Abstract:
Salespersons are adopting and using a variety of technologies t
o increase their selling productivity and
efficiency at different rates. Thi
s study identifies various fa
ctors that can influence the adoption of sales
force automation and analyzes their effect on technology adopti
on. An explanatory research design
was used and data collected by means of self-administered quest
ionnaires to the target population.
Reliability and correlation analys
is were conducted to establis
h relationships between the research
variables. Logit regression showed that social factors, system
characteristics, organizational factors
and salesperson characteristics significantly affect technology
adoption. The major reason for such
failure rates seems to be that the experienced salespersons fre
quently reject the new sales
technologies. The study recommends that insurance companies sho
uld create an enabling environment
for sales agents to adopt technology and improve their performa
nce and gives further research
directions.