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Article
Publication date: 13 February 2017

D. Laurie Hughes, Nripendra P. Rana and Antonis C. Simintiras

Information systems (IS) project failure has been a recurring problem for decades. The purpose of this paper is twofold: first, to examine the key factors that influence…

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3441

Abstract

Purpose

Information systems (IS) project failure has been a recurring problem for decades. The purpose of this paper is twofold: first, to examine the key factors that influence project failure and an analysis of the major areas that can have a significant impact on success; and second, to explore some of the key aspects that have an impact on project management performance from the practitioner perspective and discusses the problems faced by organizations in the closer integration of change and project management.

Design/methodology/approach

This study critically reviews the IS failure literature developing a synthesized view of the key issues and common reasons for projects to fail. The approach taken in this study is one that focuses on a number of key questions that pull together the relevant themes in this genre of research whilst highlighting many of the implications for practitioners and organizations alike.

Findings

Key questions remain on the underlying causes of instances of poor project management as an IS failure factor. The literature has omitted to develop a deeper analysis of the associations between failure factors and the potential causal relationships between these factors. The realization of project benefits relies on the success of both change and project management yet the formal integration of these two disciplines is constrained by separate standards bodies and an immature body of research.

Research limitations/implications

This study is limited by its theoretical nature lacking an empirical element to provide a deeper analysis of IS failure factors and their interrelationships. This specific area is a recommendation for future research, where causal relationships between failure factors could be developed via a mathematic-based method such as interpretive structural modeling.

Practical implications

With failure rates of IS projects still unacceptably high after decades of attempts to significantly change outcomes, a deeper analysis of this topic is required. The research gaps and recommendations for practitioners highlighted in this study have the potential to provide valuable contributions to this topic of research.

Originality/value

The intent of this study is to present a new perspective of this genre of IS research that develops the main arguments and gaps in the literature from the practitioner viewpoint.

Details

Journal of Enterprise Information Management, vol. 30 no. 1
Type: Research Article
ISSN: 1741-0398

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Article
Publication date: 1 December 2000

Antonis C. Simintiras

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230

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Benchmarking: An International Journal, vol. 7 no. 5
Type: Research Article
ISSN: 1463-5771

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Article
Publication date: 1 April 1991

Antonis C. Simintiras and Geoffrey A. Lancaster

The second of a two‐part study, this article focuses onmotivational theories and how they relate to the specific concerns ofsales management. The categories of theory…

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1025

Abstract

The second of a two‐part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches are covered: attribution theory, goal‐setting theory and the dynamics of action. It is concluded that motivational behaviour with regard to salespeople seems to be a function of three entities: salesperson, self, and outcome.

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Management Decision, vol. 29 no. 4
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 1 March 1995

Mrs Genevieve N. Bond‐Mendel and Antonis C. Simintiras

This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can…

Abstract

This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.

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International Journal of Wine Marketing, vol. 7 no. 3
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 May 1995

Bridget Martin and Antonis C. Simintiras

The literature examining the behaviour of environmentally consciousconsumers has focused mainly on the examination of non‐product specificenvironmental knowledge and…

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8884

Abstract

The literature examining the behaviour of environmentally conscious consumers has focused mainly on the examination of non‐product specific environmental knowledge and attitudes or environmental knowledge and attitudes in relation to single product lines. Employs the constructs of product‐line‐specific environmental knowledge and attitudes, that is knowledge of and attitudes towards the green products and their impact on the environment. Presents the results of an exploratory study examining the relationship between product‐line‐specific environmental knowledge and attitudes for multiple green product lines, testing hypotheses generated from the literature, utilizing a questionnaire measuring self‐reports of environmental knowledge and attitudes. The results show no direct relationship exists between product‐line‐specific environmental knowledge and attitudes, and that consumers do not simply believe that a green product is good for the environment without also knowing how the product impacts on the environment.

Details

Marketing Intelligence & Planning, vol. 13 no. 4
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 9 November 2015

Antonis C. Simintiras, Yogesh K Dwivedi, Geetanjali Kaushik and Nripendra P. Rana

The purpose of this paper is to provide response around three commentaries: Lowe’s view on key mechanisms through which greater transparency could influence consumer…

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438

Abstract

Purpose

The purpose of this paper is to provide response around three commentaries: Lowe’s view on key mechanisms through which greater transparency could influence consumer product evaluations (Lowe, 2015); Kuah and Weerakkody’s critical assessment on whether cost transparency is good for consumers (Kuah and Weerakkody, 2015); and Singh’s perspective on what is behind the price tag and why companies should embrace cost transparency (Singh, 2015).

Design/methodology/approach

This is a response to the aforementioned commentaries, from the authors of “Should Consumers Request Cost Transparency?”.

Findings

The authors call for empirical studies to shed light on issues, including, but not limited to, drivers and challenges/barriers of making unit cost available; appropriateness of unit cost information for different category of products; information overload caused by cost transparency; effect of availability of unit cost on the consumer decision-making; empowerment of consumers through unit cost information; impact of cost transparency on realisation of fairness, differentiation, competitive advantage and sustainability for businesses; and impact of cost transparency on market dynamics and consumer behaviour.

