EXPLORING TARIFF-CHOICE PREFERENCES IN B2B ENTERPRISE SOFTWARE ACQUISITION SETTINGS

The acquisition of packaged software is gaining importance. The most crucial task during enterprise software acquisition is the selection of a software product and accompanying license model. The license model (or tariff) chosen severely impacts the total costs of the purchased solution over its life cycle and, thus, should be evaluated carefully. Existing literature from different decision contexts suggests that tariff choices are often times biased, leading to non-optimal decisions and costs. With this paper, we explore whether certain tariff-choice preferences and biases exist in the context of software acquisition. Hence, we analyse data from a multiple case study with five cases in four large organisations and base our findings on interviews with 19 decision-makers from IT, business, and procurement. The insights we gain from six interviewees especially point to the existence of both flat rate and pay-per-use biases in organizational contexts. Additionally, we find initial support for the relevance of prospect- theoretical reference points as a cause for tariff-choice biases. Therefore, our research can help practitioners to optimize their tariff choices in organizational buying situations and we present new avenus for future research

The First 25 Years of the Bled eConference: Themes and Impacts

The Bled eConference is the longest-running themed conference associated with the Information Systems discipline. The focus throughout its first quarter-century has been the application of electronic tools, migrating progressively from Electronic Data Interchange (EDI) via Inter-Organisational Systems (IOS) and eCommerce to encompass all aspects of the use of networking facilities in industry and government, and more recently by individuals, groups and society as a whole. This paper reports on an examination of the conference titles and of the titles and abstracts of the 773 refereed papers published in the Proceedings since 1995. This identified a long and strong focus on categories of electronic business and corporate perspectives, which has broadened in recent years to encompass the democratic, the social and the personal. The conference\u27s extend well beyond the papers and their thousands of citations and tens of thousands of downloads. Other impacts have included innovative forms of support for the development of large numbers of graduate students, and the many international research collaborations that have been conceived and developed in a beautiful lake-side setting in Slovenia

Development of a Cross-border Business-to-Business-to-Consumer (B2B2C) System to Enhance Enterprise Performance: A Case Study of Legend Harvest Group

This research focused on the efforts of Legend Harvest Group (LHG), a California startup, to realise its cross-border business-to-business-to-consumer (B2B2C) e-commerce business opportunities. The issues identified during the research demonstrated that an operational B2B2C system is more complicated than a manually operated business-to-business (B2B) trade. The complexities of cross-border e-commerce platforms include insufficient data transparency, logistical obstacles, and Customs hurdles. LHG encountered difficulties in understanding and dealing with these obstacles. My research focused on analysing the technological, operational and organisational requirements and finding the critical elements and leverage points of adopting a new B2B2C system. I developed a platform–system–technology–human (PSTH) conceptual framework based on my literature review that served as the theoretical blueprint of this action research. I adopted a participatory action research (PAR) method and a purposeful sampling strategy to conduct an action research study. The sampling population comprised LHG’s executives, as well as board members, officers, employees, and consultants associated with the company. I applied a qualitative approach as the most suitable choice in action research study, using interviews, semi-structured discussions, and observations to collect data. This research was based on three action cycles. Each action cycle consisted of four phases: reflect, plan, act and observe. The first action cycle (AC1) focused on scanning the environment to identify the barriers preventing LHG from adopting a B2B2C system. The second action cycle (AC2) addressed the technological, operational and organisational requirements, and collaborated with a Software-as-a-Service (SaaS) provider to implement a trial run and collect actual data. The third action cycle (AC3) involved an in-depth thematic analysis to evaluate the trial-run results and proposed an integrators network for LHG’s future B2B2C system development. Research accomplishments include initial identification of sixty-one emergent codes as barriers to LHG’s supply chain automation quest, categorisation of these codes into fifteen actionable themes, and, finally, selection of five actionable themes as critical elements to follow in adopting a B2B2C system, namely, process automation (A), SaaS adoption (S), supply chain integration (I), collaboration (C) and trust (T). From post-trial-run analysis, I recognised these five themes as the key integrators and proposed a B2B2C supply chain model to cope with the cross-border e-commerce platforms. The interdependent nature of these five integrators led to the conceptualisation of an “ASICT” network that can be used to tackle the platforms’ demands. Based on the research findings, I learned that a sustainable B2B2C system will depend not only on technology implementation such as SaaS adoption, supply chain integration and process automation, but also on human interaction such as collaboration and trust. This research concluded that these five “ASICT” integrators are critical elements, and that trust and collaboration are the key leverage points in the company’s efforts to develop a cross-border B2B2C system. The benefits projected by adopting the B2B2C system included not only reducing LHG’s transactional costs but also enhancing its enterprise performance by automating and integrating the supply chain, allowing the management to map operational efficiency with financial outcome and to transform the e-commerce supply chain into a value chain

