Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales

Jani Holopainen, Osmo Mattila, Essi Pöyry, Petri Parvinen, Tuure Tuunanen

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

Abstract

This study introduces a framework to align various perceptions and objectives that different stakeholders have at the beginning of a Design Science Research (DSR) process and consolidate them into stakeholders' strategies and theory-ingrained design artifacts. We coin this framework as Stakeholder Strategy and Design Alignment (SSDA). As an application area, we concentrate on a Virtual Reality (VR) application designed for marketing and sales purposes. The empirical testing of the framework shows that the marketing and sales potential of the application are, indeed, perceived very differently among three stakeholder groups: company representatives, developers and customers. In addition to the introduction of a new DSR framework, the study sheds light to the applicability of VR technologies for marketing and sales use.

Original languageEnglish
Title of host publicationProceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020
EditorsTung X. Bui
PublisherIEEE Computer Society
Pages1520-1529
Number of pages10
ISBN (Electronic)9780998133133
Publication statusPublished - 2020
MoE publication typeA4 Article in a conference publication
EventAnnual Hawaii International Conference on System Sciences - Maui, United States
Duration: 7 Jan 202010 Jan 2020
Conference number: 53

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
Volume2020-January
ISSN (Print)1530-1605

Conference

ConferenceAnnual Hawaii International Conference on System Sciences
Abbreviated titleHICSS
CountryUnited States
CityMaui
Period07/01/202010/01/2020

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