No abstract

No abstract

No abstract

Purpose-The purpose of this paper is to examine salespersons' adoption and usage of mobile sales configuration tools (MSCT) and to identify areas for further development in this realm. Another objective is to offer a conceptualization of MSCT adoption. Design/methodology/approach-For this purpose, a qualitative case study approach was selected as the research method to better understand acceptance of a mobile configuration tool used by B2B salespersons. Primary data was collected through semi-structured interviews, which included a series of open-ended questions to gain more detailed and contextual data. Findings-The results obtained from the interviews indicated several important determinants of adoption of sales configuration tools, and three different personal innovativeness types were identified. Research Limitations/implications-The current study has certain limitations that should be considered in future studies. First, the results of this study cannot be generalized in other contexts due to small number of participants (nine salespersons) included. Second, social desirability might have affected the results in a way that caused the salespersons to have been tempted to talk positively about MSCT. Practical Implications-Based on the findings several suggestions for managers and software developers are made such as further technical development of MSCT, development of common sales routine for all salespersons, mentoring new salespersons, and establishing social media channels for salesperson to interact with each, share experience/knowledge.

Smartphone technology has changed how mobile phones are perceived and used in daily life. In 2015, global smartphone sales reached 1.4 billion units, representing an increase of 14.4 percent from 2014. Despite this popularity, penetration rates vary significantly across countries, with a global median of 43%. The main purpose of this research is to examine smartphone adoption in Uzbekistan and South Korea based on the Unified Theory of Acceptance and Use of Technology (UTAUT) and to categorize constructs according to the Kano model. The findings indicate significant differences between South Korea and Uzbekistan in terms of technology adoption as a whole and perception of UTAUT constructs.