INTERNATIONAL JOURNAL OF SCIENTIFIC & TECHNOLOGY RESEARCH VOLUME 9, ISSUE 06, JUNE 2020 ISSN 2277-8616 64 IJSTR©2020 www.ijstr.org The Effect of Work Discipline on The Use of Mobile Sales Force Automation System Usage Endang Siti Astuti, Heribertus Himawan, Kertahadi, Hamidah Nayati Utami Abstract— Purpose: The purpose of this study is to examine and describe the effect of work discipline on the use of mSFA, the effect of work motivation on the use of mSFA, the effect of work tidiness on the use of mSFA, and the effect of using mSFA on discipline. Design / Method: This research is a quantitative study and the sampling technique is simple random sampling where the research sample has the same unlimited opportunity to be selected as a sample. The analytical method used in this research is descriptive analysis and GSCA analysis. Findings: job discipline has a significant effect on the use of mSFA, work motivation has a significant effect on the use of mSFA, the use of mSFA has a significant effect on the use of mSFA. To complete future studies, researchers may consider using objective data from the database system from before using the mSFA system until some time after using the mSFA system. Originality: The researcher also tries to determine the relationship between work discipline and the use of mSFA and work motivation to update previous studies. By combining variables that affect income and the impact of usage on individuals, this research method differs from previous studies. Index Terms— Automation System, Employee Job Satisfaction, Mobile Sales Personnel, Work Discipline ——————————  —————————— 1 INTRODUCTION OMEONE develops positive or negative attitude on mobile system usage based on evaluation of usefulness and ease of use [66]. If a system is considered difficult to use, users tend to have negative attitude on the system [13]. Previous studies show that ease of use has significant and positive effect on usability [56, 60, 55, 58, 64, 52, 48, 63, 49]. However, the opposite is found by [47] in their study on the impact of using creative learning media in the form of games software for college students. It finds that there is no significant relation between ease and usability. Individual’s attitude to new technology is strongly determined by their job characteristics [43, 44]. When an individual feels a new technology is suitable for their job, they tend to accept it. Conversely, when one feels the new technology isn’t relevant with their job, the indiviual tends to rejects it. Empirical studies find that suitability with job has significant positive effect on perceived usage [69, 51, 68, 63]. Strong commitment from top leader, including senior organizational leaders, is very important to ensure acceptance of technology by creating environment which supports IT in organization, so management commitment has significant positive effect on the usage [73, 7, 15, 6]. However, previous studies find that top leaders’ support significantly affect perceived usage (PU) [39, 46, 63]. Customer Relationship Management (CRM) system is an information technology support for sales department in managing sales process to make it more effective, e.g. making appointments with consumers, determining travel routes, sales presentation, enhancing salespeople’s knowledge on the offered products or served consumers [35], by developing and nurturing long term relations with consumers [40]. PT Indomarco Adi Prima (PT IAP) is a business unit of PT Indofood Sukses makmur Tbk which works in distribution of consumer goods. PT IAP distributes the majority of Indofood products to some areas in Indonesia, from modern markets to traditional markets. There is limited study on the impact or result of acceptance of technology [70]. Previous studies on acceptance of technology generally start with variables affecting the acceptance and ends with usage or acceptance. Many previous studies on the usage of m-SFA were performed using samples of leaders or managers and the relation with organizational performance (Kwak et al., 2012; Rodriguez and Trainor, 2016). 2 LITERATURE REVIEW In the context of IT usage, management support is defined as "individual perception on how far top management understands the importance of IT and how far top management is involved in IT implementation" [53]. Top management support is a key factor in acceptance technology [38, 39]. Strong commitment of top leaders, including senior organization leaders, is very important to ensure technology acceptance by creating environment which supports IT in organization [73, 7]. Empirical studies Sales Force Automation (SFA) application was introduced as a technology which can support the jobs of salespeople and sales manager in the 1980s [29]. SFA system utilizes computer hardware and software to collect, analyze and spread information automatically to increase the productivity of salespeople [50]. SFA technology system has many uses, including integrating consumer data and company data and being a part to integrate sales activities with company operations [11]. SFA is believed to produce information faster and more accurately [71], be more responsive [5, 36] and increase productivity in general through its support to determine market capability [65]. In the context of IT usage, conformity with job is defined as "individual perception on how far a technology should conform with their work" [70]). Individual attitude on new technology is affected by their job characteristics [43, 44]. When an individual feels a new technology is suitable for their job, they tend to accept it. Conversely, when one feels the new technology isn’t relevant with their job, the individual tends to rejects it. Empirical studies find that suitability with job has significant positive effect on perceived usage [69, 51, 68]. Find that top leader support can affect perceived usability [39, 46]. Attitude is defined as individual’s mental readiness formed through experience to act to all related objects and situations S