IJSTR

International Journal of Scientific & Technology Research

Home Contact Us
ARCHIVES
ISSN 2277-8616











 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

IJSTR >> Volume 9 - Issue 6, June 2020 Edition



International Journal of Scientific & Technology Research  
International Journal of Scientific & Technology Research

Website: http://www.ijstr.org

ISSN 2277-8616



The Effect of Work Discipline on The Use of Mobile Sales Force Automation System Usage

[Full Text]

 

AUTHOR(S)

Endang Siti Astuti, Heribertus Himawan, Kertahadi, Hamidah Nayati Utami

 

KEYWORDS

Automation System, Employee Job Satisfaction, Mobile Sales Personnel, Work Discipline

 

ABSTRACT

Purpose: The purpose of this study is to examine and describe the effect of work discipline on the use of mSFA, the effect of work motivation on the use of mSFA, the effect of work tidiness on the use of mSFA, and the effect of using mSFA on discipline. Design / Method: This research is a quantitative study and the sampling technique is simple random sampling where the research sample has the same unlimited opportunity to be selected as a sample. The analytical method used in this research is descriptive analysis and GSCA analysis. Findings: job discipline has a significant effect on the use of mSFA, work motivation has a significant effect on the use of mSFA, the use of mSFA has a significant effect on the use of mSFA. To complete future studies, researchers may consider using objective data from the database system from before using the mSFA system until some time after using the mSFA system. Originality: The researcher also tries to determine the relationship between work discipline and the use of mSFA and work motivation to update previous studies. By combining variables that affect income and the impact of usage on individuals, this research method differs from previous studies.

 