Engineering Local Electricity Markets for Residential Communities

In line with the progressing decentralization of electricity generation, local electricity markets (LEMs) support electricity end customers in becoming active market participants instead of passive price takers. They provide a market platform for trading locally generated (renewable) electricity between residential agents (consumers, prosumers, and producers) within their community. Based on a structured literature review, a market engineering framework for LEMs is developed. The work focuses on two of the framework\u27s eight components, namely the agent behavior and the (micro) market structure. Residential agent behavior is evaluated in two steps. Firstly, two empirical studies, a structural equation model-based survey with 195 respondents and an adaptive choice-based conjoint study with 656 respondents, are developed, conducted and evaluated. Secondly, a discount price LEM is designed following the surveys\u27 results. Theoretical solutions of the LEM bi-level optimization problem with complete information and heuristic reinforcement learning with incomplete information are investigated in a multi-agent simulation to find the profit-maximizing market allocations. The (micro) market structure is investigated with regards to LEM business models, information systems and real-world application projects. Potential business models and their characteristics are combined in a taxonomy based on the results of 14 expert interviews. Then, the Smart Grid Architecture Model is utilized to derive the organizational, informational, and technical requirements for centralized and distributed information systems in LEMs. After providing an overview on current LEM implementations projects in Germany, the Landau Microgrid Project is used as an example to test the derived requirements. In conclusion, the work recommends current LEM projects to focus on overall discount electricity trading. Premium priced local electricity should be offered to subgroups of households with individual higher valuations for local generation. Automated self-learning algorithms are needed to mitigate the trading effort for residential LEM agents in order to ensure participation. The utilization of regulatory niches is suggested until specific regulations for LEMs are established. Further, the development of specific business models for LEMs should become a prospective (research) focus

Machine Learning Algorithms for Smart Electricity Markets

__Abstract__ The shift towards sustainable electricity systems is one of the grand challenges of the twenty-first century. Decentralized production from renewable sources, electric mobility, and related advances are at odds with traditional power systems where central large-scale generation of electricity follows inelastic consumer demand. Smart Markets and intelligent Information Systems (IS) could alleviate these issues by providing new forms of coordination that leverage real-time consumption information and prices to incentivize behaviors that remain within the grid's operational bounds. However, the best design for these artifacts, and the societal implications of different design choices is largely unclear. This dissertation makes three contributions to the debate. First, we propose and study a design for Brokers, a novel type of IS for autonomous intermediation in retail electricity markets. Second, we propose a probabilistic model for representing customer preferences within intelligent IS, and we study its performance in electricity tariff and other choice tasks. And third, we propose and study Competitive Benchmarking, a novel research method for effective IS artifact design in complex environments like Smart Grids where the social cost of failure is prohibitive. Our results provide guidance on IS design choices for sustainable electricity systems, and they highlight their potential societal positives and negatives

The role of cross-cultural B2B relationship marketing: an investigation of Saudi Telecom Company (STC)

