영업자동화 도구의 조직내 확산에서 판매원의 혁신저항과 직무만족

• 영문명: Salesperson’s Innovation Resistance and Job Satisfaction in Intraorganizational diffusion of Sales Force Automation Technologies
• 발행기관: 한국마케팅과학회
• 저자명: 장대련(Chang Dae Ryun) 조성도(Sung Do Cho)
• 간행물 정보: 『한국마케팅과학회 학술발표대회논문집』Korean Academy of Marketing Science Spring International Conference, 119~129쪽, 전체 11쪽
• 주제분류: 경제경영 > 경영학
• 파일형태: PDF
• 발행일자: 2006.05.30

영문 초록

  As competition between companies intensify, the personal selling of product and services to the end customer is becoming more and more important. In that regard companies are implementing various sales force automation (SFA) technologies to increase the efficiency of salesmen and their activities. Customer relationship management, software, information systems are such some examples of SF A technologies. Despite the positive aspects of SF A technologies, the negative aspects include low usage, psychological resistance and the organizational conflict. The salesmen resistance to SF A technologies often stem from the forced adoption of these systems. In this study we aim to look at the key factors that influence resistance to SF A technologies and also to see how they affect job satisfaction. Some of the key variables examined in this study are innovativeness, self-efficacy, group-efficacy, support from superiors, training of user, and usage by colleague. The moderating variables examined will be importance of SFA on work and duration of use. This study then looks at the impact of these variables on job satisfaction, innovation resistance, and work performance.

목차

Ⅰ. 서론
Ⅱ. 이론적 배경과 주요 명제
Ⅲ. 결론
참고문헌