Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting

Baker, David S.; Delpechitre, Duleep

doi:10.2753/pss0885-3134330303

Cited by 19 publications

(15 citation statements)

References 3 publications

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“…This, in turn, encourages the leading individual to continue the collaboration and contribute knowledge to it. According to Baker et al (2013), performance expectancy is the extent an academic staff believes the platform will help them do their jobs better. According to Venkatesh et al (2003), the expected outcome separated into job-focused expectations and individual targets.…”

Section: Performance Expectancy and Relationship Expectancymentioning

confidence: 99%

Antecedents and outcomes of enterprise social network usage within UK higher education

Kazemian

Grant

2021

VJIKMS

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Purpose The purpose of this paper is to investigate factors influencing knowledge sharing on enterprise social network (ESN) use behaviour among academic staff in universities, using the unified theory of acceptance and use of technology (UTAUT) as the underlying research framework Design/methodology/approach A conceptual framework was created by extending the UTAUT by incorporating three additional factors, namely, feature value (FV), relationship expectancy (RE) and professional benefits. A quantitative approach based on the survey was used to collect data from 254 academic staff. Data were analysed using structural equation modelling. Findings The result indicated significant differences around factors influencing both consumptive and contributive usage patterns within ESNs. These factors suggest more contributive than consumptive use. Research limitations/implications Future research should consider a longitudinal study focusing on the change in ESN use behaviour among academic staff and the fundamental aspects influencing this change. Originality/value This study extends the UTAUT model by incorporating three additional factors: FV, RE and professional benefits, to study ESN use behaviour in a higher education context. This study has significantly modified UTAUT to include the dynamic nature of ESN usage.

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Section: Performance Expectancy and Relationship Expectancymentioning

confidence: 99%

Antecedents and outcomes of enterprise social network usage within UK higher education

Kazemian

Grant

2021

VJIKMS

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“…Sales technology generally has resulted in greater efficiency, providing tools that lead to faster processes and better market and customer knowledge stores (e.g., Ahearne, Jones, Rapp and Mathieu 2008). Digitization and AI have the potential to provide some real benefits to salespeople as they can free the salesperson from some of the more mundane aspects of the sales role, such as processing orders, and coding and transmitting customer and market information, so that they can concentrate on deeper customer interactions (Baker and Delpechitre 2013). In the following section, we consider the impact of these developments on salespeople's KSAs.…”

Section: Knowledge Skills and Abilities (Ksa)mentioning

confidence: 99%

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

Singh

Flaherty

Sohi

et al. 2019

Journal of Personal Selling & Sales Management

220

167

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“…In addition, people who have espoused collectivism cultural values will observe the values of the group (Alshare et al, 2015). On the other hand, a person who espouses individualistic cultural values would emphasise his/her own needs over the group needs (Baker and Delpechitre, 2013;Hofstede and Bond, 1988). Individuals from a society with high score on collectivism (low individualism) focus on group achievements and usually conform to their societies norms.…”

Section: Collectivism Effectmentioning

confidence: 99%

Factors influencing employees' intention to apply ergonomics at workplaces: a cultural perspective

Al‐Qahtani

Al‐Yafi

Alshare

2019

IJHFE

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We examine the determinants of employees' intention to apply ergonomics at workplace and the moderating effects of Hofstede's cultural dimensions on the proposed research model. A research model, based on the decomposed theory of planned behaviour (DTPB), the unified theory of acceptance and use of technology model (UTAUT), and Hofstede's cultural dimensions, is developed. A sample of 150 employees from the state of Qatar was used to test the proposed research model. The antecedent variables considered are attitude, social influence, perceived behavioural control, self-efficacy, facilitation conditions, performance expectancy, effort expectancy, compatibility and management support. The results show that attitude, perceived behavioural control, and social influence have significant positive effects on employees' behavioural intention to apply ergonomics at the workplace. Compatibility and performance expectancy have significant positive indirect effects on behavioural intention through attitude. Additionally, facilitation conditions and self-efficacy have significant positive indirect effects on behavioural intention through perceived behavioural control. Hofstede's cultural dimensions significantly moderate the hypothesised relationships.

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Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting

Cited by 19 publications

References 3 publications

Antecedents and outcomes of enterprise social network usage within UK higher education

Antecedents and outcomes of enterprise social network usage within UK higher education

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

Factors influencing employees' intention to apply ergonomics at workplaces: a cultural perspective

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