Machine learning advice in managerial decision-making: The overlooked role of decision makers’ advice utilization

2023 | Journal of Strategic Information Systems | Citations: 0

Authors: Sturm, Timo; Pumplun, Luisa; Gerlach, Jin P.; Kowalczyk, Martin; Buxmann, Peter

Abstract: Machine learning (ML) analyses offer great potential to craft profound advice fo ... Expand

Abstract: Machine learning (ML) analyses offer great potential to craft profound advice for augmenting managerial decision-making. Yet, even the most promising ML advice cannot improve decisionmaking if it is not utilized by decision makers. We therefore investigate how ML analyses influ­ ence decision makers’ utilization of advice and resulting decision-making performance. By analyzing data from 239 ML-supported decisions in real-world organizational scenarios, we demonstrate that decision makers’ utilization of ML advice depends on the information quality and transparency of ML advice as well as decision makers’ trust in data scientists’ competence. Furthermore, we find that decision makers’ utilization of ML advice can lead to improved decision-making performance, which is, however, moderated by the decision makers’ manage­ ment level. The study’s results can help organizations leverage ML advice to improve decisionmaking and promote the mutual consideration of technical and social aspects behind ML advice in research and practice as a basic requirement. Collapse

Topics: decision making data quality decision quality organizational context anonymity

Methods: survey survey design descriptive statistic moderation analysis theory development

Can data analytics raise marketing agility?-A sense-and-respond perspective

2023 | Information & Management | Citations: 0

Authors: Tarn, David D.C.; Wang, Juefan

Abstract: Data analytics (DA) is a growing technique to generate knowledge of and to raise ... Expand

Abstract: Data analytics (DA) is a growing technique to generate knowledge of and to raise responsiveness to marketplace, yet relatively few studies clarified its framework and to examine its effects on marketing actions. This study builds a DA framework based on sense-and-respond perspective and practices and accordingly examines their impact on marketing agility and the mediating effects of market knowledge specificity. We conduct in-depth interviews and surveys to measure the new framework. Results from 198 observations confirm the new frame­ work and indicate that the DA constructs have positive but different effects on marketing agility and the mediation of market knowledge specificity. Collapse

Topics: analytical information system marketing management internet technology social media knowledge representation

Methods: survey regression analysis method qualitative interview parametric test personal interview

CURIE: Towards an Ontology and Enterprise Architecture of a CRM Conceptual Model

2022 | Business & Information Systems Engineering | Citations: 0

Authors: Fernández-Cejas, Miguel; Pérez-González, Carlos J.; Roda-García, José L.; Colebrook, Marcos

Abstract: Companies face the challenge of managing customer relationships (CRM) in a conte ... Expand

Abstract: Companies face the challenge of managing customer relationships (CRM) in a context marked by a drastic digital transformation and unbridled evolution of consumer behavior, exacerbated by the COVID-19 pandemic. The customer is more demanding, has access to the global market and interacts with companies through multiple digital channels, such as email, social networks, mobile apps or instant messaging. In this situation, the success of a CRM implementation highly depends on information technology and the applications used. To harmonize this new business context with the development of information systems (IS), a suitable CRM ontology and enterprise architecture (EA) is needed. While an ontology-based conceptual model provides a unifying framework, aids sharing and reusing knowledge, and facilitates communication within a domain, an EA-based model unequivocally describes, analyzes, and visualizes how an organization should operate from the perspective of business, application, and technology. The purpose of the paper is the proposal of CURIE-O, a CRM OntoUML UFO-based ontology, together with CURIE-EA, a CRM ArchiMate-based EA to serve business managers and IS specialists an updated unifying framework of reference in the CRM domain as well as a highly efficient tool to support application development and maintenance in this changing and increasingly digital context. Modeling has proven to be an essential element to achieve high-performance information systems. In order to apply the ontology and the EA proposed here, the authors developed a CRM task management application prototype that was implemented as a case study in a consulting company. The methodology followed was design science research (DSR), in order to design and validate the artifacts. Within the DSR framework, other complementary research methods have been used, in particular literature research, interviews and focus groups carried out with several hotel chains in Tenerife (Canary Islands). The main existing CRM models in the scientific literature have also been analyzed together with the leading CRM market solutions. Collapse

Topics: knowledge representation microservice architecture Kubernetes PostgreSQL database system

Methods: ontological modelling design artifact conceptual modelling design science upper ontology

Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs

2022 | Information & Management | Citations: 0

Authors: Itani, Omar S.; Kalra, Ashish; Riley, Jen

Abstract: This study examines the effects of salespeople’s social media and customer relat ... Expand