REFERENCES

[1] A.C Nielsen. 2007. Survei of Consumer Behaviour and Perception Toward Modern Retail and Traditional Trade Channels. Jakarta: Departemen Perdagangan Indonesia.
[2] Abeka, Silvance O. "Perceived usefulness, ease of use, organizational and bank support as determinants of adoption of internet banking in east Africa." International Journal of Academic Research in Business and Social Sciences 2, no. 10 (2012): 97.
[3] Adetoro, Niran. "Information technology availability, use and job satisfaction of academic staff at Tai Solarin University of Education, Nigeria: A correlative study." Journal of Balkan Libraries Union 2, no. 1 (2014): 5-10.
[4] Agarwal, Ritu, and Thomas W. Ferratt. "Crafting an HR strategy to meet the need for IT workers." Communications of the ACM 44, no. 7 (2001): 58-64.
[5] Ahearne, Michael, Eli Jones, Adam Rapp, and John Mathieu. "High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms." Management Science 54, no. 4 (2008): 671-685.
[6] Al-alak, Basheer A., and Ibrahim AM Alnawas. "Measuring the acceptance and adoption of e-learning by academic staff." Knowledge Management & E-Learning: An International Journal 3, no. 2 (2011): 201-221.
[7] Bajwa, Deepinder S., Arun Rai, and Ian Brennan. "Key antecedents of executive information system success: a path analytic approach." Decision Support Systems 22, no. 1 (1998): 31-43.
[8] Baldauf, Artur, David W. Cravens, and Nigel F. Piercy. "Examining business strategy, sales management, and salesperson antecedents of sales organization effectiveness." Journal of Personal Selling & Sales Management 21, no. 2 (2001): 109-122.
[9] Balouch, Rifat, and Fatima Hassan. "Determinants of job satisfaction and its impact on employee performance and turnover intentions." International Journal of Learning & Development 4, no. 2 (2014): 120-140.
[10] Bandura, Albert. "Self-efficacy mechanism in human agency." American psychologist 37, no. 2 (1982): 122.
[11] Barker, Robert M., Stephan F. Gohmann, Jian Guan, and David J. Faulds. "Why is my sales force automation system failing?." Business Horizons 52, no. 3 (2009): 233-241.
[12] Basaglia, Stefano, Leonardo Caporarello, Massimo Magni, and Ferdinando Pennarola. "Individual adoption of convergent mobile phone in Italy." Review of Managerial Science 3, no. 1 (2009): 1-18.
[13] Beckers, Astrid M., and Mohammad Z. Bsat. "An analysis of intercultural business communication." Journal of Business and Behavioral Sciences 26, no. 3 (2014): 143.
[14] Cantril, Hadley, and Gordon Willard Allport. "The psychology of radio." (1935).
[15] Cascio, Robert, Babu John Mariadoss, and Nacef Mouri. "The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation." Industrial Marketing Management 39, no. 7 (2010): 1088-1096.
[16] Chang, Li-Chun, Chia-Hui Shih, and Shu-Man Lin. "The mediating role of psychological empowerment on job satisfaction and organizational commitment for school health nurses: A cross-sectional questionnaire survey." International Journal of Nursing Studies 47, no. 4 (2010): 427-433.
[17] Chen, Ling-Hsiu. "Job satisfaction among information system (IS) personnel." Computers in human behavior 24, no. 1 (2008): 105-118.
[18] Cheney, Paul H. "Effects of individual characteristics, organizational factors and task characteristics on computer programmer productivity and job satisfaction." Information & Management 7, no. 4 (1984): 209-214.
[19] Cheney, Paul H., Robert I. Mann, and Donald L. Amoroso. "Organizational factors affecting the success of end-user computing." Journal of Management Information Systems 3, no. 1 (1986): 65-80.
[20] Cohen, Louis, Lawrence Manion, and Keith Morrison. Research methods in education. routledge, 2013.
[21] Davar, S. C., and RanjuBala. "Relationship between job satisfaction & job performance: A meta-analysis." Indian Journal of Industrial Relations (2012): 290-305.
[22] Davis, Fred D. "Perceived usefulness, perceived ease of use, and user acceptance of information technology." MIS quarterly (1989): 319-340.
[23] Dekoulou, Paraskevi, and Panagiotis Trivellas. "Measuring the impact of learning organization on job satisfaction and individual performance in Greek advertising sector." Procedia-Social and Behavioral Sciences 175, no. 4 (2015): 367-375.
[24] Dillon, Andrew, and Michael G. Morris. "User acceptance of new information technology: theories and models." Medford, NJ: Information Today, 1996.
[25] Eisenhardt, Kathleen M., and Shona L. Brown. "Time pacing: Competing in markets that won't stand still." Harvard business review 76, no. 2 (1998): 59-70.
[26] Erffmeyer, Robert C., and Dale A. Johnson. "An exploratory study of sales force automation practices: expectations and realities." Journal of Personal Selling & Sales Management 21, no. 2 (2001): 167-175.
