The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective

IF 5.1 3区管理学 Q1 BUSINESS

Journal of Theoretical and Applied Electronic Commerce Research Pub Date : 2024-02-13 DOI:10.3390/jtaer19010019

Kangsun Shin, Seonggoo Ji, Ihsan Ullah Jan, Younghoon Kim

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引用次数: 0

Abstract

The purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In order to test the proposed framework, data were collected from 305 salespeople in Korea. The results of a partial least squared structural equation modeling (PLS-SEM) analysis showed that techno-demands have a significant positive effect on salespeople’s job burnout and techno-resources have a significant positive effect on salespeople’s job satisfaction. Salespeople’s job burnout has a significant positive effect on salespeople’s turnover intention, whereas salespeople’s job satisfaction has a significant positive effect on salespeople’s sales performance. Finally, salespeople’s job satisfaction has a negative effect on turnover intention. Theoretically, this study develops a new comprehensive framework of the techno demands–resources model and is empirically tested in the context of salespeople. Managerially, the findings offer important insights to practitioners to leverage techno-resources to accelerate the sales technologies for sales activities.

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销售技术对销售人员的作用：技术需求与资源模型视角

本研究旨在探讨销售人员的技术要求和与销售相关的新信息技术所创造的技术资源对销售人员的态度和行为结果（如工作倦怠、工作满意度、离职意向和销售业绩）的影响。为了验证所提出的框架，研究人员收集了韩国 305 名销售人员的数据。偏最小二乘法结构方程模型（PLS-SEM）分析结果显示，技术要求对销售人员的工作倦怠有显著的正向影响，而技术资源对销售人员的工作满意度有显著的正向影响。销售人员的工作倦怠对销售人员的离职意向有显著的正向影响，而销售人员的工作满意度对销售人员的销售业绩有显著的正向影响。最后，销售人员的工作满意度对离职意向有负面影响。从理论上讲，本研究建立了一个新的技术需求-资源模型综合框架，并在销售人员的背景下进行了实证检验。在管理方面，研究结果为从业人员利用技术资源加快销售技术促进销售活动提供了重要启示。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Theoretical and Applied Electronic Commerce Research BUSINESS-

CiteScore

9.50

自引率

3.60%

发文量

期刊介绍： The Journal of Theoretical and Applied Electronic Commerce Research (JTAER) has been created to allow researchers, academicians and other professionals an agile and flexible channel of communication in which to share and debate new ideas and emerging technologies concerned with this rapidly evolving field. Business practices, social, cultural and legal concerns, personal privacy and security, communications technologies, mobile connectivity are among the important elements of electronic commerce and are becoming ever more relevant in everyday life. JTAER will assist in extending and improving the use of electronic commerce for the benefit of our society.