The use of sales technology by salespeople as an information source and stimulant for intrapreneurship
Digitization has changed the role of salespeople and, consequently, the dynamics of their operations at the interface between the supplier and the customer. Currently, a salesperson is often called upon to solve customer queries, which implies taking on the role of intrapreneur to internally create...
| Main Authors: | , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
Universidade de Santiago de Compostela
2023-01-01
|
| Series: | Revista Galega de Economía |
| Subjects: | |
| Online Access: | https://revistas.usc.gal/index.php/rge/article/view/8606 |
| _version_ | 1811165173875998720 |
|---|---|
| author | Pedro Mendonça Silva Ana Pinto Lima Sandrina Francisca Teixeira |
| author_facet | Pedro Mendonça Silva Ana Pinto Lima Sandrina Francisca Teixeira |
| author_sort | Pedro Mendonça Silva |
| collection | DOAJ |
| description |
Digitization has changed the role of salespeople and, consequently, the dynamics of their operations at the interface between the supplier and the customer. Currently, a salesperson is often called upon to solve customer queries, which implies taking on the role of intrapreneur to internally create a solution. This study contributes to the literature by filling a gap regarding intrapreneurial salespeople and their uses of sales technology. This research focuses on the intrapreneurship of salespeople and explicitly investigates its antecedents. The structural equation modelling technique has been chosen as it is considered to be the most appropriate one for the analysis. Research data from 565 Portuguese salespeople reveals that their use of sales technology influences their intrapreneurship behaviour thanks to information systems. Last of all, this study adds invaluable knowledge to the literature, gives valuable insight to sales managers and proposes future lines of research.
|
| first_indexed | 2024-04-10T15:33:01Z |
| format | Article |
| id | doaj.art-0e9127ef80594ebb820dc526255c429e |
| institution | Directory Open Access Journal |
| issn | 1132-2799 2255-5951 |
| language | English |
| last_indexed | 2024-04-10T15:33:01Z |
| publishDate | 2023-01-01 |
| publisher | Universidade de Santiago de Compostela |
| record_format | Article |
| series | Revista Galega de Economía |
| spelling | doaj.art-0e9127ef80594ebb820dc526255c429e2023-02-13T11:03:28ZengUniversidade de Santiago de CompostelaRevista Galega de Economía1132-27992255-59512023-01-0132210.15304/rge.32.2.8606The use of sales technology by salespeople as an information source and stimulant for intrapreneurshipPedro Mendonça Silva0Ana Pinto Lima1Sandrina Francisca Teixeira2Instituto Politécnico do Porto – ISCAPInstituto Politécnico do Porto – ISCAPInstituto Politécnico do Porto – ISCAP Digitization has changed the role of salespeople and, consequently, the dynamics of their operations at the interface between the supplier and the customer. Currently, a salesperson is often called upon to solve customer queries, which implies taking on the role of intrapreneur to internally create a solution. This study contributes to the literature by filling a gap regarding intrapreneurial salespeople and their uses of sales technology. This research focuses on the intrapreneurship of salespeople and explicitly investigates its antecedents. The structural equation modelling technique has been chosen as it is considered to be the most appropriate one for the analysis. Research data from 565 Portuguese salespeople reveals that their use of sales technology influences their intrapreneurship behaviour thanks to information systems. Last of all, this study adds invaluable knowledge to the literature, gives valuable insight to sales managers and proposes future lines of research. https://revistas.usc.gal/index.php/rge/article/view/8606SalespeopleDigital sales technologyInformation systemsIntrapreneurship |
| spellingShingle | Pedro Mendonça Silva Ana Pinto Lima Sandrina Francisca Teixeira The use of sales technology by salespeople as an information source and stimulant for intrapreneurship Revista Galega de Economía Salespeople Digital sales technology Information systems Intrapreneurship |
| title | The use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| title_full | The use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| title_fullStr | The use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| title_full_unstemmed | The use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| title_short | The use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| title_sort | use of sales technology by salespeople as an information source and stimulant for intrapreneurship |
| topic | Salespeople Digital sales technology Information systems Intrapreneurship |
| url | https://revistas.usc.gal/index.php/rge/article/view/8606 |
| work_keys_str_mv | AT pedromendoncasilva theuseofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship AT anapintolima theuseofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship AT sandrinafranciscateixeira theuseofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship AT pedromendoncasilva useofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship AT anapintolima useofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship AT sandrinafranciscateixeira useofsalestechnologybysalespeopleasaninformationsourceandstimulantforintrapreneurship |