A thesis submitted to the University of Bedfordshire in partial fulfilment of the requirements for the degree of Doctor of PhilosophyWith the increasing expansion of companies into the global markets, Relationship Marketing (RM) has become more significant than ever, drawing to it the interest of scholars and the attention of practitioners. One aspect of the subject, which this research addresses, is the need to understand the nature and importance of relationships across cultures, since such understanding is critical to organizational expansion. The focus of this research is B2B relationship marketing, with cross-cultural marketing as a major component of analysis. Building on and extending relevant cross-cultural theories, this research investigates B2B relationship marketing in a Middle-Eastern telecom company, Saudi Telecom Company (STC), a company that is well placed for providing fertile illustrations of the mechanism of B2B relationship marketing. It is, furthermore, a key company in Saudi Arabia with hundreds of partners worldwide, and its economic importance to the country is second only to SABIC, the state-owned national oil company. Adopting a case study research strategy, the research explores how a growing organization absorbs cultural awareness into its B2B relationships. Data are garnered by interviewing 35 STC managers, 29 STC Small Medium Enterprise SME business partners, and three of STC’s Major Enterprise partners, as well as accessing and analysing secondary data from the company. The findings to date suggest that as the company grows it needs to develop B2B cross-cultural awareness at local and global level. This research extends cross-cultural models which have been developed in a business-to-consumer (B2C) context such as cross-cultural marketing theories proposed by Hall and Hofstede to understand cross-cultural theory in a B2B context. By exploring the role of culture in B2B relationships in the telecom industry in the Middle East in general and Saudi Arabia in particular, in light of a case study conducted on a specific and major company, STC and its global partners, and by investigating and assessing how it conducts its B2B relationships, this research aspires to extend the understanding of cultural awareness in B2B relationship and thereby to make a useful contribution to scholarship

The influence of Guanxi and knowledge of China's business environment on relationship initiation capabilities: The case of Australian SME service suppliers in China

The purpose of this research is to examine the influences guanxi resources, understanding of the Chinese business environment, environmental competition and salesperson effectiveness have on business relationship initiation capabilities with customers in the People’s Republic of China for Australian exporters. Thematic analysis is used to analyse qualitative survey data from 25 Australian small and medium enterprises (SMEs) supplying services to China. Quantitative responses from 72 firms are also examined via PLS based structural equation modelling

