Johnson, Bruce2011-03-222011-03-222011-03-22http://hdl.handle.net/10539/9202MBA - WBSThe concept of automating an organization’s sales force by means of technology is known as Sales Force Automation (SFA). While SFA technology has been in existence for a number of years and has proven a valuable asset for many, there are still numerous instances of organizations facing the challenge of failed SFA implementation due to unsuccessful user acceptance. Far too often management only considers the impact of SFA technology from an organizational perspective and is usually not cognizant of the psychological factors influencing individual user perceptions of the new SFA system. Therefore this study, from an individual’s perspective, explores which of these factors affect adoption of SFA technology by South African sales people. As the body of technology acceptance/adoption research is well developed, this study has been undertaken using solely a quantitative approach. While positivist epistemology lacks the richness of qualitative research, it eliminates subjective bias and allows the researcher to gain an objective view and understanding of complex psychological influences. The findings of this research demonstrate that the factors of performance expectancy, social influence and perceived behavioral control are highly significant determinants of SFA adoption. Furthermore that an individual’s chronological age plays a significant role and that older salespeople are less likely to successfully adopt SFA technology.enSales force automationSales and sellingThesis