Henry C. Lucas, Jr.
Stern School of Business
New York University
44 West Fourth St.
New York, NY 10012
Phone: (212) 998-0814
Email: hlucas@pop3.stern.nyu.edu
Extending the Technology Acceptance Model:
A Field Study of Broker Workstations
by
Henry C. Lucas, Jr.
Valerie Spitler
ABSTRACT
This paper presents a field study of the Technology Acceptance Model. We
extended the model to predict the acceptance of a multifunctional, broker
workstation with a windowed interface. Brokers and sales assistants in the
private client group of a major investment bank use this workstation as an
integral part of their jobs. The extended model explains a significant
percentage of the variance in usage and intended usage, but the variables
that are most salient in the model differ between brokers and sales
assistants. There is evidence that low performing brokers use the
workstation more than higher performing brokers; the results also suggest
that a different type of training may be needed for sophisticated
workstations for professionals than for clerical personnel learning to use
transactions processing systems. We believe it is important to predict and
understand the acceptance of technology like the workstation in this study
if firms are to obtain a return from investing in information technology.
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