The Human Side of Digitalisation: Evidence from the B2B Sales Profession

Ajax Persaud () and Alexandria Hewko ()
Additional contact information
Ajax Persaud: University of Ottawa, Telfer School of Management
Alexandria Hewko: University of Ottawa, Telfer School of Management

A chapter in Human-Centred Technology Management for a Sustainable Future, 2024, pp 67-74 from Springer

Abstract: Abstract There are many models that have been used to study technology adoption intention and use in various contexts. Most of these models focus on technology attributes and contextual factors. Recent reviews of the adoption literature indicate that few models incorporate the characteristics of individuals even though the disposition of individuals may shape adoption decisions. We propose that well-being, an individual characteristic, should be included in adoption models. Our finding is based on dynamics observed through a qualitative study of salespeople who are required to adopt advanced digital technologies in their sales roles. Digital technologies have transformed the sales role raising questions about job security, digital technology self-efficacy, job satisfaction and so on. This has created considerable anxiety and stress that have affected the well-being of salespeople. We posit that understanding how well-being influence technology use decisions is an important theoretical contribution to technology adoption research.

Keywords: Digitalisation; Artificial intelligence; B2B selling; Technology adoption; Well-being (search for similar items in EconPapers)
Date: 2024
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:prbchp:978-3-031-72486-2_7

Ordering information: This item can be ordered from
http://www.springer.com/9783031724862

DOI: 10.1007/978-3-031-72486-2_7

Access Statistics for this chapter

More chapters in Springer Proceedings in Business and Economics from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().