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 project…
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.
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Nina Reynolds, Antonis Simintiras and Efi Vlachou
Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining…
Abstract
Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.
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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 considered…
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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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 have. It…
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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Geoffrey Lancaster and Antonis Simintiras
Field sales people have an unusual position in organisations inthat they must be highly self‐motivated and self‐reliant, are largelyunsupervised, but are often the major conduit…
Abstract
Field sales people have an unusual position in organisations in that they must be highly self‐motivated and self‐reliant, are largely unsupervised, but are often the major conduit for income into a firm. This article explores some theories of motivation in terms of sales staff, some sales and non‐sales activities of salespeople, learning, job satisfaction and performance. It is the first of a two‐part study.
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This paper focuses on the problems inherent in the use of student samples in business research.
Abstract
Purpose
This paper focuses on the problems inherent in the use of student samples in business research.
Design/methodology/approach
The subject is examined through the opinions of prior researchers, and the pros and cons are presented. The issues of internal and external validity are discussed, and the dangers of theory development without proper application are highlighted.
Findings
Business researchers are cautioned, especially in the case of scale development and cross-cultural research, to avoid the use of student samples.
Originality/value
While this subject has been the source of debate for many years, business researchers are still regularly using student samples for their research. The dangers are too great to simply be ignored because the price is right.
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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 attitudes or…
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.
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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 product…
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.
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Yogesh K Dwivedi, M. N. Ravishankar and Antonis Constantinou Simintiras
Despite the ever-growing number of PhD students all over the world, there remain significant doubts about whether entering students in business and management disciplines fully…
Abstract
Purpose
Despite the ever-growing number of PhD students all over the world, there remain significant doubts about whether entering students in business and management disciplines fully understand the process of producing a PhD thesis, defending it and developing a coherent publication strategy. Hence, the purpose of this paper is to offer some guidance on what it takes to successfully complete a doctoral research thesis.
Design/methodology/approach
The arguments and guidance presented in this viewpoint paper are drawn on the authors’ collective supervision and doctoral examination experiences.
Findings
The paper presents guidelines on three key issues related with the doctoral completion: choosing a research problem; demonstrating rigour and quality; developing a publication strategy.
Originality/value
The content presented in this paper would be valuable aide to those pursuing doctoral research.