[27] Escobar-Rodríguez, Tomás, and Lourdes Bartual-Sopena. "Impact of cultural factors on attitude toward using ERP systems in public hospitals." Revista de Contabilidad 18, no. 2 (2015): 127-137.
[28] Ferdinand A (2006) Metode Penelitian Manajemen. Pedoman Penelitian untuk Penulisan Skripsi, Tesis dan Desertasi ilmu manajemen. Penerbit BP Universitas Diponegoro, Semarang.
[29] Fernandes, Adji Achmad Rinaldo, Benny Hutahayan, Endang Arisoesilaningsih, Indah Yanti, Ani Budi Astuti, and Luthfatul Amaliana. "Comparison of Curve Estimation of the Smoothing Spline Nonparametric Function Path Based on PLS and PWLS In Various Levels of Heteroscedasticity." In IOP Conference Series: Materials Science and Engineering, vol. 546, no. 5, p. 052024. IOP Publishing, 2019.
[30] Finnis, Joshua, Nalin Saigal, Adriana Iamnitchi, and Jay Ligatti. "A location-based policy-specification language for mobile devices." Pervasive and Mobile Computing 8, no. 3 (2012): 402-414.
[31] Fishbein MA (1975) Belief, Attitude, Intention and Behaviour:An Introduction to Theory and Research. Addision-Wesley, Reading, MA.
[32] Glisson, Charles, and Mark Durick. "Predictors of job satisfaction and organizational commitment in human service organizations." Administrative science quarterly (1988): 61-81.
[33] Herzberg F, Mausner B, Synderman,BB (1959) The Motivation to Work. Wiley, NewYork.
[34] Ho, Shuk Ying. "The effects of location personalization on individuals' intention to use mobile services." Decision Support Systems 53, no. 4 (2012): 802-812.
[35] Honeycutt Jr, Earl D. "Technology improves sales performance—doesn't it?: An introduction to the special issue on selling and sales technology." Industrial Marketing Management 34, no. 4 (2005): 301-304.
[36] Huber, George P. "A theory of the effects of advanced information technologies on organizational design, intelligence, and decision making." Academy of management review 15, no. 1 (1990): 47-71.
[37] Hutahayan, Benny, Adji Achmad Rinaldo Fernandes, Indah Yanti, Ani Budi Astuti, and Luthfatul Amaliana. "Mixed Second Order Indicator Model: The First Order Using Principal Component Analysis and The Second Order Using Factor Analysis." In IOP Conference Series: Materials Science and Engineering, vol. 546, no. 5, p. 052073. IOP Publishing, 2019.
[38] Igbaria, Magid. "An examination of the factors contributing to microcomputer technology acceptance." Accounting, Management and Information Technologies 4, no. 4 (1994): 205-224.
[39] Igbaria, Magid, Nancy Zinatelli, Paul Cragg, and Angèle LM Cavaye. "Personal computing acceptance factors in small firms: a structural equation model." MIS quarterly (1997): 279-305.
[40] Ingram, Thomas N., Raymond W. LaForge, and Thomas W. Leigh. "Selling in the new millennium: a joint agenda." Industrial Marketing Management 31, no. 7 (2002): 559-567.
[41] Irfan Sabir R, Rehman A, Bahadur W, Aziz S, Ejaz K (2013) Impact of Sales Force Automation on Relationship Quality and Sales Force Performance. Journal of Basic and Applied Scientific Research 3(12):1-7.
[42] Karjaluoto, Heikki, Aarne Töllinen, Janne Pirttiniemi, and Chanaka Jayawardhena. "Intention to use mobile customer relationship management systems." Industrial Management & Data Systems (2014).
[43] Kieras, David E. The Role of Prior Knowledge in Operating Equipment from Written Instructions. No. FR-85/ONR-19. MICHIGAN UNIV ANN ARBOR, 1985.
[44] Kim, Yong Jin, Jae Uk Chun, and Jaeki Song. "Investigating the role of attitude in technology acceptance from an attitude strength perspective." International Journal of Information Management 29, no. 1 (2009): 67-77.
[45] Lee, Gwanhoo, and Young Hoon Kwak. "An open government maturity model for social media-based public engagement." Government information quarterly 29, no. 4 (2012): 492-503.
[46] Lewis, William, Ritu Agarwal, and Vallabh Sambamurthy. "Sources of influence on beliefs about information technology use: An empirical study of knowledge workers." MIS quarterly (2003): 657-678.
[47] Lo, Fan-Chen, Jon-Chao Hong, Ming-Xien Lin, and Ching-Yuan Hsu. "Extending the Technology Acceptance Model to Investigate Impact of Embodied Games on Learning of Xiao-zhuan ()." Procedia-Social and Behavioral Sciences 64 (2012): 545-554.
[48] Maier, Christian, Sven Laumer, Andreas Eckhardt, and Tim Weitzel. "Using user personality to explain the intention-behavior gap and changes in beliefs: A longitudinal analysis." (2012).
[49] Mariani, Marco Giovanni, Matteo Curcuruto, and Ivan Gaetani. "Training opportunities, technology acceptance and job satisfaction." Journal of Workplace Learning (2013).
[50] Morgan, Amy J., and Scott A. Inks. "Technology and the sales force: Increasing acceptance of sales force automation." Industrial Marketing Management 30, no. 5 (2001): 463-472.
