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The Role of Demographics and Entrepreneurial Motives in Digital Sales Adoption

Author

Listed:
  • Plecko Samuel

    (University of Maribor, Faculty of Economics and Business, Maribor, Slovenia.)

  • Hojnik Barbara Bradač

    (University of Maribor, Faculty of Economics and Business, Maribor, Slovenia.)

  • Tominc Polona

    (University of Maribor, Faculty of Economics and Business, Maribor, Slovenia.)

Abstract

Digital transformation gradually changes businesses, which is also connected with sales. Despite these advancements, the motives to accept digitalization in sales are undiscovered. In our study, we examine demographic factors (gender, age, education), entrepreneurial motives, and the developmental stage of entrepreneurs using data from the Global Entrepreneurship Monitor (GEM), encompassing 25,633 entrepreneurs from 47 countries. Logistic regression and subsequently Cramer’s V were employed for a more precise determination of the relevant influences of the explanatory variables. The findings indicate that younger and early-stage entrepreneurs more often accept digital technologies in sales. This also applies to entrepreneurs who are motivated by higher income and wealth and the desire to make changes in the world. These results suggest that digital technologies can contribute to reducing the divergence between profitable and sustainable goals, as entrepreneurs perceive their utility in achieving both sets of objectives.

Suggested Citation

  • Plecko Samuel & Hojnik Barbara Bradač & Tominc Polona, 2024. "The Role of Demographics and Entrepreneurial Motives in Digital Sales Adoption," Zagreb International Review of Economics and Business, Sciendo, vol. 27(2), pages 269-289.
    • Handle: RePEc:vrs:zirebs:v:27:y:2024:i:2:p:269-289:n:1013
    DOI: 10.2478/zireb-2024-0027
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    More about this item

    Keywords

    digital technologies in sales; demographics; entrepreneurs’ motives; early-stage entrepreneurs;
    All these keywords.

    JEL classification:

    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship
    • O33 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Technological Change: Choices and Consequences; Diffusion Processes
    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management

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