishnendu, 2021. "An extension of technology acceptance model for mHealth user adoption," Technology in Society, Elsevier, vol. 67(C).
    12. San Martín, Héctor & Herrero, Ángel, 2012. "Influence of the user’s psychological factors on the online purchase intention in rural tourism: Integrating innovativeness to the UTAUT framework," Tourism Management, Elsevier, vol. 33(2), pages 341-350.
    13. Kulviwat, Songpol & Bruner II, Gordon C. & Al-Shuridah, Obaid, 2009. "The role of social influence on adoption of high tech innovations: The moderating effect of public/private consumption," Journal of Business Research, Elsevier, vol. 62(7), pages 706-712, July.
    14. James Agyei & Shaorong Sun & Eugene Abrokwah & Emmanuel Kofi Penney & Richmond Ofori-Boafo, 2020. "Mobile Banking Adoption: Examining the Role of Personality Traits," SAGE Open, , vol. 10(2), pages 21582440209, June.
    15. Alalwan, Ali Abdallah & Baabdullah, Abdullah M. & Rana, Nripendra P. & Tamilmani, Kuttimani & Dwivedi, Yogesh K., 2018. "Examining adoption of mobile internet in Saudi Arabia: Extending TAM with perceived enjoyment, innovativeness and trust," Technology in Society, Elsevier, vol. 55(C), pages 100-110.
    16. Muhammad Ali & Syed Ali Raza & Chin-Hong Puah & Mohd Zaini Abd Karim, 2017. "Islamic home financing in Pakistan: a SEM-based approach using modified TPB model," Housing Studies, Taylor & Francis Journals, vol. 32(8), pages 1156-1177, November.
    17. Viswanath Venkatesh, 2000. "Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model," Information Systems Research, INFORMS, vol. 11(4), pages 342-365, December.
    18. Natarajan, Thamaraiselvan & Balasubramanian, Senthil Arasu & Kasilingam, Dharun Lingam, 2017. "Understanding the intention to use mobile shopping applications and its influence on price sensitivity," Journal of Retailing and Consumer Services, Elsevier, vol. 37(C), pages 8-22.
    19. Igbaria, M. & Iivari, J., 1995. "The effects of self-efficacy on computer usage," Omega, Elsevier, vol. 23(6), pages 587-605, December.
    20. Gao, Tao (Tony) & Rohm, Andrew J. & Sultan, Fareena & Pagani, Margherita, 2013. "Consumers un-tethered: A three-market empirical study of consumers' mobile marketing acceptance," Journal of Business Research, Elsevier, vol. 66(12), pages 2536-2544.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:58:y:2005:i:12:p:1623-1631. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.