Examining impacts of technostress on the professional salesperson's behavioural performance |
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Authors: | Monideepa Tarafdar TS Ragu-Nathan |
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Institution: | College of Business and Innovation, University of Toledo, MS 103, 2801 W. Bancroft Street, Toledo, OH 43606, USA |
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Abstract: | This paper examines the concept of technostress in the professional sales area and shows it to be a possible reason for low technology-enabled behavioural performance of professionals in the sales function. Integrating literature from sales, technostress and social cognitive theory, we examine relationships between technostress creators, role stress, technology-enabled innovation and technology-enabled performance. We hypothesize that technostress adversely affects the technology-enabled performance of the salesperson through two distinct paths, one by increasing role stress and two, by decreasing technology-enabled innovation. We further examine the role of factors that mitigate these adverse effects. We find that organizational technostress-inhibiting mechanisms negatively moderate the positive relationship between technostress creators and role stress, and technology self-efficacy dampens the negative association of technostress and technology-enabled innovation. We also find that technology-enabled innovation enhances technology-enabled performance. Our results are based on survey data collected from 237 institutional sales professionals. Theoretical contributions and practice-based implications of findings are discussed. |
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Keywords: | technology-enabled salesperson performance technology-enabled innovation technostress technology self-efficacy technostress inhibitors |
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