Adoption of Sales Force Automation Systems in Supply Chain Management: A Technology Acceptance Model Perspective
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Abstract
The purposes of this study were to 1) apply the Technology Acceptance Model (TAM) for sales force in the supply chain system by integrating external variables, namely Self-Efficacy and Organizational Support, 2) examine their effects on Perceived Ease of Use (PEOU) and Perceived Usefulness (PU) and, 3) investigate users’ attitudes and intention to use. The instruments were questionnaires. The sample was 288 employees working in the automotive supply chain industry. The statistical analysis was Structural Equation Modeling (SEM). The results showed that Self-Efficacy had a significant positive effect on PEOU, while Organizational Support positively influenced PU. Both PEOU and PU indirectly affected intention to use through users’ attitudes. This study not only confirmed the suitability of TAM in the supply chain context but also provided practical implications that supported organizations in driving their digital transformation.
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