Empirical research relevant to the role of information and communication technology (ICT) in shaping business to-business salesforce job satisfaction remains relatively scarce. The authors propose and empirically test a causal model that theoretically represents structural relationships among factors comprising ICT and resulting salesperson job satisfaction. The finding of the study also indicate that information technology has no direct effect on job satisfaction except for the situations that the firms are high technology- oriented. However, administrative skills simplify the effect of ICT on job satisfaction. Also results indicate that ICT indirectly influences job satisfaction through salesforce administrative performance. While ICT infrastructure, training, and support positively relate to administrative performance, none of them influence outcome performance significantly. In addition, salesperson technology orientation moderates the effect of both ICT infrastructure and support on job satisfaction. Managerial insights and implications from the research are discussed. Besides, we concluded that salespeople technology –orientation attenuate the influence of ICT infrastructure and support on job satisfaction.
