The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective
The purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In ord...
| Main Authors: | , , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
MDPI AG
2024-02-01
|
| Series: | Journal of Theoretical and Applied Electronic Commerce Research |
| Subjects: | |
| Online Access: | https://www.mdpi.com/0718-1876/19/1/19 |
| _version_ | 1797240323102998528 |
|---|---|
| author | Kangsun Shin Seonggoo Ji Ihsan Ullah Jan Younghoon Kim |
| author_facet | Kangsun Shin Seonggoo Ji Ihsan Ullah Jan Younghoon Kim |
| author_sort | Kangsun Shin |
| collection | DOAJ |
| description | The purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In order to test the proposed framework, data were collected from 305 salespeople in Korea. The results of a partial least squared structural equation modeling (PLS-SEM) analysis showed that techno-demands have a significant positive effect on salespeople’s job burnout and techno-resources have a significant positive effect on salespeople’s job satisfaction. Salespeople’s job burnout has a significant positive effect on salespeople’s turnover intention, whereas salespeople’s job satisfaction has a significant positive effect on salespeople’s sales performance. Finally, salespeople’s job satisfaction has a negative effect on turnover intention. Theoretically, this study develops a new comprehensive framework of the techno demands–resources model and is empirically tested in the context of salespeople. Managerially, the findings offer important insights to practitioners to leverage techno-resources to accelerate the sales technologies for sales activities. |
| first_indexed | 2024-04-24T18:05:36Z |
| format | Article |
| id | doaj.art-14b6e5433e604e4484ec1b65eb8c1b1d |
| institution | Directory Open Access Journal |
| issn | 0718-1876 |
| language | English |
| last_indexed | 2024-04-24T18:05:36Z |
| publishDate | 2024-02-01 |
| publisher | MDPI AG |
| record_format | Article |
| series | Journal of Theoretical and Applied Electronic Commerce Research |
| spelling | doaj.art-14b6e5433e604e4484ec1b65eb8c1b1d2024-03-27T13:50:20ZengMDPI AGJournal of Theoretical and Applied Electronic Commerce Research0718-18762024-02-0119136238010.3390/jtaer19010019The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model PerspectiveKangsun Shin0Seonggoo Ji1Ihsan Ullah Jan2Younghoon Kim3Electronics and Telecommunications Research Institute, Yuseong-gu, Daejeon 34129, Republic of KoreaDepartment of Business Administration, Hanbat National University, Yuseong-gu, Daejeon 34158, Republic of KoreaDepartment of Business Administration, Hanbat National University, Yuseong-gu, Daejeon 34158, Republic of KoreaDepartment of Business Administration, Hanbat National University, Yuseong-gu, Daejeon 34158, Republic of KoreaThe purpose of this study is to examine the effects of a salesperson’s techno-demands and techno-resources created by new sales-related information technology on salespersons’ attitudinal and behavioral outcomes such as job burnout, job satisfaction, turnover intention, and sales performance. In order to test the proposed framework, data were collected from 305 salespeople in Korea. The results of a partial least squared structural equation modeling (PLS-SEM) analysis showed that techno-demands have a significant positive effect on salespeople’s job burnout and techno-resources have a significant positive effect on salespeople’s job satisfaction. Salespeople’s job burnout has a significant positive effect on salespeople’s turnover intention, whereas salespeople’s job satisfaction has a significant positive effect on salespeople’s sales performance. Finally, salespeople’s job satisfaction has a negative effect on turnover intention. Theoretically, this study develops a new comprehensive framework of the techno demands–resources model and is empirically tested in the context of salespeople. Managerially, the findings offer important insights to practitioners to leverage techno-resources to accelerate the sales technologies for sales activities.https://www.mdpi.com/0718-1876/19/1/19techno-stresstechno-resourcesjob burnoutjob satisfactionturnover intentionsales performance |
| spellingShingle | Kangsun Shin Seonggoo Ji Ihsan Ullah Jan Younghoon Kim The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective Journal of Theoretical and Applied Electronic Commerce Research techno-stress techno-resources job burnout job satisfaction turnover intention sales performance |
| title | The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective |
| title_full | The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective |
| title_fullStr | The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective |
| title_full_unstemmed | The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective |
| title_short | The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model Perspective |
| title_sort | roles of sales technologies for salespeople techno demands and resources model perspective |
| topic | techno-stress techno-resources job burnout job satisfaction turnover intention sales performance |
| url | https://www.mdpi.com/0718-1876/19/1/19 |
| work_keys_str_mv | AT kangsunshin therolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT seonggooji therolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT ihsanullahjan therolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT younghoonkim therolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT kangsunshin rolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT seonggooji rolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT ihsanullahjan rolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective AT younghoonkim rolesofsalestechnologiesforsalespeopletechnodemandsandresourcesmodelperspective |