Document Type
Article
Publication Date
1-1-2014
Journal / Book Title
Industrial Marketing Management
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.
DOI
10.1016/j.indmarman.2014.06.013
MSU Digital Commons Citation
Limbu, Yam; Jayachandran, C; and Babin, Barry J., "Does Information and Communication Technology Improve Job Satisfaction? The Moderating Role of Sales Technology Orientation" (2014). Department of Marketing Faculty Scholarship and Creative Works. 183.
https://digitalcommons.montclair.edu/marketing-facpubs/183
Published Citation
Limbu, Y. B., Jayachandran, C., & Babin, B. J. (2014). Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation. Industrial Marketing Management, 43(7), 1236-1245.