Retracted: The Relationship between Personality Traits and Sales Force Automation Usage: A Preliminary Study

Sales force automation SFA came to cognition and officially gained momentum in the 1990s Taylor, 1993. SFA provides salespeople with speedy information access, diminishing the time needed to prepare for calls and cutting down on the number of follow-ups, particularly for urgent need of further information support Taylor, 1993. This study attempts to look specifically at the "utilization-individual impact" link. In particular, the close link of the personality type of the sales representative to the individual performance usage of the sales forces automation systems in the pharmaceutical industry in Taiwan. This study provides insight into how the personality traits of the individual medical representatives of pharmaceutical companies in Taiwan could influence the adoption of innovative technology, the sales force automation system. © 2012 Wiley Periodicals, Inc.

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