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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
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.|
|Appears in Collections:||IOMS: Information Systems Working Papers|
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