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[{"key": "dc.contributor.advisor", "value": "Karjaluoto Heikki", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Pet\u00e4snoro, Rami", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2017-06-13T09:10:41Z", "language": "", "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2017-06-13T09:10:41Z", "language": "", "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2017", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.other", "value": "oai:jykdok.linneanet.fi:1703546", "language": null, "element": "identifier", "qualifier": "other", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/54442", "language": "", "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Consumers buying behavior has changed dramatically due to the development of digital sales. This has led companies to change their marketing strategy to become more cus-tomer-oriented. Nowadays companies are increasingly investing to different kind of in-formation system technologies. However, there are major shortcomings in the use of these systems. Many executives feel that systems are conducive to effective work and help in resource allocation. To achieve these goals, it is necessary to understand system requirements and the resources available to users. Specifically, salespeople\u2019s motivation to use CRM system is crucial factor in system utilization. CRM system is collaborative tool, which enables efficient sales, and marketing processes if the system is used effi-ciently.\r\nGenerally, this study investigates salespeople\u2019s motivation to use CRM system. This research focuses on factors that increase and decrease salespeople\u2019s motivation to use CRM system efficiently. As an advance this study examines gamification factors, which support salesperson's intrinsic or extrinsic motivation to use system. Through efficient use of the information systems companies are able to achieve competitive ad-vantage, which supports their own and customer\u2019s value co-creation. Finally, this study considers how social influence and collaboration of other people affect to salesperson\u2019s motivation.\r\nMain findings revealed that salespeople\u2019s personal intention to use CRM system has remarkable impact on efficient system usage. These technologically oriented indi-viduals are the most likely to see faults in system utilization. The lack of proper training was noticed the most significant factor, which decreases salespeople\u2019s motivation to use CRM system. This also causes a situation where users do not know what system can do and which features are included in the system. Second, salespeople felt that successful system usage demands also the supervisors to be committed. This will increase sales team motivation to utilize system when they are able to see comprehensive commitment towards system. Salespeople are competitive by nature. Therefore, CRM system must include elements, which support natural competition between salespeople. This study also suggests that system usage should not be based on external incentives but rather visible and measurable factors, which increase user\u2019s intrinsic motivation.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted using Plone Publishing form by Rami Pet\u00e4snoro (rasepeta) on 2017-06-13 09:10:41.120037. Form: Pro gradu -lomake (https://kirjasto.jyu.fi/julkaisut/julkaisulomakkeet/pro-gradu-lomake). JyX data: [jyx_publishing-allowed (fi) =True]", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija.group@korppi.jyu.fi) on 2017-06-13T09:10:41Z\r\nNo. of bitstreams: 2\r\nURN:NBN:fi:jyu-201706132823.pdf: 1311474 bytes, checksum: 40e6d25aa0ba32e2228d4d99f25eb5df (MD5)\r\nlicense.html: 4876 bytes, checksum: 1fae7915f3a7026f45ef018a9e7c0c5a (MD5)", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2017-06-13T09:10:41Z (GMT). No. of bitstreams: 2\r\nURN:NBN:fi:jyu-201706132823.pdf: 1311474 bytes, checksum: 40e6d25aa0ba32e2228d4d99f25eb5df (MD5)\r\nlicense.html: 4876 bytes, checksum: 1fae7915f3a7026f45ef018a9e7c0c5a (MD5)\r\n Previous issue date: 2017", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "1 verkkoaineisto (87 sivua)", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "Customer Relationship Management", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Sales", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Motivation", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Gamification", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Social Influence", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "Collaboration", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "How to motivate salespeople to use CRM system efficiently through gamification elements : case Finnish media company", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": 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"University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.date.updated", "value": "2017-06-13T09:10:41Z", "language": "", "element": "date", "qualifier": "updated", "schema": "dc"}, {"key": "yvv.contractresearch.collaborator", "value": "business", "language": "", "element": "contractresearch", "qualifier": "collaborator", "schema": "yvv"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", 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