The usefulness of ICT in small
businesses today creates a huge impact to the modern human resource and
development. The study of Shaw et al.
(2005) portrays the observation of SME companies that utilizes the services of
ICT. As what the general notion reveals
that the cost reduction and the maximization of profit accelerate in a manner
that SME operation will outperform the mainstream business company
operation. The study further analysis
the research of Acs and Arrington (2003) that SME business operation grows
rapidly in the sense that creating and starting a market reach is feasible in
the sense that ICT services is always at hand to be used and be utilized.
Consequently, Headd (2001) reveal in his
study that SME business survival is hardly possible for decades for the reason
that investment capital for example is hardly sustainable and feasible. But with the utilization of ICT, SME
businesses can survive with their day to day operating expenses showing more
profit margin than losses. Brannback
(1997) supports the notion of Headd (2001) by creating the research study that
by using technologically advanced gadgets in the organization, customer reach
is more controllable and easier to reach.
Likewise, Peterson (1999) studied in his research the relevance of sales
representatives as the direct contact of the customers and the main level of
the organization that will use the ICT program structure to encode the customer’s
market activities. As a relevant
concept, Peterson (1999) believes that sales activities with ICT usage will
strengthen the customer relation of the organization. Further readings of Shaw et al. (2005) utilizes
the research of Smith and Barclay (1997) as to the after sales support of the
organization to the customers. As most
business organization today are reflective with their market operation, after
sales services are commonly accommodated by the sales Representatives to create
a more personalize relationship between organization and company. In this manner, Shulman (1992) advances his
research inquires in the academic aspect of the personnel as to how the
personnel of the organization is capable in accommodating the new business
challenges in the market using the modern ICT infrustrature. Thus, Academic instructions in the
Universities must be congruent to the modern business operation of most
International organization worldwide.
Business ICT Maturity and Market Segmentation Explained
The Study concretely utilizes the
5 dimensions to check the scale reliability in relation to sales effectiveness.
1. Resource Management 2. Perceived Usefulness 3. Perceived Ease of Use 4.
Comfort level and 5. General attitude.
Out of the five items, the five succeeding items has the cronbach alpha
of 0.872, 0.816, 0.793, 0.723, & 0.706 which means that the five point
scale are reliable for final market research testing. Further statistical data revealed using
Regression Coefficients, (from the succeeding data) 1. Resource Management has
the Coefficients of 0.266 and p value of 0.032 2. Perceived Usefulness
Coefficients of 0.241 and p value of 0.040 3. Perceived Ease of Use has the
Coefficients of 0.298 and p value 0.026 4. Comfort Level has the Coefficients
of 0.219 and p value of 0.043 and lastly, 5 General attitude about technology
has the Coefficients of 0.252 and p value of 0.033.
Conclusively, the study of Shaw
et al. (2005) reveals that item number two which is the Perceived Usefulness
has the highest statistical impact towards the customers and the market at
large knowing that the Customer Retention got 0.24(0.02), Customer Loyalty of 0.24(0.02),
and Improved Morale of 0.25(0.02).
Basing from the statistical observation, usefulness of technological infrastructure
in the organization in SME level has the profit maximization and the marketing
operation effectiveness in the modern marketing approach of today using the ICT
infrastructures through the personnel management.
MAIN REFERENCE:
Shaw,
D. M. (2005). Sales Effectiveness and Firm Performance: A Small Firm
Perspective. The Entrepreneurial Executive.
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