Korean Management Science Review (경영과학)

The Korean Operations Research and Management Science Society (한국경영과학회)
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A Study on the Adoption Factors and Performance Effects of Mobile Sales Force Automation Systems

모바일 SFA(mSFA) 시스템의 수용 요인 및 도입 성과에 관한 연구

  • 김동현 (연세대학교 가치경영연구센터) ;
  • 이선로 (연세대학교 경영정보학과)
  • Published : 2007.05.31
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Abstract

This study attempts to examine the acceptance factors of mSFA systems based on the innovation diffusion and technology acceptance model, and to measure the performance effects of mSFA systems using BSC metrics. Results show that (1) the characteristics of mobility and interactivity have positive impacts on perceived usefulness, ease of use, and professional fit. But the characteristics of personal identity were not perceived as useful due to users' negative feelings about privacy infringement and surveillance. (2) Job fit has positive impacts on perceived usefulness and professional fit. (3) Perceived usefulness, ease of use, and professional fit positively influence the degree of users' dependence on mSFA systems, which have positive impacts on users' performance measured by the personal BSC metrics including perspectives of finance, customer, internal process, and learning and growth.

Keywords

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