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- Title
Technology use on the front line: how information technology enhances individual performance.
- Authors
Sundaram, Suresh; Schwarz, Andrew; Jones, Eli; Chin, Wynne W.
- Abstract
This study explores and tests a new model that links different types of technology usage to individual-level outcomes. The primary objective of this study is to examine the effects of efficient use (routinization) and effective use (infusion) along with the traditional measure of usage--namely, frequency of use--on two dimensions of individual-level outcomes: information technology- enabled administrative performance and information technology-enabled salesperson performance. To maintain consistency with the existing literature, the authors examine the effects of predeployment attitude toward or acceptance of technology and pre-deployment intended use of technology. The authors discuss managerial implications and provide directions for future research.
- Subjects
MARKETING of information technology; CUSTOMER relations; SALES personnel; CUSTOMER services; INDUSTRIAL productivity; ORGANIZATIONAL research; MARKETING; FINANCE; ECONOMICS
- Publication
Journal of the Academy of Marketing Science, 2007, Vol 35, Issue 1, p101
- ISSN
0092-0703
- Publication type
Article
- DOI
10.1007/s11747-006-0010-4