[51] Mokhtarian, Patricia L., and Ilan Salomon. "Modeling the desire to telecommute: The importance of attitudinal factors in behavioral models." Transportation Research Part A: Policy and Practice 31, no. 1 (1997): 35-50.
[52] Pai, Fan-Yun, and Kai-I. Huang. "Applying the technology acceptance model to the introduction of healthcare information systems." Technological Forecasting and Social Change 78, no. 4 (2011): 650-660.
[53] Ragu-Nathan, Bhanu S., Charles H. Apigian, T. S. Ragu-Nathan, and Qiang Tu. "A path analytic study of the effect of top management support for information systems performance." Omega 32, no. 6 (2004): 459-471.
[54] Rajan, Christy Angeline, and Rupashree Baral. "Adoption of ERP system: An empirical study of factors influencing the usage of ERP and its impact on end user." IIMB Management Review 27, no. 2 (2015): 105-117.
[55] Revels, Janeaya, Dewi Tojib, and Yelena Tsarenko. "Understanding consumer intention to use mobile services." Australasian Marketing Journal (AMJ) 18, no. 2 (2010): 74-80.
[56] Robinson Jr, Leroy, Greg W. Marshall, and Miriam B. Stamps. "Sales force use of technology: antecedents to technology acceptance." Journal of Business Research 58, no. 12 (2005): 1623-1631.
[57] Rodriguez, Michael, and Kevin Trainor. "A conceptual model of the drivers and outcomes of mobile CRM application adoption." Journal of Research in Interactive Marketing 10, no. 1 (2016): 67-84.
[58] Sánchez, R. Arteaga, and A. Duarte Hueros. "Motivational factors that influence the acceptance of Moodle using TAM." Computers in human behavior 26, no. 6 (2010): 1632-1640.
[59] Scornavacca, Eusebio, and Adam Sutherland. "The perceived impact of mobile sales force automation systems on salespeople's performance." In 2008 7th International Conference on Mobile Business, pp. 270-279. IEEE, 2008.
[60] Shen, Demei, James Laffey, Yimei Lin, and Xinxin Huang. "Social influence for perceived usefulness and ease-of-use of course delivery systems." Journal of Interactive Online Learning 5, no. 3 (2006): 270-282.
[61] Sinisalo, Jaakko, Heikki Karjaluoto, and Saila Saraniemi. "Barriers to the use of mobile sales force automation systems: a salesperson’s perspective." Journal of Systems and Information Technology (2015).
[62] Solimun, Adji Achmad Rinaldo Fernandes, and Endang Arisoesilaningsih. "The efficiency of parameter estimation of latent path analysis using summated rating scale (SRS) and method of successive interval (MSI) for transformation of score to scale." In AIP Conference Proceedings, vol. 1913, no. 1, p. 020037. AIP Publishing LLC, 2017.
[63] Son, Hyojoo, Yoora Park, Changwan Kim, and Jui-Sheng Chou. "Toward an understanding of construction professionals' acceptance of mobile computing devices in South Korea: An extension of the technology acceptance model." Automation in construction 28 (2012): 82-90.
[64] Suki, Norazah Mohd, and Norbayah Mohd Suki. "Exploring the relationship between perceived usefulness, perceived ease of use, perceived enjoyment, attitude and subscribers’ intention towards using 3G mobile services." Journal of Information Technology Management 22, no. 1 (2011): 1-7.
[65] Tanner Jr, John F., and Shannon Shipp. "Sales technology within the salesperson's relationships: A research agenda." Industrial Marketing Management 34, no. 4 (2005): 305-312.
[66] Taylor, Shirley, and Peter Todd. "Decomposition and crossover effects in the theory of planned behavior: A study of consumer adoption intentions." International journal of research in marketing 12, no. 2 (1995): 137-155.
[67] Van Biljon, Judy, and Paula Kotzé. "Cultural factors in a mobile phone adoption and usage model." (2008).
[68] Vatrapu, Ravikiran, and Manuel A. Pérez-Quiñones. "Culture and International Usability Testing: The effects of culture in structured interviews." arXiv preprint cs/0405045 (2004).
[69] Venkatesh, Viswanath, and Fred D. Davis. "A theoretical extension of the technology acceptance model: Four longitudinal field studies." Management science 46, no. 2 (2000): 186-204.
[70] Venkatesh, Viswanath, Fred Davis, and Michael G. Morris. "Dead or alive? The development, trajectory and future of technology adoption research." Journal of the association for information systems 8, no. 4 (2007): 1.
[71] Venkatesh, Viswanath, Cheri Speier, and Michael G. Morris. "User acceptance enablers in individual decision making about technology: Toward an integrated model." Decision sciences 33, no. 2 (2002): 297-316.
[72] Venter, Peet, Mari Jansen van Rensburg, and Annemari Davis. "Drivers of learning management system use in a South African open and distance learning institution." Australasian Journal of Educational Technology 28, no. 2 (2012).
[73] Weill, Peter. "The relationship between investment in information technology and firm performance: A study of the valve manufacturing sector." Information systems research 3, no. 4 (1992): 307-333.