Key factors toward actual use of ipad e-detailing and the implications to performance with customers and internal role performance: a case study at oncology division in PT. XYZ from sales representatives' standpoint

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Key factors toward actual use of ipad e-detailing and the implications to performance with customers and internal role performance: a case study at oncology division in PT. XYZ from sales representatives' standpoint

wibitomo, f. Arya - Personal Name; Zuardi, Gunawan - Personal Name;

The purpose of this research was to study and analyze the key factors toward actual use of ipad e-detailing and the implications to performance with customers and internal role performance ?çô a case study at the oncology division at pt. Xyz from sales representatives?çö standpoint. The main purpose of this research is to determine the correlation between perceived usefulness, perceived ease of use, internal ipad support and perceived self-efficacy with actual use of ipad e-detailing, and whether it positively impacts the sales representatives?çö performance with customers and the representatives?çö internal role performance. The primary data was obtained by distributing the questionnaires to all 40 medical sales representatives of the oncology division at pt.xyz, while secondary data was obtained based on sales achievement and sales call history of oncology division pt.xyz. The data was analyzed using spss, amos structural equation model (sem), and descriptive analysis to test the hypotheses. The results show that perceived usefulness, perceived ease of use and perceived self-efficacy significantly influence actual ipad use, with perceived usefulness being the dominating factor. Actual ipad use positively impacts sales representatives?çö performance and its implementation in oncology division pt. Xyz also significantly increases sales achievement of the sales representatives.

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M00254 (wh) Available

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Series Title: -
Call Number: 254
Publisher: : Swiss German University., 2013
Collation: -
Language: English
ISBN/ISSN: -
Classification: NONE
Content Type: -
Media Type: -
Carrier Type: -
Edition: -
Subject(s): MBA
Specific Detail Info: -
Statement of Responsibility: -

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