Why Invest in CRM Programs When So Many Appear to Fail?

The market enthusiasm generated around investment in CRM technology is in stark contrast to the nay saying by many academic and business commentators. Building on the resource-based view of the firm this study shows the human, technological and business capabilities required to effectively execute a CRM program. Further, the study demonstrates that CRM programs are most valuable when directing attention towards a proactive market orientation. Lastly, the study cautions that in seeking to compete through superior service, CRM programs must first be feasible and this requires a wider understanding of the structural and behavioural limits to performance

Designing IS service strategy: an information acceleration approach

Information technology-based innovation involves considerable risk that requires insight and foresight. Yet, our understanding of how managers develop the insight to support new breakthrough applications is limited and remains obscured by high levels of technical and market uncertainty. This paper applies a new experimental method based on “discrete choice analysis” and “information acceleration” to directly examine how decisions are made in a way that is behaviourally sound. The method is highly applicable to information systems researchers because it provides relative importance measures on a common scale, greater control over alternate explanations and stronger evidence of causality. The practical implications are that information acceleration reduces the levels of uncertainty and generates a more accurate rationale for IS service strategy decisions

On the Conceptualization of Strategic Information Technology Alignment: Development and Validation of a Multidimensional Construct

In this study we conceptualize strategic information technology (IT) alignment as a two-way relationship where business strategy influences IT, and IT influences business strategy. This implies that a multidimensional rather than the traditional unidimensional conceptualization of strategic IT alignment is appropriate. To validate this approach we develop and test a new multidimensional measure that captures the first-order effects of IT alignment at the process-level, where they are expected to be realized. We test the model using survey data from 94 companies that span three countries ─ US, Australia and Germany. Results reveal that the multidimensional measure of strategic IT alignment is a better predictor of both business unit agility and performance than the unidimensional measure of strategic IT alignment

Integrating value-driven feedback and recommendation mechanisms into business intelligence systems

Most leading organizations, in all sectors of industry, commerce and government are dependent upon ERP for their organizational survival. Yet despite the importance of the decision to adopt ERP and its impact on the entire firm’s performance the IT literature has been in the large part silent on the nature of the ERP investment decision. This study is the first of its kind to determine the preference structure of senior managers around the organizational benefits and risks of adopting ERP. We present the results which provide interesting insights into how managers’ perceive the benefit and risk factors salient to the organization’s adoption decision. In line with prior research we found that improved productivity, and information and planning are important drivers of the ERP adoption decision. Moreover our findings reveal that the benefits of ERP are weighted almost twice as important as the risks when making an ERP investment decision. However when it comes to risk, interestingly managers consider issues such as top management commitment and vendor support as more important than financial ris

Unpacking the ERP investment decision: an empirical assessment of the benefits and risks

Most leading organizations, in all sectors of industry, commerce and government are dependent upon ERP for their organizational survival. Yet despite the importance of the decision to adopt ERP and its impact on the entire firm’s performance the IT literature has been in the large part silent on the nature of the ERP investment decision. This study is the first of its kind to determine the preference structure of senior managers around the organizational benefits and risks of adopting ERP. We present the results which provide interesting insights into how managers’ perceive the benefit and risk factors salient to the organization’s adoption decision. In line with prior research we found that improved productivity, and information and planning are important drivers of the ERP adoption decision. Moreover our findings reveal that the benefits of ERP are weighted almost twice as important as the risks when making an ERP investment decision. However when it comes to risk, interestingly managers consider issues such as top management commitment and vendor support as more important than financial risks

Digital Infrastructure, Business Unit Competitiveness, and Firm Performance Growth: The Moderating Effects of Business Unit IT Autonomy

This study examines the benefits that firms accrue from digital infrastructures that are effective in supporting corporate and business unit strategic objectives—which we term digital infrastructure effectiveness. We hypothesize that digital infrastructure effectiveness influences two types of performance outcomes—namely, business unit competitive performance and firm performance growth. We further hypothesize that these relationships are both moderated by the degree of business unit IT autonomy. Using data from an international survey of multi-business firms, we find that business unit IT autonomy exerts differential moderation effects on the relationships between digital infrastructure effectiveness and the two types of performance outcomes. As business unit IT autonomy increases, the effect of digital infrastructure effectiveness on business unit competitive performance gets stronger, while its effect on firm performance growth gets weaker. The primary contribution of this paper is explaining how and when digital infrastructures influence business unit performance and firm performance growth

Unpacking the RFID Investment Decision

Mandates aside, there are many reasons why firms decide to move forward with or delay investment in RFID technology. In this paper we use a theoretically based, easy to implement methodology to empirically derive a relative importance scale of those factors that influence the decision to invest in RFID technology. More specifically, we compare the factors that matter most and least to a sample of firms that have adopted RFID technology with a sample of firms that have yet to embrace RFID technology. The theoretical and practical implications are that both RFID adopters and non adopters are driven by the promise of greater data accuracy, improved information visibility, service quality, process innovation, and track and trace capabilities. What separates the adopters from the non adopters is an opportunity to derive strategic benefits from RFID through improved decision making. Not surprisingly, the non adopting firms are primarily concerned with the high acquisition and other ongoing costs associated with RFID technology