Face ID: an innovative biometric approach to control sales personnel production deviance
by Syed Jamal Shah; Zhang Li; Adnan Muhammad Shah; Rizwan Ullah
International Journal of Information Systems and Change Management (IJISCM), Vol. 10, No. 3, 2018

Abstract: This research aims to examine whether supervisors' perception of face ID-based SFA tool serves as determinants of his/her intention to accept in terms of system's usefulness and ease of use in order to control salespeople production deviance (i.e., skipping work and reporting fake). It also explored customer's privacy concern as moderator of the relationship between these determinants and supervisor intention to accept. Data collected from 323 pharmaceutical sales supervisors of the top 20 pharmaceutical companies in Pakistan revealed that both proposed determinants positively influenced supervisors' intention to accept face ID-based sales force automation (SFA) system. Furthermore, the moderating role of customers' privacy concern was found non-significant. This is the first face ID-based SFA acceptance study that extends technology acceptance model (TAM) variables into the sales profession context and the first system that will give exact information about the authenticity of sales force job activities.

Online publication date: Mon, 10-Dec-2018

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