Does a Good Fit between Mobile Work Support Functions and Mobile Sales-Force Worker Tasks Lead to Improved Work Performance?

Does a Good Fit between Mobile Work Support Functions and Mobile Sales-Force Worker Tasks Lead to Improved Work Performance?

Markus Lembach, Michael Lane
Copyright: © 2013 |Volume: 11 |Issue: 4 |Pages: 18
ISSN: 1539-2937|EISSN: 1539-2929|EISBN13: 9781466635197|DOI: 10.4018/jeco.2013100104
Cite Article Cite Article

MLA

Lembach, Markus, and Michael Lane. "Does a Good Fit between Mobile Work Support Functions and Mobile Sales-Force Worker Tasks Lead to Improved Work Performance?." JECO vol.11, no.4 2013: pp.52-69. http://doi.org/10.4018/jeco.2013100104

APA

Lembach, M. & Lane, M. (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 (JECO), 11(4), 52-69. http://doi.org/10.4018/jeco.2013100104

Chicago

Lembach, Markus, and Michael Lane. "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 (JECO) 11, no.4: 52-69. http://doi.org/10.4018/jeco.2013100104

Export Reference

Mendeley
Favorite Full-Issue Download

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.

Request Access

You do not own this content. Please login to recommend this title to your institution's librarian or purchase it from the IGI Global bookstore.