Management Science · 1975 · 342 citations · 6 references
ManagementInformation SystemsManagement Information SystemsInformation Systems ManagementPerformance MeasurementSales ManagementOrganizational PerformancePerformance Management SystemsInformation System ImpactInformation Technology Performance ManagementInformation Technology Performance Measurement ModelsPerformance Measurement SystemsSales Force Performance EvaluationSales Force Performance ManagementSalesforce Effectiveness
The purpose of this paper is to explore the contributions of information systems to the organization. A descriptive model is presented which identifies (1) expected predictors of performance and the use of an information system and (2) the relationship between the use of a system and performance. The results of a study of sales force performance and the use of a sales information system are presented to provide empirical evidence to support the model. The results confirm the general relationships among classes of variables in the model, but specific relations among variables are complex and depend heavily on the environment of the organization.
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