Does a good fit between mobile work support functions and mobile sales-force worker tasks lead to improved work performance?

Lembach, Markus and Lane, Michael ORCID: https://orcid.org/0000-0001-6534-4902 (2013) Does a good fit between mobile work support functions and mobile sales-force worker tasks lead to improved work performance? Journal of Electronic Commerce in Organizations: the international journal of electronic commerce in modern organizations, 11 (4). pp. 52-69. ISSN 1539-2937

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Abstract

Mobile devices can improve the way sales-force work is conducted in information intensive industries such as the pharmaceutical industry. However, there is a lack of empirical research which has examined the extent to which a good fit between mobile work support functions and sales-force worker tasks and individual characteristics influences intention to use. Does a good fit translate into a perceived positive impact on sales-force worker performance? Drawing on TTF and TAM theories, an online survey was conducted with sales-force workers in the German division of a large pharmaceutical company. The findings indicate that location dependence and time criticality positively influence perceived usefulness of mobile work support functions and that this perceived fit positively influences intention to use and perceived performance impact of mobile work support functions. Furthermore, there are differences in the perceived usefulness of mobile work support functions across job roles, pharmaceutical business units and length of tenure.

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Item Type:	Article (Commonwealth Reporting Category C)
Refereed:	Yes
Item Status:	Live Archive
Additional Information:	Accepted version deposited in accordance with the copyright policy of the publisher.
Faculty/School / Institute/Centre:	Historic - Faculty of Business, Education, Law and Arts - School of Management and Enterprise (1 Jul 2013 - 17 Jan 2021)
Faculty/School / Institute/Centre:	Historic - Faculty of Business, Education, Law and Arts - School of Management and Enterprise (1 Jul 2013 - 17 Jan 2021)
Date Deposited:	18 Oct 2013 00:08
Last Modified:	17 Dec 2020 02:34
Uncontrolled Keywords:	mobile computing technologies; MCT; mobile work support functions; task-technology fit; TTF; pharmaceutical sales-force work; sales technology
Fields of Research (2008):	11 Medical and Health Sciences > 1115 Pharmacology and Pharmaceutical Sciences > 111504 Pharmaceutical Sciences 10 Technology > 1005 Communications Technologies > 100503 Computer Communications Networks 08 Information and Computing Sciences > 0805 Distributed Computing > 080502 Mobile Technologies
Fields of Research (2020):	32 BIOMEDICAL AND CLINICAL SCIENCES > 3214 Pharmacology and pharmaceutical sciences > 321405 Pharmaceutical sciences 40 ENGINEERING > 4006 Communications engineering > 400604 Network engineering 46 INFORMATION AND COMPUTING SCIENCES > 4606 Distributed computing and systems software > 460608 Mobile computing
Socio-Economic Objectives (2008):	B Economic Development > 89 Information and Communication Services > 8901 Communication Networks and Services > 890103 Mobile Data Networks and Services
Identification Number or DOI:	https://doi.org/10.4018/jeco.2013100104
URI:	http://eprints.usq.edu.au/id/eprint/24165

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