Performance measures of net-enabled hypercompetitive industries: the case of tourism

This paper investigates the theory and practise of e-metrics. It examines the tourism sector as one of the most successful sectors on-line and identifies best practice in the industry. Qualitative research with top e-Marketing executives demonstrates the usage and satisfaction levels from current e-metrics deployment, selection of e-metrics for ROI calculation as well as intention of new e-metrics implementation and future trends and developments. This paper concludes that tourism organizations gradually realise the value of e-measurement and are willing to implement e-metrics to enable them evaluate the effectiveness of their planning processes and assess their results against their short and the long term objectives

KIBS, Knowledge Management and Digital Product Service Systems: an explorative investigation

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Three Studies of B2B Salespeople as Collectors of Competitive Intelligence

PhD thesis in Social SciencesB2B salespeople’s ability to collect competitive intelligence from the marketplace affects organizational and individual competitive advantage and, in turn, firm and salesperson performance. The collection, sharing and use of this information are of potential strategic interest, and individual information collection is an important part of market orientation. The complexity and rate of change of industrial markets are increasing due to factors such as rapid technological development, and firms need to adapt to shifting market conditions faster than ever before, heightening the need for CI collection. Boundary spanners like salespeople spend a large part of their time outside their organizations meeting customers and competitors and thus are in a unique position to collect information from the market. The overall objective of this thesis is to increase the understanding of different aspects of salesperson information collection. This is addressed through three subobjectives: one, investigating what motivates salespeople to collect information beyond factors with a direct effect; two, determining how information collection leads to salesperson learning in a digital setting; and three, identifying the types of information collected by salespeople and strategies for motivating salespeople to collect information needed by the organization. The main contribution of subobjective one is the finding that the effects of known drivers of motivation for collecting information may vary with the salesperson’s personality characteristics, which are represented here by the personality trait locus of control. This variation might explain, at least in part, why only a few salespeople consistently collect information, despite attempts to include all salespeople. The main contribution of subobjective two is the development of a theoretical framework for listening in a digital setting before meeting customers physically. A model of how social media affects salesperson learning and knowledge building is presented, thus adding to the growing effort to understand how salespeople can use social media to increase their knowledge from the information they collect. The main contribution of subobjective three is the finding that the information salespeople collect is tactical, for their own interest, and of little value to customers and the sales organization. To increase the value of the type of information salespeople collect, this thesis argues for a stronger focus on the relationship between sales managers and their salespeople. The use of sales managers as a motivational factor for collecting more specific information through the sales force has received scarce treatment in the literature on the motivation of salespeople to collect information

Developing a macro-dynamic framework of start-up growth drivers supported by digital marketing

Publisher Copyright: © 2022 The AuthorsThe contemporary market positions digital marketing as a powerful mediator between efficient digital interaction, data interpretation opportunities, and business growth, while extending its impact potential to tackle different growth challenges. As start-ups usually have limited resources and struggle with customer engagement, retention, and other growth challenges, the low investment and dynamic elements of digital marketing tools can be used to support constructive digital interactions impacting start-up growth. Consequently, these links have outlined an extended digital marketing impact in the areas which build on marketing and sales and influence growth components such as product & market testing, customer engagement, and partnership development. Through a systematic literature review, we present a holistic overview encompassing start-up growth areas that use digital marketing. We also discuss how digital marketing efforts complement the start-up maturity. Furthermore, we analyze the differences in B2B and B2C digital marketing usage and discuss how emerging technologies impact digital marketing. The link between the extended digital marketing impact, start-up challenges, and growth areas result in the identification of start-up growth drivers supported by digital marketing. We propose a Macro-Dynamic framework identifying the start-up growth drivers from product, market, team, and finance areas and digital marketing tactics connected to the identified growth drivers.publishersversionpublishe

