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 (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, 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 / Department / School: Current - Faculty of Business, Education, Law and Arts - School of Management and Enterprise
Date Deposited: 18 Oct 2013 00:08
Last Modified: 19 Mar 2018 05:34
Uncontrolled Keywords: mobile computing technologies; MCT; mobile work support functions; task-technology fit; TTF; pharmaceutical sales-force work; sales technology
Fields of Research : 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
Socio-Economic Objective: B Economic Development > 89 Information and Communication Services > 8901 Communication Networks and Services > 890103 Mobile Data Networks and Services
Identification Number or DOI: 10.4018/jeco.2013100104
URI: http://eprints.usq.edu.au/id/eprint/24165

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