A SOCIAL LEARNING PERSPECTIVE ON SALES TECHNOLOGY USAGE: PRELIMINARY EVIDENCE FROM AN EMERGING ECONOMY

摘要

Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson's manager, co-workers, and competitors affects sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm predictions that while perceived coworker savvy directly influences technology usage, the influence of managers' and competitors' perceived savvy is mediated. Perceived manager savvy influences usage by increasing feelings of monitoring and the level of perceived coworker savvy. Similarly, perceived competitor savvy influences usage by increasing perceived manager and coworker savvy. We also confirm that usage of sales technology has a positive influence on salesperson performance.