African Journal of
Marketing Management

  • Abbreviation: Afr. J. Mark. Manage.
  • Language: English
  • ISSN: 2141-2421
  • DOI: 10.5897/AJMM
  • Start Year: 2009
  • Published Articles: 153

Full Length Research Paper

Determinants of sales force technology adoption among insurance sales agents in Kenya

Lagat C. K.
  • Lagat C. K.
  • Moi University, Kenya.
  • Google Scholar
Ndegwa, H. W.
  • Ndegwa, H. W.
  • Moi University, Kenya.
  • Google Scholar
Bonuke, R.
  • Bonuke, R.
  • Moi University, Kenya.
  • Google Scholar


  •  Received: 31 October 2014
  •  Accepted: 15 January 2015
  •  Published: 31 January 2015

References

Ajzen I (1985). From Intentions to Actions: A Theory of Planned Behavior: In action control: From cognition to behavior. J. Organizational behavior and human decision processes. 4:11-39

 

Bandura A (1986). Social Foundations of Thought and Action. A Social cognitive Theory. Englewood Cliffs, NJ7 Prentice Hall.

 

Chen C-W, Tseng C-P, Lee K-L, Yang H-C (2011). Conceptual framework and research method for personality traits and sales force automation usage, Sci. Res. Essays 6(17):3784-3793.

 

Churchill GA (1973). A paradigm for developing better measures of marketing constructs. J. Marketing Research 16: 64–73.
Crossref

 

Davis FD, Bagozzi RP, Warshaw PR (1989). User Acceptance of Computer Technology: A Comparison of Two Theoretical Models. J. Manage. Sci. 35(8): 982–1003.
Crossref

 

Fishbein M, Ajzen I (1975). Belief, attitude, intention and behavior: An introduction to theory and research. Reading, MA7 Addison-Wesley.

 

Homburg C, Jan W, Christina K (2010). Social influence on salespeople's adoption of sales technology: a multilevel analysis, Academy of Marketing Science.

 

Hunter GK, Perreault Jr. WD (2006). "Sales Technology Orientation Information Effectiveness, and Sales Performance," J. Personal Selling & Sales Management. 26(2):95–113.
Crossref

 

Kotler P, Armstrong G (2004). Principles of Marketing, Prentice Hall New Jersey, Englewood Cliffs.

 

Lingaiah N, Pires G, Stanton J (2003). An Evaluation of Marketing Issues in Sales Force Automation. ANZMAC Conference Proceedings Adelaide.

 

Markus R (1990). Toward a critical mass theory of interactive media: Universal access, interdependence and diffusion. In Fulk J., & Steinfeld C. (Eds.), Organizations and communication technology. Pp. 194–218.
Crossref

 

Jean-Michael M, Ganeal B (2008)."Effects of sales force Automation Use on sales force activities and customer Relationship Management Processes" J Personal Selling Sales Manage, .28(2):67-184.

 

Mathieson K (1991). Predicting user intentions: Comparing the technology acceptance model with the theory of planned behavior. Inform. Syst. Res. 2(3): 173-191.
Crossref

 

Musalem A,Yogesh VJ (2009). "How Much should you invest in each customer relationship? A competitive strategic Approach" Marketing Science 28(3):555-565.
Crossref

 

Parasuraman A, Dhrum G (2000)."Serving customers and consumers effectively In the twenty-first century; A conceptual framework and overview", J. Acad. Mrkt. Sci. 28(1):9-12.
Crossref

 

Taylor S, Todd PA (1995). Understanding information technology usage:a test of competing models. Information system research, 6:144-176.
Crossref

 

Venkatesh V (2000). Determinants of Perceived Ease of Use: Integrating Control, Intrinsic Motivation, and Emotion into the Technology Acceptance Model. Inform. Syst. Res. 11(4): 342–365.
Crossref

 

Venkatesh V, Davis FD (2000). A theoretical extension of the technology acceptance model: Four longitudinal field studies. J. Manage. Sci. 46(2):186– 204.
Crossref

 

Weitz BA, Bradford KD (1999). Personal selling and sales Management: A relationship marketing perspective, J. Acad. Mrkt. Sci. 27(2):241-254.
Crossref