Exploring the Influence of Self-Efficacy and Achievement Motivation on Salesman's Intention to Use Business System by Using Technology Acceptance Model
| Autor: | CHEN, CHI-YAO, 陳紀堯 |
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| Rok vydání: | 2019 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 107 With the rapid advancement in mobile network and smartphones, many companies have started the research and development of mobile business systems and integrated such systems into salespersons’ tasks, hoping to save time, provide more services, and enhance work proficiency as well as performance with the help of technology. Therefore, effective system integration has become an essential issue. While previous studies probed into the Technology Acceptance Model (TAM), research specifically concerning real estate business has been scarce. Furthermore, while the remuneration system for sales agents could be divided into with or without basic salary, studies regarding this issue did not differentiate between these two systems. Lastly, studies have shown the effects of self-efficacy and achievement motivation on agents’ performance. Therefore, the current study, based on TAM, added the aforementioned two variables (self-efficacy and achievement motivation) and examined the intention to use mobile business systems among real estate agents without the basic salary. A questionnaire survey was adopted by way of census in this study. The participants were real estate agents without the basic salary at one real estate agency in Kaohsiung City. A total of 388 out of 936 questionnaires were collected, among which 374 were valid. The research method was divided into four stages. In the first stage, five experts were invited to examine the questionnaires to enhance the content validity. The second stage included validating the reliability of the questionnaire using exploratory factor analysis (EFA). In the third stage, confirmatory factor analysis was employed to analyze the fitness, convergent validity, and discriminant validity. The fourth stage included hypotheses testing with the use of hierarchical regression. The results were as follows: 1.Perceived usefulness positively affected intention to use mobile business systems. 2.Perceived ease of use positively affected intention to use mobile business systems. 3.Perceived ease of use positively affected intention to use mobile business systems through perceived usefulness. Perceived usefulness has partial mediating effect. 4.Strength, a sub-construct of self-efficacy, negatively affected intention to use mobile business systems. 5.Work orientation, a sub-construct of achievement motivation, positively affected intention to use mobile business systems. 6.Competitiveness, a sub-construct of achievement motivation, had moderating effect, capable of strengthening the positive effect of perceived usefulness on intention to use mobile business systems. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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