E-COMMERCE

Preface ................................................ 7 Introduction ........................................... Chapter 1. KNOWLEDGE MANAGEMENT PECULIARITIES IN E- 9 BUSINESS: ACTUALITY AND TENDENCIES ......... 12 Introduction............................................ 1.1. The importance of knowledge management to increase the 12 efficiency of the organisations activity in e-business ...... 15 1.2. Employee competency integrated assessment in e-business 1.2.1.Theoretical evaluation aspects of factors affecting em- 19 ployee competency .......................................... 1.2.2. The identification of the factors affecting the employee 21 competency ................................................ 1.2.3. Concept complex competency assessment model of e- 26 business organisation ........................................ 1.3. Analysis of factors motivating human resources in e-busi- 33 ness .................................................. 1.3.1. Theoretical evaluation aspects of factors affecting human 34 resources motivation ........................................ 1.3.2. Analysis of factors that influence the motivation of human 36 resources .................................................. 1.4. Evaluation system of factors affecting creativity in e-busi- 37 ness .................................................. 1.4.1. Theoretical evaluation aspects of factors affecting creativ- 41 ity ......................................................... 1.4.2. Identification of factors affecting creativity. Partial inte- 42 grated criterion (third stage) ................................ 48 1.4.3. Evaluation system of factors affecting creativity ........ 49 1.5. Knowledge appliance process in e-business organisation .. 1.5.1. The factors proceeding efficiency of knowledge appliance 53 process in e-business ........................................ 1.5.2. The selection of the method to evaluate efficiency of know- 56 ledge appliance process in e-business ......................... 59 Conclusions ........................................... 60 Self test questions ..................................... 63 References ............................................ Chapter 2. CONTENT MANAGEMENT IN VIRTUAL ORGANIZA 64 TIONS ............................................... 70 5 Table of Contents Introduction ........................................... 2.1. A systematical approach to automate content management 70 in a vitual ogranization ................................. 71 2.2. The concept of the content. Content Management ..... 73 2.3. The life cycle of the document ......................... 74 2.4. Document management in a virtual organization ........ 76 2.5. Content capture technology ............................ 77 2.6. Cloud technologies in business processes CMS .......... 83 Conclusion ............................................. 85 References ............................................ 86 Chapter 3. MARKETING COMMUNICATION IN DIGITAL AGE ... 87 Introduction ........................................... 87 3.1. The growing potential of the market ................... 88 3.2. Previous studies in e-business and e-marketing areas .... 91 3.3. The specifics of Internet marketing in B2B communication 92 3.4. E-marketing tools ..................................... 94 3.5. Social networks in marketing ........................... 98 6 3.6. Effectiveness evaluation theories ........................ 100 3.7. Website quality and efficiency evaluation ................ 101 3.8. Cases: resent research results .......................... 106 3.8.1. Online advertisements efficiency research .............. 106 3.8.2. Evaluation of Lithuanian e-shops ...................... 109 Conclusions ........................................... 110 Self test questions ..................................... 111 References ............................................ 111 Chapter 4. IMPROVING THE EFFICIENCY OF E-COMMERCE .. 116 Introduction ........................................... 116 4.1. Scientific research. E-commerce as the Internet technology 116 4.2. Promotion of e-business ............................... 120 4.3. A set of basic tools for e-business ...................... 121 4.4. Security in e-commerce ................................ 124 Conclusion ............................................ 133 Self-examination questions ............................. 133 References ............................................ 134 Chapter 5. ELECTRONIC PAYMENT SYSTEMS.................. 135 Introduction............................................ 135 5.1. The concept of electronic payments.National payment system in Russia ....................................... 136 5.2. Electronic payment systems based on «Client-Bank» and online banking ......................................... 143 5.3. Electronic payments via bank cards ..................... 151 Table of Contents 5 5.4. Electronic payments via digital cash .................... 160 5.5. Internet payment system based on virtual accounts ...... 164 Conclusion ............................................ 166 Self-examination questions ............................. 166 References ............................................ 167 Chapter 6. MANAGEMENT OF THE VIRTUAL ENTERPRISE .... 168 6.1. Virtual enterprise, electronic business, electronic commerce, model of management, manager .................... 168 6.2. Manager .............................................. 174 6.3. Channel ............................................... 175 6.4. Information environment. Knowledge ................... 175 6.5. Problem field .......................................... 176 Self-examination questions ............................. 178 References ............................................ 178 Chapter 7. INTERNET MARKETING ............................ 180 Introduction ........................................... 180 7.1. The concept and structure of the Internet Marketing .... 180 7.2. Market research on the Internet ........................ 182 7.3. Internet advertizing .................................... 187 7.3.1. The concept of Internet advertising .................... 187 7.3.2. Announcement of the search engines and search engine optimization. The concept and purpose of search engine optimization ................................................... 189 7.3.3. Search Engine Advertising ............................ 209 7.3.4. Participation in the rankings and registration in catalogs 215 7.3.5. Banner advertising ................................... 219 7.3.6. Link Exchange ....................................... 236 7.3.7. Profiling and personalization in online advertising........ 239 7.3.8. E-mail-advertising. Basic concepts and advantages e-mailadvertising ................................................. 