Analysis of Salesperson Behavior on Using Retailer App (Case Study: Indosat Ooredoo Hutchison)

  • Robby Al Aziz Bina Nusantara University
  • Togar Alam Napitupulu Bina Nusantara University
Keywords: Sales Application Quality, UTAUT, Usage Behavior, Behavioral Intention to use

Abstract

The evolution of information technology affects many organizations in Indonesia, especially telco companies. Indosat Ooredoo Hutchison or more commonly known as PT Indosat, Tbk. or Indosat, a telco company in Indonesia has implemented a mobile application called Simpel for use by the salespeople to sell products. Currently, the app has been used by 60% of the users for less than 10 transactions in a month which resulted in only 9% of total revenue generated by the retailer app. This occurrence gave a challenge for Indosat to manage and increase the transaction count in the aforesaid app. This study aimed to analyze the factors influencing a salesperson’s decision to more frequently use Simpel to sell products. Every telco company can learn from this research to enhance app features better. The analysis is based on human behavior in information systems environment. The combination of UTAUT and other variables was used in this study. The total sample was obtained from 467 respondents who registered and used the app. Analysis were conducted using the structural equation models to learn the impact that performance expectancies, effort expectancies, social influence, facilitation conditions, and quality of sales applications have towards behavioral intention to use mobile app; and to learn the impact of behavioral intention, social influence, and facilitating conditions towards improving the sales app usage behavior.

Downloads

Download data is not yet available.

References

K. Mathieson, “Predicting user intentions: Comparing the technology acceptance model with the theory of planned behavior,” Information Systems Research, vol. 2, no. 3, pp. 173–191, 1991, doi: 10.1287/isre.2.3.173.

M. Saparudin, “Consumers ’ Continuance Intention Use of Mobile Banking in Jakarta : Extending UTAUT Models with Trust,” no. August, pp. 50–54, 2020.

I. K. Mensah, L. Chuanyong, and G. Zeng, “Factors Determining the Continued Intention to Use Mobile Money Transfer Services ( MMTS ) Among University Students in Ghana,” vol. 12, no. 1, pp. 1–21, 2020, doi: 10.4018/IJMHCI.2020010101.

A. Hamed Taherdoost, S. Sahibuddin, K. Lumpur, and M. Neda Jalaliyoon, “E-Services Usage Evaluation; Applications’ level of Co-Creation and Digitalization,” 2013. [Online]. Available: http://ssrn.com/abstract=2371011

V. Venkatesh, M. G. Morris, G. B. Davis, and F. D. Davis, “User Acceptance of Information Technology: Toward a Unified View,” vol. 27, no. 3, pp. 425–478, 2003, doi: https://doi.org/10.2307/30036540.

D. J. Israel and R. Velu, “The partial test of UTAUT model to explain the influence of variables on the intention to adopt the mobile learning in higher education,” International Journal of Innovative Technology and Exploring Engineering, vol. 8, no. 8, pp. 1076–1082, 2019.

T. Gao and Y. Deng, “A study on users’ acceptance behavior to mobile e-books application based on UTAUT model,” ICSESS 2012 - Proceedings of 2012 IEEE 3rd International Conference on Software Engineering and Service Science, pp. 376–379, 2012, doi: 10.1109/ICSESS.2012.6269483.

S. Marianingsih and A. A. Supianto, “Mobile Application Sales of Handicraft Products of Papua,” 3rd International Conference on Sustainable Information Engineering and Technology, SIET 2018 - Proceedings, pp. 162–167, 2018, doi: 10.1109/SIET.2018.8693147.

T. Nugroho, “Analisis Faktor -Faktor yang Mempengaruhi Penggunaan Aplikasi Transportasi Daring Menggunakan UTAUT2 dan Faktor Budaya Hofstede,” 2020. [Online]. Available: https://dspace.uii.ac.id/bitstream/handle/123456789/23853/16917226 Thofik Nugroho.pdf?sequence=1&isAllowed=y

M. A. Sabri Alrawi et al., “Examining factors that effect on the acceptance of mobile commerce in Malaysia based on revised UTAUT,” Indonesian Journal of Electrical Engineering and Computer Science, vol. 20, no. 3, pp. 1173–1184, 2020, doi: 10.11591/ijeecs.v20.i3.pp1173-1184.

R. Sharifian, F. Askarian, M. Nematolahi, and P. Farhadi, “Factors influencing nurses ’ acceptance of hospital information systems in Iran : application of the Unified Theory of Acceptance and Use of Technology,” vol. 43, no. 3, 2014.

Y. K. H. Sim J.J., Chia Z.Y., Chin Y.L., Lee M.Q., Chiam V.T.S., Wong K.L., Choong C.K., Loh S.H., “Trust in vendor and perceived effectiveness of E-commerce institutional mechanisms in M-commerce adoption: A revised UTAUT model,” Proceedings - 8th IEEE International Conference on Control System, Computing and Engineering, ICCSCE 2018, pp. 3–8, 2019, doi: 10.1109/ICCSCE.2018.8684964.

H. L. Asastani, V. H. Kusumawardhana, H. Leslie, and H. Spits, “Factors Affecting the Usage of Mobile Commerce using Technology Acceptance Model ( TAM ) and Unified Theory of Acceptance and Use of Technology ( UTAUT ),” 2018 Indonesian Association for Pattern Recognition International Conference (INAPR), pp. 322–328, 2018.

R. Odoom and J. P. Kosiba, “Mobile money usage and continuance intention among micro enterprises in an emerging market – the mediating role of agent credibility,” vol. 22, no. 1, pp. 97–117, 2020, doi: 10.1108/JSIT-03-2019-0062.

F. P. J. Sibuea and T. A. Napitupulu, “EVALUATION OF USING SMS BANKING USING MODIFICATION OF UTAUT MODEL : CASE STUDY OF,” vol. 98, no. 07, 2020.

A. H. Maryani, Utaminingsih K.T., “The Influence Of UTAUT Model Factors On The Intension Of Millennials Generation In Using Mobile Wallets In Jakarta,” no. August, pp. 488–492, 2020.

S. Fitriani, C. Horsch, R. Jan Beun, Griffioen-Both Fiemke;, and W.-P. Brinkman, “Factors Affecting User Behavioral Intention and use of a Mobile-Phone-Delivered Cognitive Behavioral Therapy for Insomnia: A Small-Scale UTAT Analysis.” 2021. doi: 10.1007/s10916-021-01785-w.

U. Sekaran and R. Bougie, Metode Penelitian untuk Bisnis: Pendekatan Pengembangan-Keahlian,. 2017.

Published
2022-06-10
Abstract views: 404 times
Download PDF: 236 times
How to Cite
Al Aziz, R., & Napitupulu, T. (2022). Analysis of Salesperson Behavior on Using Retailer App (Case Study: Indosat Ooredoo Hutchison). Journal of Information Systems and Informatics, 4(2), 398-415. https://doi.org/10.51519/journalisi.v4i2.265