Does a Good Fit between Mobile Work Support Functions and Mobile Sales-Force Worker Tasks Lead to Improved Work Performance?

Markus Lembach and Michael Lane
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Markus Lembach: School of Management and Enterprise, University of Southern Queensland, QLD, Australia
Michael Lane: School of Management and Enterprise, University of Southern Queensland, QLD, Australia

Journal of Electronic Commerce in Organizations (JECO), 2013, vol. 11, issue 4, 52-69

Abstract: Mobile devices can improve the way sales-force work is conducted in information intensive industries such as the pharmaceutical industry. However, there is a lack of empirical research which has examined the extent to which a good fit between mobile work support functions and sales-force worker tasks and individual characteristics influences intention to use. Does a good fit translate into a perceived positive impact on sales-force worker performance? Drawing on TTF and TAM theories, an online survey was conducted with sales-force workers in the German division of a large pharmaceutical company. The findings indicate that location dependence and time criticality positively influence perceived usefulness of mobile work support functions and that this perceived fit positively influences intention to use and perceived performance impact of mobile work support functions. Furthermore, there are differences in the perceived usefulness of mobile work support functions across job roles, pharmaceutical business units and length of tenure.

Date: 2013
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