The authors address the role of marketing in hypermedia computer-mediated environments (CMEs). Their approach considers hypermedia CMEs to be large-scale (i.e., national or global) networked enviro...

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Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations

Despite the importance to researchers, managers, and policy makers of how information technology (IT) contributes to organizational performance, there is uncertainty and debate about what we know and don't know. A review of the literature reveals that studies examining the association between information technology and organizational performance are divergent in how they conceptualize key constructs and their interrelationships. We develop a model of IT business value based on the resource-based view of the firm that integrates the various strands of research into a single framework. We apply the integrative model to synthesize what is known about IT business value and guide future research by developing propositions and suggesting a research agenda. A principal finding is that IT is valuable, but the extent and dimensions are dependent upon internal and external factors, including complementary organizational resources of the firm and its trading partners, as well as the competitive and macro environment. Our analysis provides a blueprint to guide future research and facilitate knowledge accumulation and creation concerning the organizational performance impacts of information technology.

Review: information technology and organizational performance: an integrative model of it business value

Information systems researchers have a long tradition of drawing on theories from disciplines such as economics, computer science, psychology, and general management and using them in their own research. Because of this, the information systems field has become a rich tapestry of theoretical and conceptual foundations. As new theories are brought into the field, particularly theories that have become dominant in other areas, there may be a benefit in pausing to assess their use and contribution in an IS context. The purpose of this paper is to explore and critically evaluate use of the resource-based view of the firm (RBV) by IS researchers.

The paper provides a brief review of resource-based theory and then suggests extensions to make the RBV more useful for empirical IS research. First, a typology of key IS resources is presented, and these are then described using six traditional resource attributes. Second, we emphasize the particular importance of looking at both resource complementarity and moderating factors when studying IS resource effects on firm performance. Finally, we discuss three considerations that IS researchers need to address when using the RBV empirically. Eight sets of propositions are advanced to help guide future research.

Review: the resource-based view and information systems research: review, extension, and suggestions for future research

Since DeLone and McLean (D&M) developed their model of IS success, there has been much research on the topic of success as well as extensions and tests of their model. Using the technique of a qualitative literature review, this research reviews 180 papers found in the academic literature for the period 1992–2007 dealing with some aspect of IS success. Using the six dimensions of the D&M model – system quality, information quality, service quality, use, user satisfaction, and net benefits – 90 empirical studies were examined and the results summarized. Measures for the six success constructs are described and 15 pairwise associations between the success constructs are analyzed. This work builds on the prior research related to IS success by summarizing the measures applied to the evaluation of IS success and by examining the relationships that comprise the D&M IS success model in both individual and organizational contexts.

https://link.springer.com/content/pdf/10.1057%2Fejis.2008.15.pdf

Measuring information systems success: models, dimensions, measures, and interrelationships

Much fascination and speculation surrounds the impact of the World Wide Web on consumer shopping behavior. At the same time, there is little empirical evidence underlying all this speculation. This article provides one such data set. It reports on factors that consumers found salient as they browsed through selected electronic malls on the World Wide Web. We gathered consumers' reactions via an open-ended survey using a sample of 220 shoppers. We related the reactions to the factors of product perceptions, shopping experience, customer service, and perceived consumer risk, which we had identified from the existing literature on retail patronage behavior. This study translated these factors to the World Wide Web context and explored their relative salience.With respect to product perceptions, consumers were impressed by the breadth of stores on the World Wide Web but disappointed with the depth of a merchant's offerings. The shopping experience was reported to be generally enjoyable, but at the same time frustrating. Consumers also reported that they could perceive the potential for time savings and reduced effort compared with traditional forms of shopping, but that, at present, goal-directed shopping was difficult. Nearly everyone in the sample had something negative to say about customer service on the World Wide Web, judging that the sites were not designed to be responsive to their needs and that the presentation of goods and services seemed intangible. Risk was cited as a barrier to shopping on the World Wide Web, but was not as salient to our sample as product perceptions, shopping experience, and customer service. Overall, the results suggest that World Wide Web merchants need to think more about how they perform on the factors known to affect consumer behavior; namely, product perceptions, shopping experience, and customer service. We offer advice for enhancing the design of World Wide Web retail sites.

Consumer reactions to electronic shopping on the world wide web

The converging business models of Internet and bricks-and-mortar retailers

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Strategies for E-business: Creating Value Through Electronic and Mobile commerce, Concepts and Cases

Building an advanced national information technology infrastructure can provide a competitive advantage for the countries that develop it as well as for the companies that operate in those countries. This article describes the development of the French national videotex system Teletel, also known as Minitel. The factors-technical and political-that make Teletel successful are explained and contrasted against other national videotex systems that became commercial failures. Political intrigue, technical capability, creative choices, and the deep pockets of a government-owned utility are all part of the Teletel story.

The French videotex system Minitel: a successful implementation of a national information technology infrastructure

To differentiate its customer service, Brun Passot, a small French company specializing in the distribution of office supplies, developed a set of telepurchasing applications. In 1982, it launched Bureautel, a videotex-based service that allows customers to electronically place their orders. In 1986, at the request of its large customers, it developed a PC-based ervice, then in 1989 an advanced electronic data interchange (EDI) application linking customers to its supply information system. These services allow data on products availability, price lists, orders, acknoledgement receipts, delivery notices, invoices, and related bank payments to be electronically transmitted. Using ISDN, they also make it possible to look up the photos of the 12,000 products that Brun Passot markets.This article illustrates how a small-sized company has used IT to improve the quality of its customer service, shorten lead time and reduce management costs, as well as create new business opportunities in France. It also raises some issues related to the adoption and diffusion of EDI, and presents Brun Passot ambitions to use this technology as the ''trojan horse'' to expand its geographical coverage. The expected fall of mobility barriers within the European Community, leading to the formation of the single European market, presents for Brun Passot a unique business opportunity to further leverage its IT infrastructure and gain new markets.

Competing through EDI at Brun Passot: achievements in France and ambitions for the single European market

This paper is based on research conducted in cooperation with 12Snap, the leading European mobile marketing company, which has implemented large-scale mobile advertising campaigns with companies such as McDonald’s, Nestle, Microsoft, Coca Cola, Adidas and Sony. To set the overall stage, we first discuss the advantages and disadvantages of the mobile phone in comparison to other marketing media. Then we propose a framework of different types of advertising campaigns that can be supported through the usage of mobile devices. These campaign types include (1) mobile push campaigns, (2) mobile pull campaigns, and (3) mobile dialogue campaigns. Building on this framework, we analyze different campaigns that 12Snap implemented for different consumer goods and media companies. Drawing from these experiences we then discuss a number of key management issues that need to be considered when implementing mobile marketing campaigns. They include the following themes: (1) the choice of campaign type, (2) the design of a campaign, (3 ) the targeting of the youth market and (4) the combination of different media types to create integrated campaigns.

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Tawfik Jelassi

Papers

The converging business models of Internet and bricks-and-mortar retailers

Strategies for E-business: Creating Value Through Electronic and Mobile commerce, Concepts and Cases

The French videotex system Minitel: a successful implementation of a national information technology infrastructure

Competing through EDI at Brun Passot: achievements in France and ambitions for the single European market

Leveraging wireless technology for mobile advertising.