Insight Blog
Wie verändern «Autonome Shopping Systeme» die Zukunft des Einkaufens?
Technologien werden immer intelligenter, können Entscheidungen treffen und Aufgaben im Namen der Verbraucher erledigen. Intelligente Kühlschränke empfehlen z.B. Rezepte und erstellen Einkaufslisten, indem sie die Artikel im Kühlschrank einscannen und dabei die Ernährungsvorlieben berücksichtigen. Während diese Systeme den Verbrauchern deutliche Vorteile bieten, indem sie den Entscheidungsprozess übernehmen, stellen sie aber auch psychologische Konsummotive und tief verwurzelte Mensch-Maschine-Beziehungen in Frage. Die Verbraucher mögen nur ungern auf die Entscheidungsautonomie verzichten, ihre selbstregulierenden Ressourcen sind möglicherweise erschöpft, und es kann sein, dass sich keine Entscheidungszufriedenheit einstellt. In ihrem neuen Artikel in Journal of Retailing analysieren Emanuel de Bellis und Gita Johar die Hindernisse, die der Annahme «Autonomer Shopping Systeme» durch die Verbraucher entgegenstehen, schlagen Wege zu deren Überwindung vor und diskutieren die Auswirkungen autonomer Technologien auf Verbraucher und Gesellschaft.
Tiefgreifende Veränderungen im Einkaufsprozess
Autonome Shopping Systeme bieten eine Reihe funktioneller Vorteile für die Verbraucher, indem sie die Entscheidungsfindung durch den Menschen weniger notwendig oder sogar redundant machen. Während im Beispiel des Family Hub von Samsung die Autonomie der Systeme auf einzelne Aufgaben beschränkt ist (z.B. die Nachbestellung bestimmter Artikel), werden fortgeschrittenere autonome Systeme in der Lage sein, immer größere und komplexere Einkaufsentscheidungen zu übernehmen. So kann das System beispielsweise die Bekleidung für einen Kunden auf der Grundlage von Informationen über seine bisherigen Erfahrungen, die momentanen Gefühle des Kunden, die Auswahl ähnlicher Kunden und Umweltfaktoren wie das Wetter auswählen. Frühe Formen (so genannte Recommender-Systeme) sollen geringere Suchkosten, effizientere Kaufentscheidungen und eine bessere Entscheidungsfindung in bewirkt haben. Neuere Formen versprechen noch höhere Funktionalitäten, wie Zeit- und Kostenersparnis und einen noch nie dagewesenen Komfort. Gleichzeitig stellen Autonome Shopping Systeme psychologische Konsummotive und eingefahrene Mensch-Maschine-Beziehungen durch die Delegation von Entscheidungen und Aufgaben an die Technik auf den Prüfstand.
Analyse von Hindernissen für die Verbraucheradoption
Unabhängig von den Vorteilen, die sie bieten, haben neue Technologien häufig Schwierigkeiten auf dem Markt, was zeigt, wie kompliziert es ist, die Verbraucher davon zu überzeugen, Technologien zu übernehmen, die neu und ihnen unbekannt sind. Hindernisse für die Übernahme sind ein Grund für die hohe Misserfolgsrate, da sie die Verbraucher daran hindern, neue Technologien auszuprobieren. Auf der Grundlage einer interdisziplinären Literaturrecherche, die sich auf Forschungsarbeiten in den Bereichen Marketing, Psychologie und Mensch-Computer-Interaktion stützt, und der Integration neu analysierter qualitativer Daten untersuchen die Autoren die Hindernisse für die Annahme Autonomer Shopping Systeme.
Wie man kulturelle und psychologische Barrieren überwindet
Auf der Grundlage der laufenden ICI-Forschung (Schweitzer, Gollnhofer und de Bellis 2020) erörtert der Artikel vier Arten von psychologischen Barrieren sowie unterschiedliche kulturelle Barrieren und schlägt Wege zur Überwindung dieser Barrieren vor. Abbildung 1 zeigt einen vereinfachten Entscheidungsbaum, der illustriert, wie sich Autonome Shopping Systeme von verwandten Technologien unterscheiden und unter welchen Bedingungen die Verbraucher dazu neigen, diese Systeme zu übernehmen. Dies geschieht entlang der vier Hauptabschnitte des Artikels: Autonome Shopping Systeme, Ermöglicher der Adoption, Adoptionsbarrieren und Überwindung von Adoptionsbarrieren.
Abbildung 1: Klassifikation und Adoption Autonomer Shopping Systeme.
