Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation

Yam Limbu, C Jayachandran, Barry J. Babin

Research output: Contribution to journalArticle

18 Citations (Scopus)

Abstract

Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesperson job satisfaction. Study results indicate that ICT indirectly influences job satisfaction through salesforce administrative performance. While ICT infrastructure, training, and support positively relate to administrative performance, none of them influence outcome performance significantly. In addition, salesperson technology orientation moderates the effect of both ICT infrastructure and support on job satisfaction. Managerial insights and implications from the research are discussed.

Original languageEnglish
Pages (from-to)1236-1245
Number of pages10
JournalIndustrial Marketing Management
Volume43
Issue number7
DOIs
StatePublished - 1 Oct 2014

Fingerprint

Job satisfaction
Information and communication technology
Technology infrastructure
Salesforce
Salesperson
Factors
Empirical research
Causal model
Business to business

Keywords

  • Administrative performance
  • Information and communication technology
  • Job satisfaction
  • Outcome performance
  • Technology orientation

Cite this

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AB - Empirical research concerning the role of information and communication technology (ICT) in shaping business-to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and eventual salesperson job satisfaction. Study results indicate that ICT indirectly influences job satisfaction through salesforce administrative performance. While ICT infrastructure, training, and support positively relate to administrative performance, none of them influence outcome performance significantly. In addition, salesperson technology orientation moderates the effect of both ICT infrastructure and support on job satisfaction. Managerial insights and implications from the research are discussed.

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KW - Outcome performance

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