research-article

Pitfalls in designing and selling UX: cases in MEI

Authors:

Hanna-Riikka Sundberg,

Marko SeppänenAuthors Info & Claims

AcademicMindTrek '14: Proceedings of the 18th International Academic MindTrek Conference: Media Business, Management, Content & Services

Pages 24 - 31

https://doi.org/10.1145/2676467.2676473

Published: 04 November 2014 Publication History

Abstract

This paper investigates the potential pitfalls in designing and selling user experience in the metal and engineering industry. Concentrating on providing experiences for customers and users in order to create value for customers is a new theme in the business-to-business context. By exploring this topic with three in-depth company cases the results demonstrate how and through which activities user experiences are designed and communicated in these firms. The results implicate that both internal and external stakeholders should be employed in the design process of new products to ensure that the users' and customers' needs are taken into account and that sales and marketing are committed to using UX in their sales argumentation. Considering sales activities, the management should strongly consider the inclusion of experience-enhancing activities in their sales argumentation to reach competitive advantage over their rivals. Further research might be targeted to finding more interactive ways to support the use of UX in sales argumentation.

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Cited By

MacDonald CSosebee JSrp A(2021)A Framework for Assessing Organizational User Experience (UX) CapacityInternational Journal of Human–Computer Interaction10.1080/10447318.2021.197981138:11(1064-1080)Online publication date: 28-Sep-2021
https://doi.org/10.1080/10447318.2021.1979811
Quiñones DRusu CArancibia DGonzález SSaavedra M(2020)SNUXH: A Set of Social Network User Experience HeuristicsApplied Sciences10.3390/app1018654710:18(6547)Online publication date: 19-Sep-2020
https://doi.org/10.3390/app10186547
Hildén EVäätäjä HRoto VUusitalo K(2016)Participatory development of user experience design guidelines for a B2B companyProceedings of the 20th International Academic Mindtrek Conference10.1145/2994310.2994355(49-58)Online publication date: 17-Oct-2016
https://dl.acm.org/doi/10.1145/2994310.2994355
Show More Cited By

Index Terms

Pitfalls in designing and selling UX: cases in MEI
1. Social and professional topics
  1. Professional topics
    1. Management of computing and information systems

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AcademicMindTrek '14: Proceedings of the 18th International Academic MindTrek Conference: Media Business, Management, Content & Services

November 2014

316 pages

ISBN:9781450330060

DOI:10.1145/2676467

General Chair:
Artur Lugmayr
Tampere Univ. of Technology (TUT), FIN

Copyright © 2014 ACM.

Permission to make digital or hard copies of all or part of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for components of this work owned by others than ACM must be honored. Abstracting with credit is permitted. To copy otherwise, or republish, to post on servers or to redistribute to lists, requires prior specific permission and/or a fee. Request permissions from [email protected]

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Mindtrek Association: Mindtrek Association
Tampere University of Technology
UTA: The University of Tampere
Tampere University of Applied Sciences
EMMi Lab.: Entertainment and Media Management Lab.
iAMEA: International Ambient Media Association

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Association for Computing Machinery

New York, NY, United States

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Published: 04 November 2014

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AcademicMindTrek '14

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UTA
EMMi Lab.
iAMEA

AcademicMindTrek '14: Media- Business, Content, Managment, and Services

November 4 - 6, 2014

Tampere, Finland

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Cited By

MacDonald CSosebee JSrp A(2021)A Framework for Assessing Organizational User Experience (UX) CapacityInternational Journal of Human–Computer Interaction10.1080/10447318.2021.197981138:11(1064-1080)Online publication date: 28-Sep-2021
https://doi.org/10.1080/10447318.2021.1979811
Quiñones DRusu CArancibia DGonzález SSaavedra M(2020)SNUXH: A Set of Social Network User Experience HeuristicsApplied Sciences10.3390/app1018654710:18(6547)Online publication date: 19-Sep-2020
https://doi.org/10.3390/app10186547
Hildén EVäätäjä HRoto VUusitalo K(2016)Participatory development of user experience design guidelines for a B2B companyProceedings of the 20th International Academic Mindtrek Conference10.1145/2994310.2994355(49-58)Online publication date: 17-Oct-2016
https://dl.acm.org/doi/10.1145/2994310.2994355
Roto VKaasinen ENuutinen MSeppänen MKaye JDruin ALampe CMorris DHourcade J(2016)UX Expeditions in Business-to-Business Heavy IndustryProceedings of the 2016 CHI Conference Extended Abstracts on Human Factors in Computing Systems10.1145/2851581.2851600(833-839)Online publication date: 7-May-2016
https://dl.acm.org/doi/10.1145/2851581.2851600
Dhandapani S(2016)Roadblocks to UCD Integration2016 First International Conference on Multimedia and Image Processing (ICMIP)10.1109/ICMIP.2016.18(95-98)Online publication date: Jun-2016
https://doi.org/10.1109/ICMIP.2016.18

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