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The dark side of sales technologies: how technostress affects sales professionals

Research output: Contribution to Journal/MagazineJournal articlepeer-review

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The dark side of sales technologies: how technostress affects sales professionals. / Pullins, E.; Tarafdar, M.; Pham, P.
In: Journal of Organizational Effectiveness: People and Performance, Vol. 7, No. 3, 21.09.2020, p. 297-320.

Research output: Contribution to Journal/MagazineJournal articlepeer-review

Harvard

Pullins, E, Tarafdar, M & Pham, P 2020, 'The dark side of sales technologies: how technostress affects sales professionals', Journal of Organizational Effectiveness: People and Performance, vol. 7, no. 3, pp. 297-320. https://doi.org/10.1108/JOEPP-04-2020-0045

APA

Pullins, E., Tarafdar, M., & Pham, P. (2020). The dark side of sales technologies: how technostress affects sales professionals. Journal of Organizational Effectiveness: People and Performance, 7(3), 297-320. https://doi.org/10.1108/JOEPP-04-2020-0045

Vancouver

Pullins E, Tarafdar M, Pham P. The dark side of sales technologies: how technostress affects sales professionals. Journal of Organizational Effectiveness: People and Performance. 2020 Sept 21;7(3):297-320. Epub 2020 Aug 20. doi: 10.1108/JOEPP-04-2020-0045

Author

Pullins, E. ; Tarafdar, M. ; Pham, P. / The dark side of sales technologies : how technostress affects sales professionals. In: Journal of Organizational Effectiveness: People and Performance. 2020 ; Vol. 7, No. 3. pp. 297-320.

Bibtex

@article{c5e0e56a4cf341808741f79a76f303de,
title = "The dark side of sales technologies: how technostress affects sales professionals",
abstract = "Purpose: This article evaluates the effect of technostress due to implementation of sales technologies on sales professionals in terms of changes in job satisfaction and role stress and potential mitigation strategies including technostress inhibitors and job commitment. Design/methodology/approach: The study utilizes a survey data collection from sales professionals in B2B consultative roles selling to business customers from construction, industrial supply and business service firms, including items that explore before and after factors around a customer relationship management implementation. Findings: Technostress results in a decrease in job satisfaction and an increase in role stress of sales professionals. Job commitment moderates the decrease in job satisfaction, i.e. the higher the job commitment the less significant the decrease in job satisfaction. Practical implications: Sales forces need to implement technostress inhibitors to help mitigate the effects of technostress in exacerbating other sales professional stressors. These inhibitors should be contextualized to the unique situation of the sales organization. Originality/value: The study examines the dark side of sales technologies. Our research expands current understanding by considering new relations among technostress-creating conditions and two work-related outcomes that are salient to sales professionals, namely role stress and job satisfaction. Further, we investigate the change in these outcomes before and after the implementation of sales technologies rather than only considering them at one point of time, after the fact. {\textcopyright} 2020, Emerald Publishing Limited.",
keywords = "Customer relationship management, Sales force automation applications, Sales technologies, Technostress: sales",
author = "E. Pullins and M. Tarafdar and P. Pham",
year = "2020",
month = sep,
day = "21",
doi = "10.1108/JOEPP-04-2020-0045",
language = "English",
volume = "7",
pages = "297--320",
journal = "Journal of Organizational Effectiveness: People and Performance",
issn = "2051-6614",
publisher = "Nature Publishing Group",
number = "3",

}

RIS

TY - JOUR

T1 - The dark side of sales technologies

T2 - how technostress affects sales professionals

AU - Pullins, E.

AU - Tarafdar, M.

AU - Pham, P.

PY - 2020/9/21

Y1 - 2020/9/21

N2 - Purpose: This article evaluates the effect of technostress due to implementation of sales technologies on sales professionals in terms of changes in job satisfaction and role stress and potential mitigation strategies including technostress inhibitors and job commitment. Design/methodology/approach: The study utilizes a survey data collection from sales professionals in B2B consultative roles selling to business customers from construction, industrial supply and business service firms, including items that explore before and after factors around a customer relationship management implementation. Findings: Technostress results in a decrease in job satisfaction and an increase in role stress of sales professionals. Job commitment moderates the decrease in job satisfaction, i.e. the higher the job commitment the less significant the decrease in job satisfaction. Practical implications: Sales forces need to implement technostress inhibitors to help mitigate the effects of technostress in exacerbating other sales professional stressors. These inhibitors should be contextualized to the unique situation of the sales organization. Originality/value: The study examines the dark side of sales technologies. Our research expands current understanding by considering new relations among technostress-creating conditions and two work-related outcomes that are salient to sales professionals, namely role stress and job satisfaction. Further, we investigate the change in these outcomes before and after the implementation of sales technologies rather than only considering them at one point of time, after the fact. © 2020, Emerald Publishing Limited.

AB - Purpose: This article evaluates the effect of technostress due to implementation of sales technologies on sales professionals in terms of changes in job satisfaction and role stress and potential mitigation strategies including technostress inhibitors and job commitment. Design/methodology/approach: The study utilizes a survey data collection from sales professionals in B2B consultative roles selling to business customers from construction, industrial supply and business service firms, including items that explore before and after factors around a customer relationship management implementation. Findings: Technostress results in a decrease in job satisfaction and an increase in role stress of sales professionals. Job commitment moderates the decrease in job satisfaction, i.e. the higher the job commitment the less significant the decrease in job satisfaction. Practical implications: Sales forces need to implement technostress inhibitors to help mitigate the effects of technostress in exacerbating other sales professional stressors. These inhibitors should be contextualized to the unique situation of the sales organization. Originality/value: The study examines the dark side of sales technologies. Our research expands current understanding by considering new relations among technostress-creating conditions and two work-related outcomes that are salient to sales professionals, namely role stress and job satisfaction. Further, we investigate the change in these outcomes before and after the implementation of sales technologies rather than only considering them at one point of time, after the fact. © 2020, Emerald Publishing Limited.

KW - Customer relationship management

KW - Sales force automation applications

KW - Sales technologies

KW - Technostress: sales

U2 - 10.1108/JOEPP-04-2020-0045

DO - 10.1108/JOEPP-04-2020-0045

M3 - Journal article

VL - 7

SP - 297

EP - 320

JO - Journal of Organizational Effectiveness: People and Performance

JF - Journal of Organizational Effectiveness: People and Performance

SN - 2051-6614

IS - 3

ER -