Performance and the Use of an Information System

Henry C. Lucas, Jr.
Additional contact information
Henry C. Lucas, Jr.: New York University

Management Science, 1975, vol. 21, issue 8, 908-919

Abstract: The purpose of this paper is to explore the contributions of information systems to the organization. A descriptive model is presented which identifies (1) expected predictors of performance and the use of an information system and (2) the relationship between the use of a system and performance. The results of a study of sales force performance and the use of a sales information system are presented to provide empirical evidence to support the model. The results confirm the general relationships among classes of variables in the model, but specific relations among variables are complex and depend heavily on the environment of the organization.

Date: 1975
References: Add references at CitEc
Citations: View citations in EconPapers (12)

Downloads: (external link)
http://dx.doi.org/10.1287/mnsc.21.8.908 (application/pdf)

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:inm:ormnsc:v:21:y:1975:i:8:p:908-919

Access Statistics for this article

More articles in Management Science from INFORMS Contact information at EDIRC.
Bibliographic data for series maintained by Chris Asher ().