Factors Leading to Sales Force Automation Use: A Longitudinal Analysis

Abstract

Motivating the sales force to adopt and use sales force automation (SFA) technology remains an issue. If salespeople are not committed to the selling organization's technology strategies, customer alliances are hindered.Survey data were collected from a national sales force before and after the introduction of an SFA application. The results of this study indicate that salesperson attitudes (Perceived Usefulness, Attitude Toward the New System, and Compatibility) have an impact on intention to use new SFA systems prior to implementation. However, Personal Innovativeness, Attitude Toward the New System, and Facilitating Conditions have more of an effect on infusion of new SFA systems.