242 7.3.9. Discussion lists ....................................... 248 7.3.10. Virus marketing. Concept and principles of virus marketing ........................................................ 251 7.3.11. Other methods of advertizing ........................ 258 7.3.12. Analysis of efficiency of Internet advertizing ........... 259 7.3.13. Methods of the collection of information, used for the analysis .................................................... 263 7.4. Marketing in social networks and blogs ................. 282 7.5. Partner programs ...................................... 287 7.6. The problem of return visitors and create a captive audience 292 7.6.1. Statement of the problem of creating a virtual community 292 7.6.2. Methods for creating a virtual community .............. 294 9 Table of Contents 7.7. Off-line support for online projects ...................... 297 Self-examination questions.............................. 298 References ............................................ 299 Chapter 8. REACHING SUSTAINABLE DEVELOPMENT GOALS THROUGH E-GOVERNMENT IN THE POST-2015 AGENDA ............................................. 301 Introduction ........................................... 310 8.1. E-government: definition, functions and stages .......... 302 8.2. E-government: global tendencies ....................... 304 8.3. Formation and development of e-government in Uzbekistan 308 Self-examination questions ............................. 314 References ............................................ 314The development of the universities’ ability to quickly respond to new demands of the labor market and to adapt, update, develop and introduce new areas of study to ensure demand for the graduates provides the participation in the international projects of the European program improving higher education «TEMPUS». The project TEMPUS — ECOMMIS («double-level training programs of e-commerce developing the information society in Russia, Ukraine and Israel») was launched in October 2011, and belongs to a class of joint projects to develop new courses and courses for bachelor’s and master’s degrees. The project consortium involves 12 universities from Germany, the Netherlands, Lithuania, Israel, Russia and Ukraine. The main objective of the project is to develop and implement new academic courses and areas of study, taking into account the current status and trends of economic development and the specific requirements of the labor market on the basis of cooperation between universities in different countries. The main feature and complexity of the project academic content of is that e-commerce as an academic concept is absolute new and it appeared just only in the last decade. It is a new interdisciplinary field of knowledge, which is located at the intersection of economics and computer science and it is not covered by the classical training courses in economics and computer science technology. The aspects of national and international law in connection with the growth of international trade, economic cooperation and the development of new Internet based technologies should be taken into account. For the project’s period of three years on the basis of international cooperation the following results were obtained: 11 Preface 1) The analysis and modernization of existing curricula in the field of e-commerce were carried out; 2) new training modules with the introduction of the European creditmodular system of accumulation and transfer transcripts units ( ECTS ) were developed; new modules and courses: e-commerce, electronic payment systems; Internet trading in the financial markets and the stockmarket systems; Information systems for financial analysis and investment; Information systems for business process modeling; corporate information systems and portals; Customer-oriented systems; Internet Marketing; electronic systems for document management; legal aspects of e-commerce; advanced course security for e-commerce were introduced; 3) two international online games to enhance practical skills in the field with online marketing and online trading were developed and conducted among university students; 4) skills training courses e-commerce for various social groups (students, housewives, pensioners, unemployed) were developed and tested; 5) business offices, e-commerce were established to strengthen cooperation between the universities in the labor market and to create the conditions of commercialization of the project results after the end of financial support from the TEMPUS Program. 6) textbooks on the topic of the project were developed and published. In May — July 2013. 62 teachers targeted universities in Israel, Russia and Ukraine received intensive training in the field of e-commerce in three European universities: FONTYS (NL), TU Berlin (DE), VGTU ( LT ). From October 2013 in target universities of Israel, Russia and Ukraine students’ training began on the courses developed in the framework of the new training courses and modules with using computer classes, equipped in accordance with the project plan with new hardware and software tools. The final stage of the project was intended to develop a five-year detailed plan for sustainable development of the results. Such plan that includes coordinated action to disseminate best practices, development of new joint courses for graduate and post-graduate students, scientificmethodical conferences, joint publications will support the further dynamics of the activities involved universities. Joint work on the implementation of the project ECOMMIS led to the emergence of sustainable professional relationships between organizations in the consortium as the training of new qualified professionals, as well as in the field of scientific and methodological developments. This is confirmed by the present collective monograph E-commerc

Semantic discovery and reuse of business process patterns

Patterns currently play an important role in modern information systems (IS) development and their use has mainly been restricted to the design and implementation phases of the development lifecycle. Given the increasing significance of business modelling in IS development, patterns have the potential of providing a viable solution for promoting reusability of recurrent generalized models in the very early stages of development. As a statement of research-in-progress this paper focuses on business process patterns and proposes an initial methodological framework for the discovery and reuse of business process patterns within the IS development lifecycle. The framework borrows ideas from the domain engineering literature and proposes the use of semantics to drive both the discovery of patterns as well as their reuse