Abstract
According to Sowa (2014), qualitative research within the scientific community in the 2000s had difficulty finding recognition as a research method. According to Meyer, Miggelbrink and Beurskens (2018), this circumstance increasingly changed due to the growing acceptance in the scientific community and, increasingly, institutionalized use. According to Auer-Srnka and Griessmair (2010), qualitative research methods, especially in business research practice, are usually used for preliminary studies.
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Notes
- 1.
According to Husmann (2008), qualitative research was mainly criticized for its low number of cases, which do not allow any conclusions about the population. In addition, qualitative research according to Schnell and Kolber (2013) has been criticized for allowing subjectivity, which does not correspond to the scientific approach.
- 2.
A differentiation from other forms of interviewing is also recommended by Lasotta (2007)
- 3.
According to Strumpen (2018), redundancies can contain reformulations that facilitate interpretation.
- 4.
According to Boernert (2006), creating an authentic conversation situation is one of the key success factors for interviews.
- 5.
The term operationalization used in this work is analogous to the definition by Hussy, Schreier and Echterhoff (2013) to make features applicable and measurable.
- 6.
According to Mohr (2009), the feedback of results is also a motivator that plays a role in attracting interview participants for surveys.
- 7.
According to Helfferich (2004), it is precisely the entry situations within interviews that are critical to the success of interviews. According to Reinders (2016), the interview participant decides in the first few minutes how much detail they will entrust to an interviewer. According to Moehring and Schuertz (2003), icebreaker questions in particular help to create a positive atmosphere for discussion.
- 8.
Bortz and Doering (2016) recommend explicitly pointing out the start of the recording before an interview begins.
- 9.
According to Glaeser and Laudel (2009), the excessive use of comprehension questions has a negative impact on the flow of discussions.
- 10.
This technique is recommended, for example, by Jordan, Külpp and Bruckschen (2012).
- 11.
According to Binder (2006), the qualitative content analysis does not focus on analysis technology, but rather on the subject matter, which has an advantageous effect on the exploration of text material.
- 12.
According to Hugl (1995), macro operators are strategies for summarizing text content.
- 13.
As described by Dudenredaktion (2016), phonetic transcription systems symbolically translate speech sounds exactly, while literary transcription systems are based on standard orthography.
- 14.
Some authors, for example Winkens (2016), summarize the process steps paraphrasing and generalization in a single process step. However, according to Kergel (2018), the process step generalization forms new, independent sentences on the basis of paraphrases. Therefore, it was considered necessary to separate these two process steps for this work.
- 15.
According to Neumeyer (2018), the level of abstraction of generalizations should be higher than the abstraction level of paraphrases.
- 16.
This ID number was used to identify generalizations during the check for semantic validty.
- 17.
According to Pfeffer (2008), theoretical saturation is an ideal endpoint for scientific work, but not always achievable due to time, personnel or cost reasons.
- 18.
According to Struebing (2008), the point at which the content of categories repeats itself is an indicator of theoretical saturation. In this study, the theoretical saturation occurred at the level of sub-categories.
- 19.
According to Tecic, Walgenbach and Neugebauer (2010), the argumentative interpretation of categories by literature has an additional positive effect on the content validity.
- 20.
According to Sabo (2017), codes describe reduced text material. In this study, this is referred to as the generalizations created.
- 21.
According to Brosius, Haas and Koschel (2016), the intracoder reliability is only checked on part of the existing text material.
- 22.
The qualitative content analysis was conducted on September 13, 2018, and tested on September 30, 2018.
- 23.
From the first reduction, it is no longer possible to assign the re-encoded text material to the original text material.
- 24.
According to Bruesemeister (2008) and Winkler (2013), traceability of decisions is described as an additional important quality criterion of qualitative research.
- 25.
For example, in Nienkemper (2015) and Melheritz (1999).
- 26.
Since the categories were formed from the text material itself and not from hypotheses in advance, according to Kuckartz (2012, as cited in Frischemeier, 2017, p. 102), this process was an inductive category formation.
- 27.
Since terms were only mentioned in positive ratings, for example, when describing a prototypical leader, a one-dimensional frequency analysis was applied instead of a relational frequency analysis. According to Merten (2013), this means that codes were not categorized as positive, neutral or negative.
- 28.
The identification of these adjectives was based on the research work of Norman (1967) and Goldberg (1990).
- 29.
Duden (2016) points out that the terms extroversion and extraversion have the same meaning.
- 30.
The generalization a project leader should be free of selfish interest was classified as altruism, as suggested by Batson (2011, cited after Huber, Applemann & Lenzen, 2016, p. 17). This classification into altruism has been augmented by the results of the experimental research of Daniel Batson (1943, as cited in Levine & Manning, 2014, p. 62).
- 31.
This fact makes conscientiousness relevant in research as a predictor of different characteristics. According to Asendorpf (2015), it is considered the best predictor of service quality. According to Obermann (2013), it is also regarded as a predictor of career success or as a so-called success index.
- 32.
According to Katzengruper (2010), this behavior based on attitudes takes place unconsciously.
- 33.
In the literature, engagement has also been found as a synonym used for motivation, for example in Epp (2017).
- 34.
A similar procedure was used by Schoenwald (2015).
- 35.
It is noticeable that in the literature, there are no universal suggestions regarding an interpretation of different deviations between frequencies. According to Pauschenwein, Pernold, Goldgruber and Sfiri (2014), the researcher themself is responsible for a correct interpretation.
- 36.
According to Kalkowski and Mickler (2009), rewards should be linked to individual target agreements.
- 37.
For this purpose, Tiemeyer (2018) refers to information events, presentations, articles within the intranet, newsletters, information forums and information brochures.
- 38.
In addition to conflicts within a project team, a dispute resolution center can also be used to mediate in case of conflicts between project managers and line managers. However, according to Zell (2017), when appointing the dispute resolution center, care should be taken to ensure that there are no conflicts of interest. An article by Wyld (2015) deals in particular with the negative effects of existing conflicts on selling center performance.
- 39.
For example, Gareis and Gareis (2017) suggest not exceeding a total of six participants, while Prefi (2014) sees a critical mass of up to ten people for efficient cooperation.
- 40.
According to Hobel and Schütte (2006), the equip** of a project manager with appropriate competences can be seen as critical to success.
- 41.
High level sales process structures for selling centers can be found in Hanin (2002) and Lippold (2016).
- 42.
For further information, also see Haensel, Baumgaertner, Kornmann and Ennigkeit (2016).
- 43.
According to Wastian, Braumandl, Rosenstiel and West (2018), team diagnostic instruments are suitable for analyzing the condition of these factors and for controlling the effects of measures taken.
- 44.
Both trust (Caldarola, 2011; Smith & Barclay, 1993) and partnership (Kothandaram, Agnihotri & Dingus, 2014) are positively discussed in the selling center literature in connection with cultivating internal relationships.
- 45.
As shown in the chapter Acceptance matrix by Seidel and Bleicher, resistance is the opposite of acceptance.
- 46.
In this study, n = 100 female and n = 100 male students with relevant work experience were interviewed.
- 47.
According to Weibler (2012), some authors object that individuals with a high degree of self-confidence often seem to be resistant to a charismatic leadership style even in times of crisis.
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Schwarzkopf, R. (2024). Qualitative Study. In: Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-44144-9_3
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