Selling with technology: understanding the resistance to mobile sales assistant use in retailing

Spreer, Philipp; Rauschnabel, Philipp A.

doi:10.1080/08853134.2016.1208100

Cited by 37 publications

(20 citation statements)

References 73 publications

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“…Here, 'Uses & Gratification Theory' provides frameworks that could be applied to identify a gratification potential of smartwatches. Finally, future research could also apply resistance theories (e.g., Spreer & Rauschnabel, 2016) to understand the adoption and resistance to wearables. These theories could be particular important in situation where smartwatches replace traditional watches.…”

Section: Author-supplied Manuscriptmentioning

confidence: 99%

Wearable technologies: The role of usefulness and visibility in smartwatch adoption

Chuah

Rauschnabel

Krey

et al. 2016

Computers in Human Behavior

Self Cite

407

324

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Although still in the early stages of diffusion, smartwatches represent the most popular type of wearable devices. Yet, little is known about why some people are more likely to adopt smartwatches than others. To deepen the understanding of underlying factors prompting adoption behavior, the authors develop a theoretical model grounded in technology acceptance and social psychology literatures. Empirical results reveal perceived usefulness and visibility as important factors that drive adoption intention, suggesting that smartwatches represent a type of 'fashnology' (i.e., fashion and technology). The magnitude of these antecedents is influenced by an individual's perception of viewing smartwatches as a technology and/or as a fashion accessory. Theoretical and managerial implications are discussed.

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Section: Author-supplied Manuscriptmentioning

confidence: 99%

Wearable technologies: The role of usefulness and visibility in smartwatch adoption

Chuah

Rauschnabel

Krey

et al. 2016

Computers in Human Behavior

Self Cite

407

324

View full text Add to dashboard Cite

show abstract

“…The authors resolved any differences through iteration and discussion, with reference to the full text of the articles under consideration. (Avlonitis & Karayanni, 2000) ▪ Participation in electronic markets (Grewal et al, 2001) ▪ E-readiness (Berthon, Pitt, Berthon, Campbell, & Thwaites, 2008) ▪ Website (Chakraborty, Lala, & Warren, 2002) ▪ Web-based portal (Clarke III & Flaherty, 2003) ▪ E-marketplace (Eng, 2004) Multichannel (13 appearances) ▪ Channel integration (Long et al, 2007) ▪ Channel coordination (Osmonbekov et al, 2009) ▪ Multi-channel capability (Kabadayi et al, 2007) ▪ Hybrid sales structure (Thaichon et al, 2018) Mobile (3 appearances) ▪ Mobile device usage (Müller et al, 2018) ▪ Mobile sales assistants (Spreer & Rauschnabel, 2016) ▪ Mobile app (Gill et al, 2017) Theme 2: Social Media Social Media (34 appearances) ▪ Social media use (Agnihotri, Kothandaraman, Kashyap, & Singh, 2012) ▪ Social media messaging (Swani et al, 2014) ▪ Social media knowledge (Nguyen, Yu, Melewar, & Chen, 2015) ▪ Social CRM technologies (Trainor, 2012) ▪ Social media community (Wang, Hsiao, Yang, & Hajli, 2016) ▪ Positive customer reviews (Steward et al, 2018) (Keramati, Mehrabi, & Mojir, 2010) ▪ Video conferencing usage (Hardwick & Anderson, 2019) ▪ Digital CRM (Keramati et al, 2010) ▪ CRM technology (Agnihotri et al, 2017) Employees (4 appearances) ▪ Implementing technological change (Sarin et al, 2010) ▪ Technology capability (Lassk et al, 2012) ▪ Salesperson social media competency (Guesalaga, 2016) ▪ Digitalization for internal branding (Li et al, 2018) Theme 4: Digital Technologies Technologies (18 appearances) ▪ IT capability (Grewal et al, 2001) ▪ Artificial intelligence and machine learning…”

Section: Classifying Digital Marketing Capabilitiesmentioning

confidence: 99%

“…As technology advanced, mobile media became an important channel for B2B firms. For example, Spreer and Rauschnabel (2016) identified six factors that inhibit the use of mobile devices in sales assistance. In addition, others have investigated the benefits of using mobile apps as a resource for customer engagement and found that such initiatives result in higher sales through empowering business customer to participate (Gill, Sridhar, & Grewal, 2017).…”

Section: Channelsmentioning

confidence: 99%

The digital marketing capabilities gap

Herhausen

Miočević

Morgan

et al. 2020

Industrial Marketing Management

160

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“…The existing knowledge has been extended by the current study by incorporating innovation as a mediator in accordance with RBV theory. SFP has been analysed by RBV and technology theory (Spreer & Rauschnabel, 2016). The sustainable performance of businesses in Thailand can be enhanced as per the results of this study.…”

Section: Conceptual Frameworkmentioning

confidence: 95%

Does the e-marketing determine the sustainable performance of firm’s Sportswear industry in Thailand

Somjai¹,

Srisuponvanit²,

Jermsittiparsert³

2019

Journal of Human Sport and Exercise - 2019 - Summer Conferences of Sports Science

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The main objective of the study is to explore the e-marketing as a determinant of the sustainable performance of firm's Sportswear industry in Thailand. The present study is unique because of its focus on the e marketing in general and its impact on the sustainable organizational performance. Empirical evidence has been provided by this study for the hypothesized theoretical associations in accordance with the research framework. The study has surveyed the sportswear manufacturing firms. The final sample is 238 and response rate is 43 percent. The SEMPLS is used to analyse the data. The findings of the study have provided support to the hypothesized results. Several important implications can be made by this research. The research has identified several relations with regard to the literature on sustainability. The study has tested the direct and indirect relations among the variables, which were identified by the literature. The understanding of managers for achieving sustainable business performance through use of e marketing practices can be enhanced by the suggested model. Moreover, the e marketing process improves when it involves the technological aspects. From practical aspects, the study motivates the shareholders, top management, government, marketing department, policy makers, and practitioners to improve the sustainability of business.

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Selling with technology: understanding the resistance to mobile sales assistant use in retailing

Cited by 37 publications

References 73 publications

Wearable technologies: The role of usefulness and visibility in smartwatch adoption

Wearable technologies: The role of usefulness and visibility in smartwatch adoption

The digital marketing capabilities gap

Does the e-marketing determine the sustainable performance of firm’s Sportswear industry in Thailand

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