| Summary: | 碩士 === 國立屏東科技大學 === 高階經營管理碩士在職專班 === 94 === The purpose of this study is to explore the impact of salespersons’ technology attitudes on user intentions, system utilizations, and sales performance. This study is based on several theories related to user acceptance of information. The subject of this research is Fortune Motors’ salespersons and basic level chiefs. Exploring the difference of their technology attitudes in background exerts. Furthermore, using intention and utilization patterns approach to classify users. The results are as follows: (1) Salespersons in different age, seniority, and position have different technology attitudes. (2) Technology attitudes certainly affect users’ behaviors by intention. Psychological perception, reception, and perceived behavior control have positive impacts on the whole models. However, subjective norm has an apparent negative impact. This result indicated that the more subjective norm lead to the more user resistance. (3) Classifying the users into four groups: positive actively, hard workers, regardless, and demanding. According to their different technology attitudes, the study provides managers specific proper to improve salespersons’ intentions and utilizations. In addition, the results could provide the Fortune Motors and other sales service business proper suggestions to manager the information system.
|
|---|
