Dealer and Department Manager Performance and the Use of an Information System

It is important from an implementation standpoint to understandhow information systems are used and what motivates individuals to usethem. This paper presents the results of a study of dealershipperformance and the use of a computer-based information system by anautomobile importer. The study reports results at the dealer and thedepartment manager level. Extensive performance data were availablefrom the manufacturer while dealers and department managers completedquestionnaires.A descriptive model of information systems use and performanceguided the research. The results of the analysis suggest that the useof reports is more strongly related to performance for dealers thanfor department managers.The dealer's style is associated with performance while dealeruse of information and perceptions of the dealer's style areassociated with department manager performance and information use.The implications of the study for decision makers and systemsdesigners are discussed