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

Article

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: the international journal of electronic commerce in modern organizations. 11 (4), pp. 52-69. https://doi.org/10.4018/jeco.2013100104
Article Title

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

ERA Journal ID31243
Article CategoryArticle
AuthorsLembach, Markus (Author) and Lane, Michael (Author)
Journal TitleJournal of Electronic Commerce in Organizations: the international journal of electronic commerce in modern organizations
Journal Citation11 (4), pp. 52-69
Number of Pages18
Year2013
Place of PublicationHershey, PA. United States
ISSN1539-2929
1539-2937
Digital Object Identifier (DOI)https://doi.org/10.4018/jeco.2013100104
Web Address (URL)http://www.igi-global.com/article/does-a-good-fit-between-mobile-work-support-functions-and-mobile-sales-force-worker-tasks-lead-to-improved-work-performance/98551
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.

Keywordsmobile computing technologies; MCT; mobile work support functions; task-technology fit; TTF; pharmaceutical sales-force work; sales technology
ANZSRC Field of Research 2020321405. Pharmaceutical sciences
400604. Network engineering
460608. Mobile computing
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Byline AffiliationsSchool of Management and Enterprise
Institution of OriginUniversity of Southern Queensland
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