Abstract: This study examines the effects of salespeople’s social media and customer relationship management (CRM) technology use on value co-creation through knowledge and the downstream impact on sales performance. Based on task-technology fit and self-determination theories, the findings reveal that social media, CRM technology, and their interaction support salespeople in their value co-creation efforts through the mediating role of knowledge enriched by these tools. The results indicate a significant moderating effect of salesperson job au­ tonomy and sales quota ease in enhancing the relationship between knowledge and value co-creation. The study concludes by discussing important implications that stem from our analyses. Collapse

Topics: participatory design social media customer relationship management system anonymity accounting

Methods: design methodology partial least squares path modeling consistent partial least squares path modeling survey mediation analysis

Theories: service-dominant logic self determination theory theory of task technology fit

Theory Through Argument: Applying Argument Mapping to Facilitate Theory Building

2022 | European Journal of Information Systems | Citations: 1

Authors: Murungi, David; Hirschheim, Rudy

Abstract: This paper proposes an extension of Fletcher and Huff’s (1990) argument mapping ... Expand

Abstract: This paper proposes an extension of Fletcher and Huff’s (1990) argument mapping technique, which focuses on an examination of individual arguments, to depict the broader argumentative terrain of a theoretical discourse. To illustrate the utility of argument mapping as a literature review technique, we demonstrate an application of this approach to the domain of Technology Frames of Reference (TFR) research. We then compare the insights derived from this approach to those derived from a more traditional literature review of this domain. Findings of this comparison suggest that an argument-centred approach could contribute the following new insights into a theoretical domain: (1) provide a means of weighting contributions to a theoretical discourse by depicting these contributions in terms of levels of argumentation; (2) identify new “types” of argument-centred gaps in the literature; (3) offer a structural and progressive view of theory development in a particular domain that could be used to could be used to link and compare insights derived from competing theoretical lenses; and (4) propose a closer linkage between theory testing and theory building by focusing the testing on “arguable” aspects of a theoretical claim. Collapse

Topics: systems implementation enterprise social media sales information system technology adoption sales management

Methods: theory development literature study theoretical contribution literature sample design artifact

Theories: technology acceptance model

Transformative power of mundane technologies in institutional change

2022 | HICSS | Citations: 0

Authors: Paavola, Lauri; Cuthbertson, Richard

Abstract: To examine the role of mundane technologies in institutional change, we conduct ... Expand

Abstract: To examine the role of mundane technologies in institutional change, we conduct an inductive longitudinal study of a translation in the field of UK grocery retailing and elucidate a process of bottom-up transformation, where customer data replaced product data as a key determinant in decision-making. Our analysis uncovers that such change develops over time through three phases: (1) triggering change through the costs of the technology, (2) capturing value through the benefits of the technology, and (3) retaining transformative momentum through the ability of the technology to develop. While illustrating the process, we show how mundane technologies do not take on new meaning as a result of their innate features but through their relationality in mutual constitution with the field. Hence our study illustrates the fact that each technology holds the potential for generativity. Collapse

Topics: price management technological change analytical information system supply chain management competitive advantage

Methods: qualitative interview computational algorithm theory development case study longitudinal research

Theories: institutional theory social practice theory

The Sales Data Sells: Effects of Real-Time Sales Analytics on Live Streaming Selling

2021 | Americas Conference on Information Systems | Citations: 0

Authors: He, Yumei; Wang, Lingli; Huang, Nina; Hong, Yili; Ding, Jiandong; Sun, Yan; Liu, Yingyao

Abstract: Live streaming selling is a technology-enabled business model that profoundly c ... Expand

Abstract: Live streaming selling is a technology-enabled business model that profoundly changed the landscape of ecommerce. However, there is limited understanding of how to help streamers improve their sales performance. This study examines whether and how providing real-time sales information can influence sales performance through a large-scale randomized field experiment in cooperation with Alibaba Group. In the experiment, a streamer is randomly assigned to the treatment group (access to real-time sales information for presale products) or the control group (cannot access real-time sales information for presale products). We find that the sales of presale products in the treatment group increased by 18.6% compared with presale products in the control group. Besides, the observed effect is likely driven by the improvement in sales efficiency and conditions on the popularity of streamers. Our research provides implications for the live streaming platforms on the economic value of data analytics. KeywordsLive streaming selling, real-time data, the business value of analytics, sales management, field experiment.1 Live streaming selling is also called live streaming e-commerce, live streaming shopping, or live commerce. 2 In this paper, we define a show as a live streaming session hosted by the streamer, a streamer as the host of the live stream, a viewer as a user who watches the live stream, a product as the product promoted during the live stream, and a seller as the online merchant who sells products on the e-commerce platform. Collapse

