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- W2035691330 abstract "Building from related interdisciplinary theories, this research identifies social influence–related variables that are linked to customer relationship management (CRM) technology utilization within an international business-to-business field sales force. Field sales employees (n = 147) in a multinational organization from Australia, Canada, New Zealand, the United Kingdom, and the United States were surveyed to test the research model. Four of 7 primary hypotheses were supported, predicting more than 65% of the variance in the research model. Effort expectancy, uncertainty avoidance, collective performance expectancy, and internal/organizational social influence all showed antecedent significance to contextual utilization of CRM technology. The results of this study suggest that group-oriented individual decision making and the related concept of institutional collectivism are equally as important as individual-oriented decision making in the international utilization of organizational technology. Based o..." @default.
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- W2035691330 date "2014-10-02" @default.
- W2035691330 modified "2023-09-23" @default.
- W2035691330 title "Social Influence and Contextual Utilization of Customer Relationship Management Technology in an International Field Sales Organization" @default.
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- W2035691330 doi "https://doi.org/10.1080/15332667.2014.965650" @default.
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