Salesperson adoption and usage of mobile sales configuration tools

Sanakulov, Nodir; Kalliomaa, Sami; Karjaluoto, Heikki

doi:10.1108/jsit-09-2017-0073

Cited by 5 publications

(5 citation statements)

References 45 publications

(107 reference statements)

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“…Besides, whenever a person becomes anxious, the person is found engaged more in the problematic smartphone usage. (Demirci et al, 2015;Sanakulov et al, 2018). This trait is associated with a tendency to be worried (Mehroof and Griffiths, 2010).…”

Section: Psychological Issues and Smartphone Usagementioning

confidence: 99%

Antecedents of phubbing: from technological and psychological perspectives

Chatterjee

2020

JSIT

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Purpose The purpose of this study is to identify the factors responsible for phubbing (PHU) from technological and psychological aspects. Design/methodology/approach From the literature review, some hypotheses have been formulated and a conceptual model has been developed. The model has been validated and the hypotheses have been tested by a statistical approach using a survey with involvement of 302 useable responses. The responses have been quantified and thereafter detailed statistical analysis has been adopted to verify the conceptual model and the hypotheses. Findings Smartphone addiction (SPA) is the principle component that is responsible for PHU, which is also the goal of the study. Research limitations/implications The study highlights that unless SPA behavior of individuals is reduced; it is not possible to control PHU behavior. For restricting SPA, self-control of the users of smartphone is necessary. Besides, imposition of appropriate rules and regulations can check the menace of SPA that in turn would control PHU. Practical implications Practitioners are to arrange to reduce SPA of people. The users are to be made known regarding the dark sides of SPA responsible for PHU. Besides, practitioners should conduct awareness programs to keep the users apprised regarding menace of SPA and PHU. Practitioners should arrange to execute consistently regulatory restrictions to control SPA. This would also be able to control individuals to exhibit PHU behavior. Social implications PHU inhibits quality of interpersonal communication. It lowers the esteem and exhibits negative relationship satisfaction among the interacting parties. PHU creates ostracism. Identification of factors responsible for PHU would help to provide a solution to check PHU. Originality/value Not much research on this issue is known to have taken place. In this regard, this attempt should be deemed to be a novel attempt.

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Section: Psychological Issues and Smartphone Usagementioning

confidence: 99%

Antecedents of phubbing: from technological and psychological perspectives

Chatterjee

2020

JSIT

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“…Garner, Goldberg, and Pou (2017), Gilfoil, Aukers, and Jobs (2015), Jones, Borgman, and Ulusoy (2015), Kim, Dwivedi, Zhang, and Jeong (2016), Mirza (2014), Nicoli and Papadopoulou (2017), Shemi andProcter (2018), Valos, Haji Habibi, Casidy, Driesener, andMaplestone (2016) are B2C studies. Mauroner (2016) investigates social media impact in the creative process and Sanakulov et al (2018) verify how salespeople use social media Source: Adapted from Hoon (2013) The selected studies for the meta-synthesis are listed in Table 3. It can be observed that six of them were published in journals A1 (H Index > 24) and one classified as A2 (24 <= H Index < 9) according to the QUALIS from CAPES criteria, which indicates high-impact journals.…”

Section: Methodsmentioning

confidence: 99%

The use of social media in the B2B sales process: a meta synthesis

Rodrigues

Takahashi

Prado

2020

RAUSP

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Purpose The purpose of this study is to understand how business-to-business organizations use social media during the sales process. Design/methodology/approach The meta-synthesis steps methodology (Hoon, 2013) was applied. Findings This study presents a theoretical framework and contributes to improved understanding of how business can use social media in the sales process stages. The results allow identifying stages, discussing the integration between marketing and sales and generating benefits for the organization. Originality/value The proposed framework helps in understanding the previously performed fragmented studies. This study shows that social media use not only influences the sales process stages and increases the benefits to the business but also works as a mediator in the relation between sales process stages and identified benefits.

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“…According to Venkatesh and Davis (2000), an individual's PEU of technology, as well as its perceived usefulness, impacts hihe/ sher intention to use the said technology. Sanakulov et al (2018), in their study on B2B salespeople, found PEU and perceived usefulness as the key drivers for the usage of mobile-based social media platforms. Kooli et al (2019) have also concluded the relationship between PEU, perceived usefulness and intention to use in a study on social media usage by B2B marketers in the context of western Asia.…”

Section: Business-to-business Salesperson's Intention To Use Social M...mentioning

confidence: 99%

Modelling factors of social media usage by B2B salespersons: an emerging market study

Kumar

Srivastava

2022

JBIM

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Purpose The purpose of this study is to extend and contribute to the evolving phenomenon of social media usage by business-to-business (B2B) salespersons. It draws on the interactional psychology model and extended technology acceptance model to explore the said phenomenon. Design/methodology/approach A survey-based quantitative study was carried out. Responses were gathered through a self-administered and structured questionnaire, from 218 B2B salespersons who were pooled in using purposive and snowball sampling. The final data set was subjected to partial least squares-based structural equation modelling using WarpPLS 7.0. Findings This study found that individual factors, namely, salesperson’s social media competence and sales capabilities; organizational factors, namely, organizational commitment and organizational competence; and social factors, namely, image, result demonstrability and subjective norms, contribute positively and significantly towards social media usage by B2B salespeople. The study also found that the impact of individual factors on intention to use social media was partially mediated by its perceived usefulness, while in the case of organizational and social factors, the impact was fully mediated by its perceived ease of use. Research limitations/implications This study provides a valuable addition to the existing literature on sales and social media; however, the contextualization cannot be ignored. Practical implications This study enables firms to understand various factors affecting salespeople’ perception of social media and to make them appreciate its usage in improving sales performance and customer satisfaction. Originality/value It is the first study that models the factors of salespeople’s usage of social media in their job at three levels, namely, individual, organizational and social, and establishes the link between B2B salespersons’ perceived usefulness of social media, sales capabilities, social media competence and intention to use social media.

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Salesperson adoption and usage of mobile sales configuration tools

Cited by 5 publications

References 45 publications

Antecedents of phubbing: from technological and psychological perspectives

Antecedents of phubbing: from technological and psychological perspectives

The use of social media in the B2B sales process: a meta synthesis

Modelling factors of social media usage by B2B salespersons: an emerging market study

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