Topics: analytical information system digital dashboard decision making live streaming platform organizational value

Methods: experimental group randomized field experiment experiment longitudinal research field experiment

Seeing the Trees or the Forest? The Effect of IT Project Managers’ Mental Construal on IT Project Risk Management Activities

2019 | Information Systems Research | Citations: 0

Authors: Lee, Jong Seok; Keil, Mark; Shalev, Eliezer

Abstract: Prior research has suggested that information technology (IT) project managers ( ... Expand

Abstract: Prior research has suggested that information technology (IT) project managers (PMs) often fail to take adequate steps to manage project risks and that this may contribute to the high failure rate associated with IT projects. Knowing when to pay attention to the trees versus the forest may play an important role in IT project risk management. We draw on construal level theory (CLT) to offer a fresh theoretical perspective on IT project risk management as it is uniquely suited to understanding why IT PMs may focus on the forest (abstract, high-level construal) or the trees (concrete, low-level construal). Specifically, we integrate CLT with IT project risk management and theorize how IT PMs’ mental construal affects four key IT project risk management activities: (1) risk identification, (2) risk impact assessment, (3) risk response planning, and (4) risk response enactment. We recruited a total of 805 IT PMs for this research and conducted a series of four laboratory experiments. In our experiments, we found that seeing the trees is beneficial in risk identification, risk impact assessment, and risk response planning. Specifically, we found that a concrete (relative to abstract) mental construal of a project leads IT PMs to identify a greater number of risks associated with the project (Experiment 1), and a concrete (relative to abstract) mental construal of a project risk leads IT PMs to perceive a greater potential impact of the risk (Experiment 2) and to perceive that more effort and resources are required for responding to the risk (Experiment 3). In contrast, we found that seeing the forest is beneficial in risk response enactment in that an abstract (relative to concrete) mental construal of a risk response leads IT PMs to be more willing to enact the risk response (Experiment 4). Collapse

Topics: risk management IT project risk management project management IT project IT project management

Methods: experiment theory development analysis of covariance descriptive statistic experimental design

Theories: construal level theory

A multi-case study on Industry 4.0 for SME’s in Brandenburg, Germany

2018 | HICSS | Citations: 0

Authors: Andulkar, Mayur; Cottbus-Senftenberg, BTU

Abstract: Industry 4.0 is still in its development phase and it promises to bring remarkab ... Expand

Abstract: Industry 4.0 is still in its development phase and it promises to bring remarkable benefits to the manufacturing industry around the world when employing the Smart Factory application in large organizations and their supply chains. However, there is a risk of a miss-match when trying to introduce Industry 4.0 to Small and Medium Enterprises (SME) as the concept is mainly being developed around large manufacturing companies. The purpose of this research is to analyze the readiness level and feasibility of implementing Industry 4.0 technologies for SME’s in the federal state of Brandenburg (Germany). The work is based on the survey of 20 SME’s assessing their current problems emphasizing on automation, Enterprise Resource Planning (ERP), CAD/CAM, factory layout planning and logistics. Five SME’s from different domains out of the 20 surveyed are taken as case studies to evaluate the potential benefits, trade-offs and barriers from an implementation of these integrated technologies. The findings revealed that the companies are still coping with the issues relating to planning, logistics and automation. It was also found that all the concepts of i4.0 may not be necessary or even beneficial to an enterprise in the current scenario and new strategies need to be developed for its realization in SME’s. Collapse

Topics: production management smart factory industry 4.0 enterprise resource planning marketing management

Methods: survey case study machine learning

Using structural technology acceptance models to segment intended users of a new technology: Propositions and an empirical illustration

2018 | Information Systems Journal | Citations: 5

Authors: Althuizen, Niek

Abstract: This article aims to offer an alternative method to analyse technology acceptanc ... Expand

Abstract: This article aims to offer an alternative method to analyse technology acceptance models, namely a segment-wise analysis. The empirical illustration of this method involves data that were collected during a company-wide implementation of a Sales Force Automation technology in Europe. The data comprise a variety of commonly used technology-related, context-related, and person-related variables. The segmentation procedure, which involved a finite mixture partial least squares estimation, provides more insight into the different ways in which people come to accept new technologies. Unlike other segmentation studies published in IS journals, the resulting segments are based on similarities and differences in the structure of the underlying theoretical models rather than (a collection of) individual variables. Further research or a re-analysis of existing data should help establish robust “technology acceptance model”-based segments as well as comprehensive profiles of the individuals in each segment. Collapse

Topics: usage intention sales information system technology adoption perceived usefulness social influence

Methods: survey partial least squares regression descriptive statistic

Theories: technology acceptance model unified theory of acceptance and use of technology big five model theory of reasoned action