Journal Title
Title of Journal: J of the Acad Mark Sci
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Abbravation: Journal of the Academy of Marketing Science
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Authors: Christian Homburg Jan Wieseke Christina Kuehnl
Publish Date: 2009/07/21
Volume: 38, Issue: 2, Pages: 159-168
Abstract
The implementation of sales force automation applications SFA often fails owing to the lack of adoption by salespeople Previous studies investigating drivers of salespeople’s SFA adoption have mainly scrutinized predictors on the level of salespeople withinlevel analysis Hence these studies have mostly neglected the social influence of coworkers’ and superiors’ SFA adoption on salespeople’s SFA adoption We introduce a new perspective using a multilevel framework of SFA adoption at several hierarchical levels The findings demonstrate that coworkers’ and superiors’ SFA adoption has a positive effect on subordinates’ SFA adoption which goes beyond the commonly tested determinants Also results reveal differences among predictors of the Technology Acceptance Model withinlevel effects examined at three different hierarchical levels
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