Originality/value

Given its potential impact on both theory and practice, the arguments presented for and against provisioning of unit cost information to consumers is an issue worthy of further debate and empirical investigation.

Details

European Journal of Marketing, vol. 49 no. 11/12
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 August 1996

Antonis C. Simintiras and John W. Cadogan

Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson‐customer interaction, this issue still remains an…

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2710

Abstract

Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson‐customer interaction, this issue still remains an enigma. Posits that, of the two main philosophical stances available in the study of human behaviour (i.e. mediationism and behaviourism), the prevailing approaches adopted in the study of the salesperson‐customer interaction are mediationistic in nature and are, for the most part, uncritically accepted. States that in order to improve current understanding of the salesperson‐customer interaction, alternative sources for explaining this dyad should be introduced into the field of study. Argues that the competing philosophical stance offered by radical behaviourism may be suitable for this purpose, providing an examination of how this approach can be utilized to explain buying behaviour within the sales interaction context.

Details

Management Decision, vol. 34 no. 6
Type: Research Article
ISSN: 0025-1747

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Article
Publication date: 9 November 2015

Antonis C. Simintiras, Yogesh K Dwivedi, Geetanjali Kaushik and Nripendra P. Rana

The purpose of this paper is to propose that consumer choice be guided by price fairness judgements to increase consumer satisfaction and subsequently enhance market…

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1201

Abstract

Purpose

The purpose of this paper is to propose that consumer choice be guided by price fairness judgements to increase consumer satisfaction and subsequently enhance market efficiency. Consumers en masse lack the information to judge price fairness, thereby causing their ability to influence the economy to be overlooked.

Design/methodology/approach

This is an argumentative and conceptual work that aims to initiate a debate on this important yet unexplored issue. The arguments presented in the paper are based on economic and technological considerations.

Findings

The measure for enabling a consumer price fairness judgement is unit cost information – the cost incurred by a firm to produce a product and/or service. The benefits and challenges stemming from the availability of unit cost information (i.e. cost transparency) to consumers and companies are presented and the likely impact of cost transparency on addressing information asymmetries between buyers and sellers are discussed.

Originality/value

Although a significant body of knowledge exists on issues such as price transparency and how it is driven and enabled by the growth of the Internet, there is little or no evidence of research yet on issues related to cost transparency. The authors believe this work would create a new line of research for scholarly community leading to an impact on practice.

Details

European Journal of Marketing, vol. 49 no. 11/12
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 4 July 2016

Ali A Alalwan, Yogesh K. Dwivedi, Nripendra P. Rana and Antonis C Simintiras

– The purpose of this paper is to examine the main factors predicting the Jordanian customers’ intention and adoption of telebanking.

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1401

Abstract

Purpose

The purpose of this paper is to examine the main factors predicting the Jordanian customers’ intention and adoption of telebanking.

Design/methodology/approach

Perceived usefulness, trust, and self-efficacy are all formulated over the proposed conceptual model as key factors determining behavioural intention while the adoption of telebanking is supposed to be predicted by both behavioural intention and perceived usefulness. A self-administered questionnaire was allocated to gather the empirical data from a convenience sample of Jordanian banking customers. Structural equation modelling was applied to validate the conceptual model and verify the research hypotheses.

Findings

Statistical results largely support the predictive validity of the conceptual model which is able to account for 68 per cent of variance in behavioural intention. Additionally, perceived usefulness, trust, and self-efficacy (listed in order of their influence) are all found to be significant factors predicting behavioural intention. Behavioural intention and perceived usefulness were also confirmed to have significant influence on the adoption behaviour.

Research limitations/implications

The data for the current study were obtained by using a convenience sample of Jordanian banking customers; this could negatively reflect on the result generalisability. In addition, this study fully focused on the customers’ perspective; yet, it has not looked at this problem from the service providers’ perspective. Therefore, future studies should look at this challenge from the service providers’ perspective.

Originality/value

This study was able to comprise a fundamental contribution by examining the telebanking as a more novel technology in Jordan, which has not been examined yet. Accordingly, the current study has successfully formulated a deep view regarding the most important aspects predicting the Jordanian customers’ intentions towards such an emerging system. This also helps to provide practical guidelines for banks to choose a suitable marketing strategy that could enhance the customers’ adoption of telebanking.

Details

International Journal of Bank Marketing, vol. 34 no. 5
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 1 February 1998

Antonis C. Simintiras and Andrew H. Thomas

States that the involvement of a sales organisation in international business requires sales interactions that transcend national boundaries. Understanding the…

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9281

Abstract

States that the involvement of a sales organisation in international business requires sales interactions that transcend national boundaries. Understanding the complexities of cross‐cultural sales negotiations is most important and is a difficult task for sales managers. States that despite the importance and complex nature of cross‐cultural negotiations, the literature is normative and largely disjointed. By using the negotiation process as an analytical framework, this study examines the relevant literature, offers research propositions and indicates additional areas necessitating further research.

Details

International Marketing Review, vol. 15 no. 1
Type: Research Article
ISSN: 0265-1335

Keywords

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