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

Authors: Kohail Younes

Addresses: ESCA Shaping Leaders, 7, rue Abou Youssef El Kindy Bd. Moulay Youssef, Casablanca 20320, Maroc, 20320 Casablanca, Morocco

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.

Keywords: salespeople; attitude toward change; sales force automation; SFA; creative self-efficacy; personal innovativeness.

DOI: 10.1504/IJEMR.2024.136980

International Journal of Electronic Marketing and Retailing, 2024 Vol.15 No.2, pp.203 - 222

Received: 09 Mar 2021
Accepted: 09 Apr 2022
Published online: 01 Mar 2024 *

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