Healthy Skepticism Library item: 10060
Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.
Publication type: Journal Article
Mathieu J, Ahearne M, Taylor SR.
A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance.
J Appl Psychol 2007 Mar; 92:(2):528-37
http://content2.apa.org/journals/apl/92/2/528
Abstract:
The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons’ work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to their use of technology. Sales performance was hypothesized to be positively related to both past performance and the use of new technology tools. Further, the authors hypothesized that leaders’ commitment to sales technology would enhance salespersons’ technology self-efficacy and usage, and leaders’ empowering behaviors would influence salespersons’ technology self-efficacy and moderate the individual-level relationships. Hierarchical linear modeling analyses confirmed all of the hypothesized individual-level relationships and most of the cross-level relationships stemming from average leader behaviors. In particular, empowering leadership exhibited multiple cross-level interactions, as anticipated. Results are discussed in terms of the importance of social-psychological factors related to the success of sales force technology interventions. © 2007 APA, all rights reserved.
Keywords:
MeSH Terms:
Adult
Commerce*/instrumentation
Commerce*/standards
Commerce*/statistics & numerical data
Drug Industry/instrumentation*
Employee Performance Appraisal*
Female
Follow-Up Studies
Humans
Leadership*
Male
Middle Aged
Technology/instrumentation*