Novel approaches for managing platform-based ecosystems

Digitalization challenges existing organizations and industries. The associated advancement changes the way organizations and their customers interact. This has increasingly fostered the emergence of platforms to facilitate such interaction. Online platforms are software or hardware infrastructures that serve as a foundation and facilitate the interaction between multiple parties (e.g., between organizations and users). Organizations create platforms as part of a larger ecosystem. One major challenge concerns the design of platform-based ecosystems so all participants benefit from their participation. The management of associated relationships with other ecosystem participants is consequently a key challenge and demands according foresight. Platform-based ecosystems are subject to research in the field of information systems. Thus, scientific literature addresses many corresponding research questions and provides valuable insights for both research and practice. However, organizations face numerous challenges when engaging in ecosystems. Such challenges are, e.g., to develop new ecosystems, to incentivize participants to participate in the ecosystem, to cooperate with other participants, and to monitor the ecosystem. In this respect, this doctoral thesis provides a brief overview of platform-based ecosystems and the respective participants therein. Further, the thesis addresses four key challenges in the context of platform-based ecosystems, and proposes novel approaches in order to overcome the challenges. The basis for the novel approaches stems from five research papers. The first and second research paper address the challenge of determining design options when developing new ecosystems via blockchain-enabled initial coin offerings. The papers feature a taxonomy and derive predominant archetypes by drawing on real-world cases. The third research paper addresses the challenge of incentivizing users to participate in platform-based ecosystems. The paper proposes an approach to model financial incentives concerning platform adoption. The fourth research paper proposes an approach to analyze organizational cooperation patterns for the purpose of innovation integration. The developed approach incorporates taxonomy development and enables organizations to determine cooperation characteristics to align the cooperation decision with the cooperation objectives. The fifth research paper addresses the challenge of monitoring customer sentiment on online platforms. The proposed design science research artefact includes a detector of negative sentiment such that organizations are able to identify when a negative sentiment develops, and intervene before users spread the sentiment, e.g., through comments. Each research paper answers a stand-alone research question in the realm of platform-based ecosystems and derives a theoretically founded and separately evaluated research artefact. The artefacts draw on underlying, well-established research methods that allow answering the respective problem statements. Since the problem statements are motived in a practical context, this thesis bridges the gap between a practically oriented problem and a theoretically founded solution. As a result, the derived insights contain a contribution for both, research in the field of Information Systems and practice audience, and encourage the engagement of both domains

5G: Where is the Money?

One of the most relevant issues in the new Digital Transformation is how telcos could create new 5G ecosystems. The use of new 5G technologies enters the telecommunication market in a very disruptive way. Telcos could be prepared for another technological change since the telco industry lived many transformations in the past. With 5G and their disruptive technologies, the result will be, making telcos enter in a non-telco area. Because of that, they will need to interact with different verticals and new partners. There are many technical kinds of literature covering these new 5G technologies, but few of them, cover how telcos should manage and do business with them. Some studies affirm that The telco companies who do not understand that they must interact with others as part of the new ecosystem will eventually die. However, not all are bad news for telcos, the future is not written. There are new opportunities and considering the logical technological restrictions and the possible and realistic possibilities, there is an open space that will be defined by the decisions that will be taken by the industry. This paper aims to clarify these concepts behind the new business models which are its usages, and its roles in the information system domain. To do that, the paper identifies the terminologies used to describe new business models and reuses the previous literature to elaborate on the research. General usages, roles, and potential of the concept are also outlined. The intention of this dissertation is to be used by non-technical people. Basic concepts are explained in a very simple way to allow readers to have an overview of the technical issues needed to understand the conclusions. How to present technical information, in a non-technical way, represents an extra challenge for the author. Finally, concrete and pragmatic proposals will be offered to telco managers and CEOs, to start working in the direction towards monetization of 5G, helping them with company decisions.Master in NFV and SDN for 5G Networks. Curso 2018/201

Portfolio Management of Digital Innovation Initiatives – A Systematic Literature Review

In increasing proportions, innovation portfolios comprise digital innovations initiatives rather than product innovations, yet resources to invest in digital innovation initiatives are limited and organizations struggle to maximize value from these investments. Innovation portfolio management is a valuable tool for managing the portfolio and supporting realization of value from it, and innovation portfolio management research has a long history; however digital innovation initiatives differ from traditional product innovations and portfolios of these. There is a recognized need for a portfolio management process that speaks directly to the nature of digital innovations and transformation. Reporting on a study employing bibliometric research and a review of published literature, the paper presents the current state of research into portfolio management for digital innovations initiatives. It highlights a disconnection between innovation portfolio management research and studies of digital innovations and transformation. The article describes four themes of existing research and offers conclusions on future areas for research. New research is recommended for addressing digitalization-specific innovation portfolio management, realization of value from digital innovation portfolios and, organizational and executive management requirements for those portfolios’ management

Digital transformation and internationalization: how digital transformation affects internationalization strategies of SMEs

The aim of this research is to investigate the role of digital transformation in the internationalization strategy of small and medium enterprises (SMEs). In order to accomplish this task, it has been developed a conceptual model connecting digital transformation to every internationalization stage, with the consequent imapct on time, scale, and scope of international expansion