The effect of behavioural activation and inhibition on CRM adoption
Bibliographic record
Abstract
Purpose This paper seeks to examine the effect of behavioural inhibition and behavioural activation systems on users' intention to adopt customer relationship management (CRM) applications. Design/methodology/approach Data for this study were collected from among managers of a major player in the community banking sector within the European Union. A total of 274 valid responses were obtained from 398 managers. Findings The results indicate that individuals with different combinations of BIS‐BAS levels demonstrate varying degrees of willingness in adopting and contributing towards the CRM system. Practical implications These results can be useful for human resources managers, who can screen individuals for positions requiring customer interface and effective use of CRM systems. The need to align employees' characteristics with CRM goals and strategies is critical to the successful application of CRM systems but has often not been given sufficient attention. Originality/value This paper demonstrates that individual behaviour can be attributed to different personality traits, which in turn can be traced back to physiological as well as psychological origins.
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How this classification was reachedexpand
Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.003 | 0.001 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.000 |
| Science and technology studies | 0.000 | 0.000 |
| Scholarly communication | 0.000 | 0.001 |
| Open science | 0.000 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.000 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from itClassification
machine, unvalidatedMachine predicted; a candidate call from one teacher head, not a consensus.
How this classification was reached, model by model and score by score, is at the end of the page under "How this classification was reached".