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Salespeople's psychological antecedents of sales force automation adoption and use in the industrial healthcare setting

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  • Kohail Younes

Abstract

This study aims to test the effect of salespeople's psychological factors on sales force automation (SFA) adoption and use in the industrial healthcare industry. SEM was used to analyse a sample of 93 salespeople in the healthcare industry. The novelty of this research is that it contributes to SFA literature from two sides. First, it examines the psychological antecedents that influence SFA adoption and use. Second, it tests the effect of psychological antecedents that influence the salesforce adoption and use in a specific context, 'the healthcare industry'. Findings show that attitude toward change has a negative effect on SFA adoption and use, while self-efficacy and personal innovativeness positively affect SFA adoption and use. The study has some limitations such as sample size, number of constructs, data collection design. Findings of this study can help managers to develop the relevant training and recruitment strategies that encourage the SFA adoption and use.

Suggested Citation

  • Kohail Younes, 2024. "Salespeople's psychological antecedents of sales force automation adoption and use in the industrial healthcare setting," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 15(2), pages 203-222.
    • Handle: RePEc:ids:ijemre:v:15:y:2024:i:2:p:203-222
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