Skip to main content
main-content
Top

Hint

Swipe to navigate through the articles of this issue

Published in: Marketing Review St. Gallen 6/2015

01-12-2015 | Schwerpunkt

Technologieakzeptanz von Verkäufern als Herausforderung

Authors: Philipp Spreer, Klaus Gutknecht

Published in: Marketing Review St. Gallen | Issue 6/2015

Login to get access
share
SHARE

Auszug

Obgleich ihr Potenzial mittlerweile als unstrittig gilt, scheitern viele Händler mit der Einführung verkaufsunterstützender Technologie — oft am Widerstand der Verkäufer. Auf Basis zweier qualitativer Studien analysiert der Beitrag deren Ablehnungsgründe und präsentiert ein erstes multidimensionales Framework, das Verkäufer im Spannungsfeld von Technologie, Kunden und Management zeigt. …
Literature
go back to reference Ahearne, M./Rapp, A. (2010): The role of technology at the interface between salespeople and consumers, in: Journal of Personal Selling & Sales Management, 30, (2), S. 111–120. CrossRef Ahearne, M./Rapp, A. (2010): The role of technology at the interface between salespeople and consumers, in: Journal of Personal Selling & Sales Management, 30, (2), S. 111–120. CrossRef
go back to reference Buehrer, R. E./Senecal, S./Pullins, E. B. (2005): Sales force technology usage — reasons, barriers, and support: An exploratory investigation, in: Industrial Marketing Management, 34, (4), S. 389–398. CrossRef Buehrer, R. E./Senecal, S./Pullins, E. B. (2005): Sales force technology usage — reasons, barriers, and support: An exploratory investigation, in: Industrial Marketing Management, 34, (4), S. 389–398. CrossRef
go back to reference Cohen, J. (1960): A coefficient of agreement for nominal scales, in: Educational and Psychological Measurement, 20, (1), S. 37–46. CrossRef Cohen, J. (1960): A coefficient of agreement for nominal scales, in: Educational and Psychological Measurement, 20, (1), S. 37–46. CrossRef
go back to reference Crittenden, V. L./Peterson, R. A./Albaum, G. (2010): Technology and business-to-consumer selling: Contemplating research and practice, in: Journal of Personal Selling & Sales Management, 30, (2), S. 103–109. CrossRef Crittenden, V. L./Peterson, R. A./Albaum, G. (2010): Technology and business-to-consumer selling: Contemplating research and practice, in: Journal of Personal Selling & Sales Management, 30, (2), S. 103–109. CrossRef
go back to reference Davis, F. D. (1989): Perceived usefulness, perceived ease of use, and user acceptance of information technology, in: MIS Quarterly, 13, (3), S. 319–340. CrossRef Davis, F. D. (1989): Perceived usefulness, perceived ease of use, and user acceptance of information technology, in: MIS Quarterly, 13, (3), S. 319–340. CrossRef
go back to reference Kallweit, K./Spreer, P./Toporowski, W. (2014): Why do Customers Use Self-Service Information Technologies in Retail? The Mediating Effect of Perceived Service Quality, in: Journal of Retailing and Consumer Services, 21, (3), S. 268–276. CrossRef Kallweit, K./Spreer, P./Toporowski, W. (2014): Why do Customers Use Self-Service Information Technologies in Retail? The Mediating Effect of Perceived Service Quality, in: Journal of Retailing and Consumer Services, 21, (3), S. 268–276. CrossRef
go back to reference Karpischek, S. et al. (2009): Mobile sales assistant — an NFC-based product information system for retailers, in: Near Field Communication, 2009. NFC‘09. First International Workshop on. IEEE, S. 20–23. CrossRef Karpischek, S. et al. (2009): Mobile sales assistant — an NFC-based product information system for retailers, in: Near Field Communication, 2009. NFC‘09. First International Workshop on. IEEE, S. 20–23. CrossRef
go back to reference Legris, P./Ingham, J./Collerette, P. (2003): Why do people use information technology? A critical review of the technology acceptance model, in: Information & Management, 40, (3), S. 191–204. CrossRef Legris, P./Ingham, J./Collerette, P. (2003): Why do people use information technology? A critical review of the technology acceptance model, in: Information & Management, 40, (3), S. 191–204. CrossRef
go back to reference Lewis, T. L./Loker, S. (2014): Technology usage intent among apparel retail employees, in: International Journal of Retail & Distribution Management, 42, (5), S. 422–440. CrossRef Lewis, T. L./Loker, S. (2014): Technology usage intent among apparel retail employees, in: International Journal of Retail & Distribution Management, 42, (5), S. 422–440. CrossRef
go back to reference Mayring, P. (2000): Qualitative Content Analysis, in: Forum Qualitative Social Research, 1, (2), Art. 20. Mayring, P. (2000): Qualitative Content Analysis, in: Forum Qualitative Social Research, 1, (2), Art. 20.
go back to reference Pantano, E./Migliarese, P. (2014): Exploiting consumer—employee—retailer interactions in technology-enriched retail environments through a relational lens, in: Journal of Retailing and Consumer Services, 21, (6), S. 958–965. CrossRef Pantano, E./Migliarese, P. (2014): Exploiting consumer—employee—retailer interactions in technology-enriched retail environments through a relational lens, in: Journal of Retailing and Consumer Services, 21, (6), S. 958–965. CrossRef
go back to reference Pantano, E./Viassone, M. (2014): Demand pull and technology push perspective in technology-based innovations for the points of sale: The retailers evaluation, in: Journal of Retailing and Consumer Services, 21, (1), S. 43–47. CrossRef Pantano, E./Viassone, M. (2014): Demand pull and technology push perspective in technology-based innovations for the points of sale: The retailers evaluation, in: Journal of Retailing and Consumer Services, 21, (1), S. 43–47. CrossRef
go back to reference Spreer, P. et al. (2012): Augmented Reality — Digital erweiterte Realität im stationären Handel, Marketing Review St. Gallen, 29, (5), S. 28–33. CrossRef Spreer, P. et al. (2012): Augmented Reality — Digital erweiterte Realität im stationären Handel, Marketing Review St. Gallen, 29, (5), S. 28–33. CrossRef
go back to reference Spreer, P. (2013): Die Digitalisierung des PoS. Ein Leitfaden zur Implementierung innovativer In-Store-Medien, in: Marketing Review St. Gallen, 30, (5), S. 48–59. CrossRef Spreer, P. (2013): Die Digitalisierung des PoS. Ein Leitfaden zur Implementierung innovativer In-Store-Medien, in: Marketing Review St. Gallen, 30, (5), S. 48–59. CrossRef
Metadata
Title
Technologieakzeptanz von Verkäufern als Herausforderung
Authors
Philipp Spreer
Klaus Gutknecht
Publication date
01-12-2015
Publisher
Springer Fachmedien Wiesbaden
Published in
Marketing Review St. Gallen / Issue 6/2015
Print ISSN: 1865-6544
Electronic ISSN: 1865-7516
DOI
https://doi.org/10.1007/s11621-015-0585-6