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

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

Not published at Aalto University

Research output: Chapter in Book/Report/Conference proceeding › Conference article in proceedings › Scientific › peer-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 language	English
Title of host publication	Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020
Editors	Tung X. Bui
Publisher	IEEE
Pages	1520-1529
Number of pages	10
ISBN (Electronic)	9780998133133
Publication status	Published - 2020
MoE publication type	A4 Conference publication
Event	Annual Hawaii International Conference on System Sciences - Maui, United States Duration: 7 Jan 2020 → 10 Jan 2020 Conference number: 53

Publication series

Name	Proceedings of the Annual Hawaii International Conference on System Sciences
Volume	2020-January
ISSN (Print)	1530-1605

Conference

Conference	Annual Hawaii International Conference on System Sciences
Abbreviated title	HICSS
Country/Territory	United States
City	Maui
Period	07/01/2020 → 10/01/2020

Cite this

Holopainen, J., Mattila, O., Pöyry, E., Parvinen, P., & Tuunanen, T. (2020). Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales. In T. X. Bui (Ed.), Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020 (pp. 1520-1529). (Proceedings of the Annual Hawaii International Conference on System Sciences; Vol. 2020-January). IEEE.

Holopainen, Jani ; Mattila, Osmo ; Pöyry, Essi et al. / Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales. Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020. editor / Tung X. Bui. IEEE, 2020. pp. 1520-1529 (Proceedings of the Annual Hawaii International Conference on System Sciences).

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

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.",

author = "Jani Holopainen and Osmo Mattila and Essi P{\"o}yry and Petri Parvinen and Tuure Tuunanen",

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year = "2020",

language = "English",

series = "Proceedings of the Annual Hawaii International Conference on System Sciences",

publisher = "IEEE",

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Holopainen, J, Mattila, O, Pöyry, E, Parvinen, P & Tuunanen, T 2020, Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales. in TX Bui (ed.), Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020. Proceedings of the Annual Hawaii International Conference on System Sciences, vol. 2020-January, IEEE, pp. 1520-1529, Annual Hawaii International Conference on System Sciences, Maui, Hawaii, United States, 07/01/2020.

Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales. / Holopainen, Jani; Mattila, Osmo; Pöyry, Essi et al.
Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020. ed. / Tung X. Bui. IEEE, 2020. p. 1520-1529 (Proceedings of the Annual Hawaii International Conference on System Sciences; Vol. 2020-January).

Research output: Chapter in Book/Report/Conference proceeding › Conference article in proceedings › Scientific › peer-review

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T1 - Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales

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AU - Mattila, Osmo

AU - Pöyry, Essi

AU - Parvinen, Petri

AU - Tuunanen, Tuure

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N2 - 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.

AB - 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.

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M3 - Conference article in proceedings

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T3 - Proceedings of the Annual Hawaii International Conference on System Sciences

SP - 1520

EP - 1529

BT - Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020

A2 - Bui, Tung X.

PB - IEEE

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Holopainen J, Mattila O, Pöyry E, Parvinen P, Tuunanen T. Stakeholder strategy and design alignment framework for design science research - A study in the context of VR-aided marketing and sales. In Bui TX, editor, Proceedings of the 53rd Annual Hawaii International Conference on System Sciences, HICSS 2020. IEEE. 2020. p. 1520-1529. (Proceedings of the Annual Hawaii International Conference on System Sciences).

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

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