Perception du rôle de la technologie de l’information : conceptualisation, antécédents et conséquences : - Application au cas de la technologie - de l’automatisation de la force de vente ou sfa -

The objective of this research is to (1) conceptualize a new concept of the role perception or perceived role of the information technology (IT) by salespeople and (2) study the antecedents and consequences of this new concept. It appears that the IT perceived role have two facets : competences enhancing IT and competences destroying IT. The antecedents of the IT role perception is IT perceived quality and salespeople role perceptions (role ambiguity and role conflict). The consequences of the IT role perception is the selling performance.