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Please use this identifier to cite or link to this item:
http://hdl.handle.net/2451/14599
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| Title: | DEALER AND DEPARTMENT MANAGER PERFORMANCE AND THE USE OF AN INFORMATION SYSTEM |
| Authors: | Lucas, Henry C., Jr.
Plimpton, Rodney B. |
| Issue Date: | Jun-1983 |
| Publisher: | Stern School of Business, New York University |
| Series/Report no.: | IS-82-49 |
| Abstract: | It is important from an implementation standpoint to understand how
information systems are used and what motivates individuals to use them.
This paper presents the results of a study of dealership performance and
the use of a computer-based information system by an automobile
importer. The study reports results at the dealer and the department
manager level. Extensive performance data were available from the
manufacturer while dealers and department managers completed
questionnaires. A descriptive model of information systems use and
performance guided the research. The results of the analysis suggest
that the use of reports is more strongly related to performance for
dealers than for department managers. The dealer's style is associated
with performance while dealer use of information and perceptions of the
dealer's style are associated with department manager performance and
information use. The implications of the study for decision makers and
systems designers are discussed. |
| URI: | http://hdl.handle.net/2451/14599 |
| Appears in Collections: | IOMS: Information Systems Working Papers
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