1. Kontrolle und Autonomie
Die Verbraucherforschung hat gezeigt, dass die wahrgenommene Kontrolle – der Glaube, dass die Ergebnisse von den eigenen Handlungen und nicht von externen Kräften abhängen – ein wichtiger Motor für Konsum ist. Die Wahrnehmung der Verbraucher, die Kontrolle zu verlieren, ist möglicherweise das offensichtlichste und am besten dokumentierte Hindernis für die Einführung autonomer Technologien, wobei mehrere Studien diesen Effekt in unterschiedlichen Kontexten belegen. Der Effekt scheint im Westen aufgrund des verstärkten Wunsches nach Kontrolle in den westlichen Kulturen ausgeprägter zu sein. Um die Barriere der Kontrolle zu überwinden, können Marketing Manager die kontrollfördernden Aspekte Autonomer Shopping Systeme hervorheben und gleichzeitig sinnvolle Aktivitäten herausstellen, die in der Zeit durchgeführt werden können, die durch die Nutzung dieser Systeme frei wird.
2. Sinnvolle Erfahrungen
Selbst alltägliche Aufgaben und alltägliche Tätigkeiten wie Kochen oder Putzen können den Menschen einen Sinn geben. Im Zusammenhang mit der Sinnhaftigkeit muss man bedenken, dass die Art und Weise, wie die Dinge erledigt werden, und nicht nur, ob sie erledigt werden, für die Menschen von Bedeutung ist. Autonome Shopping Systeme könnten im Widerspruch dazu stehen, was die Annahme dieser Systeme behindern kann. Dies ist besonders ausgeprägt in Ländern, die mehr Wert auf Sinn und harte Arbeit legen (de Bellis, Johar und Schweitzer 2020). Ein Schlüssel zur Überwindung dieser psychologischen Barriere besteht darin, besonderes Gewicht auf die Stärkung der Marke der autonomen Technologien und die Förderung von Brand Communities zu legen, da dies den Verbrauchern neue Erfahrungen und ein größeres Engagement in einer Gemeinschaft ermöglicht.
3. Individualität und Identität
Autonome Technologien können auch eine Bedrohung für die Individualität der Verbraucher darstellen. In einer extremen Form können autonome Technologien gleiche, einheitliche Verbraucher hervorbringen, die ähnlich denken und sich ähnlich verhalten (Schweitzer, Gollnhofer und de Bellis 2020). Beispielsweise können sich Individuen aufgrund der Verwendung aggregierter Verbraucherdaten, die die Eigenheiten von Individuen ausgleichen, aneinander angleichen. Als Reaktion darauf können Verbraucher bestimmte Entscheidungen, die von Autonomen Shopping Systemen getroffen wurden, ablehnen und schließlich die Technologie ablehnen (oder gar nicht erst annehmen), um ihre Entscheidungsfreiheit wiederzuerlangen (oder zu behalten). Um die Barriere der Individualität zu überwinden, können Unternehmen dem Gefühl der Einzigartigkeit der Verbraucher durch Mass Customization und Personalisierung Rechnung tragen, zwei Eins-zu-eins-Marketingkonzepte, die beide darauf abzielen, ein auf den Verbraucher zugeschnittenes Erlebnis zu kreieren.
4. Soziale Verbundenheit
Konsum spricht das Bedürfnis dazuzugehören an, und Shopping ist in der Lage, die Bindungen durch den zwischenmenschlichen und gemeinschaftlichen Aspekt des Einkaufens zu stärken. Beispielsweise bietet der Lebensmitteleinkauf in der Regel reichlich Möglichkeiten für die soziale Interaktion zwischen den Verbrauchern und mit den Kassierern, wobei die Einzelhändler damit beginnen, „Chatter-Checkout“-Linien anzubieten, um den Kunden bei ihren Einkaufstouren zu unterstützen. Da die Einkaufssysteme immer autonomer werden und die Verbraucher für den Einkauf nicht unbedingt ihr Haus verlassen müssen, begrenzen diese Systeme die Möglichkeiten der Verbraucher, sich sozial zu vernetzen und mit anderen zu verbinden (Schweitzer, Gollnhofer und de Bellis 2020). Soziale Verbundenheit kann z.B. durch die erwähnten Interventionen der Brand Community im Zusammenhang mit der Schaffung sinnvoller Erfahrungen gefördert werden.
Kontakt
Emanuel de Bellis, Universität St. Gallen, Switzerland; Mail: Emanuel.debellis@unisg.ch
Gita Johar, Columbia Business School, USA; Mail: gvj1@gsb.columbia.edu
Referenzen
Autonomous Shopping Systems: Identifying and Overcoming Barriers to Consumer Adoption
in: Journal of Retailing, 2020, 96 (1), 74–87
(Emanuel de Bellis and Gita Venkataramani Johar)
Personalizing the Customization Experience: A Matching Theory of Mass Customization Interfaces and Cultural Information Processing
Journal of Marketing Research, 2019, 56 (6), pp. 1050-1065
(Emanuel de Bellis, Christian Hildebrand, Kenichi Ito, AndreasHerrmann, Bernd Schmitt)
Consumer Perceptions of Autonomous Shopping Systems
Working paper, 2019
(Nicola Schweitzer, Johanna F. Gollnhofer, Emanuel de Bellis)
The Protestant Work Ethic, Consumers’ Quest for Meaning, and the Adoption of Autonomous Products
Working paper, 2020
(Emanuel de Bellis, Gita Venkataramani Johar, Nicola Schweitzer)
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