Modelling factors of social media usage by B2B salespersons: an emerging market study

Purpose The purpose of this study is to extend and contribute to the evolving phenomenon of social media usage by business-to-business (B2B) salespersons. It draws on the interactional psychology model and extended technology acceptance model to explore the said phenomenon. Design/methodology/approach A survey-based quantitative study was carried out. Responses were gathered through a self-administered and structured questionnaire, from 218 B2B salespersons who were pooled in using purposive and snowball sampling. The final data set was subjected to partial least squares-based structural equation modelling using WarpPLS 7.0. Findings This study found that individual factors, namely, salesperson’s social media competence and sales capabilities; organizational factors, namely, organizational commitment and organizational competence; and social factors, namely, image, result demonstrability and subjective norms, contribute positively and significantly towards social media usage by B2B salespeople. The study also found that the impact of individual factors on intention to use social media was partially mediated by its perceived usefulness, while in the case of organizational and social factors, the impact was fully mediated by its perceived ease of use. Research limitations/implications This study provides a valuable addition to the existing literature on sales and social media; however, the contextualization cannot be ignored. Practical implications This study enables firms to understand various factors affecting salespeople’ perception of social media and to make them appreciate its usage in improving sales performance and customer satisfaction. Originality/value It is the first study that models the factors of salespeople’s usage of social media in their job at three levels, namely, individual, organizational and social, and establishes the link between B2B salespersons’ perceived usefulness of social media, sales capabilities, social media competence and intention to use social media.

How Ethical Issues Raised by Human–Robot Interaction can Impact the Intention to use the Robot?

The goal of this research is to focus on the ethical issues linked to the interaction between humans and robots in a service delivery context. Through this user study, we want to see how ethics influence user’s intention to use a robot in a frontline service context. We want to observe the importance of each ethical attribute on user’s intention to use the robot in the future. To achieve this goal, we incorporated a video that showed Pepper, the robot, in action. Then respondents had to answer questions about their perception of robots based on the video. Based on a final sample of 341 respondents, we used structural equation modeling (SEM) to test our hypotheses. The results show that the most important ethical issue is the Replacement and its implications for labor. When we look at the impact of the ethical issues on the intention to use, we discovered that the variables impacting the most are Social cues, Trust and Safety.

A mixed-method approach to assess users' intention to use mobile health (mHealth) using PLS-SEM and fsQCA

PurposeDespite the enormous potential of mobile health (mHealth), identifying the asymmetric relationship among the predictors towards intention to use (ITU) of mHealth tends to remain unresolved. This study aims to investigate the predictors and their asymmetric effects on ITU of mHealth through patients and healthcare professionals.Design/methodology/approachAn integrated information systems (IS) model with four additional constructs has been developed to analyze symmetric and asymmetric effects on ITU of mHealth. An exploratory survey on 452 mHealth users with prior experience was conducted to evaluate the model using a mixed-method approach including partial least squares-based structural equation modeling (PLS-SEM) and fuzzy-set qualitative comparative analysis (fsQCA) technique.FindingsThe findings show that facilitating conditions, personal awareness building, perceived enjoyment, effort expectancy and perceived usefulness have predictive power for ITU of mHealth. In contrast, fsQCA reveals four more alternative solutions, including the main drivers explored by PLS-SEM. The results indicate that various conditions that were not crucial in PLS-SEM analysis are shown to be sufficient conditions in fsQCA.Research limitations/implicationsThis study contributes to theory by integrating self-actualization factors (i.e. personal awareness building, patients as decision support unit) into the IS model. And practically, this study makes an essential contribution to users' ITU of mHealth, enabling relevant stakeholders to build strategies to implement mHealth successfully.Originality/valueWhile mHealth has revolutionized healthcare and the prior literature only showed linear relationships, this empirical study revealed asymmetrical relationships among the determinants of ITU of mHealth. Thus, this study extends to the growing body of literature on the use of mHealth technology in the least developing nation.