DEALER AND DEPARTMENT MANAGER PERFORMANCE AND THE USE OF AN INFORMATION SYSTEM

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.