Impact of Word-of-Mouth on consumer decision-making: An information processing perspective in the context of a high-involvement service

This doctoral study conducts an empirical analysis of the impact of Word-of-Mouth (WOM) on marketing-relevant outcomes such as attitudes and consumer choice, during a high-involvement and complex service decision. Due to its importance to decisionmaking, WOM has attracted interest from academia and practitioners for decades. Consumers are known to discuss products and services with one another. These discussions help consumers to form an evaluative opinion, as WOM reduces perceived risk, simplifies complexity, and increases the confidence of consumers in decisionmaking. These discussions are also highly impactful as WOM is a trustworthy source of information, since it is independent from the company or brand. In responding to the calls for more research on what happens after WOM information is received, and how it affects marketing-relevant outcomes, this dissertation extends prior WOM literature by investigating how consumers process information in a highinvolvement service domain, in particular higher-education. Further, the dissertation studies how the form of WOM influences consumer choice. The research contributes to WOM and services marketing literature by developing and empirically testing a framework for information processing and studying the long-term effects of WOM. The results of the dissertation are presented in five research publications. The publications are based on longitudinal data. The research leads to the development of a proposed theoretical framework for the processing of WOM, based on theories from social psychology. The framework is specifically focused on service decisions, as it takes into account evaluation difficulty through the complex nature of choice criteria associated with service purchase decisions. Further, other gaps in current WOM literature are taken into account by, for example, examining how the source of WOM and service values affects the processing mechanism. The research also provides implications for managers aiming to trigger favorable WOM through marketing efforts, such as advertising and testimonials. The results provide suggestions on how to design these marketing efforts by taking into account the mechanism through which information is processed, or the form of social influence.

Value added logistics in supply and demand chains. Smile. Part 1. eBusiness between global company and itslocal sme supplier network

VALOSADE (Value Added Logistics in Supply and Demand Chains) is the research project of Anita Lukka's VALORE (Value Added Logistics Research) research team inLappeenranta University of Technology. VALOSADE is included in ELO (Ebusiness logistics) technology program of Tekes (Finnish Technology Agency). SMILE (SME-sector, Internet applications and Logistical Efficiency) is one of four subprojects of VALOSADE. SMILE research focuses on case network that is composed of small and medium sized mechanical maintenance service providers and global wood processing customers. Basic principle of SMILE study is communication and ebusiness insupply and demand network. This first phase of research concentrates on creating backgrounds for SMILE study and for ebusiness solutions of maintenance case network. The focus is on general trends of ebusiness in supply chains and networksof different industries; total ebusiness system architecture of company networks; ebusiness strategy of company network; information value chain; different factors, which influence on ebusiness solution of company network; and the correlation between ebusiness and competitive advantage. Literature, interviews and benchmarking were used as research methods in this qualitative case study. Networks and end-to-end supply chains are the organizational structures, which can add value for end customer. Information is one of the key factors in these decentralized structures. Because of decentralization of business, information is produced and used in different companies and in different information systems. Information refinement services are needed to manage information flows in company networksbetween different systems. Furthermore, some new solutions like network information systems are utilised in optimising network performance and in standardizingnetwork common processes. Some cases have however indicated, that utilization of ebusiness in decentralized business model is not always a necessity, but value-add of ICT must be defined case-specifically. In the theory part of report, different ebusiness and architecture models are introduced. These models are compared to empirical case data in research results. The biggest difference between theory and empirical data is that models are mainly developed for large-scale companies - not for SMEs. This is due to that implemented network ebusiness solutions are mainly large company centered. Genuine SME network centred ebusiness models are quite rare, and the study in that area has been few in number. Business relationships between customer and their SME suppliers are nowadays concentrated more on collaborative tactical and strategic initiatives besides transaction based operational initiatives. However, ebusiness systems are further mainly based on exchange of operational transactional data. Collaborative ebusiness solutions are in planning or pilot phase in most case companies. Furthermore, many ebusiness solutions are nowadays between two participants, but network and end-to-end supply chain transparency and information systems are quite rare. Transaction volumes, data formats, the types of exchanged information, information criticality,type and duration of business relationship, internal information systems of partners, processes and operation models (e.g. different ordering models) differ among network companies, and furthermore companies are at different stages on networking and ebusiness readiness. Because of former factors, different customer-supplier combinations in network must utilise totally different ebusiness architectures, technologies, systems and standards.

Competitor Information andCompetitive Knowledge Management in a Large Industrial Organization

Thisthesis supplements the systematic approach to competitive intelligence and competitor analysis by introducing an information-processing perspective on management of the competitive environment and competitors therein. The cognitive questions connected to the intelligence process and also the means that organizational actors use in sharing information are discussed. The ultimate aim has been to deepen knowledge of the different intraorganizational processes that are used in acorporate organization to manage and exploit the vast amount of competitor information that is received from the environment. Competitor information and competitive knowledge management is examined as a process, where organizational actorsidentify and perceive the competitive environment by using cognitive simplification, make interpretations resulting in learning and finally utilize competitor information and competitive knowledge in their work processes. The sharing of competitive information and competitive knowledge is facilitated by intraorganizational networks that evolve as a means of developing a shared, organizational level knowledge structure and ensuring that the right information is in the right place at the right time. This thesis approaches competitor information and competitive knowledge management both theoretically and empirically. Based on the conceptual framework developed by theoretical elaboration, further understanding of the studied phenomena is sought by an empirical study. The empirical research was carried out in a multinationally operating forest industry company. This thesis makes some preliminary suggestions of improving the competitive intelligence process. It is concluded that managing competitor information and competitive knowledge is not simply a question of managing information flow or improving sophistication of competitor analysis, but the crucial question to be solved is rather, how to improve the cognitive capabilities connected to identifying and making interpretations of the competitive environment and how to increase learning. It is claimed that competitive intelligence can not be treated like an organizational function or assigned solely to a specialized intelligence unit.

Information and Material Flows in Project Business

Tavoitteena diplomityössä oli kuvata projektiliiketoimintaa harjoittavan yrityksen informaatio- ja materiaalivirrat toimitusprojekteissa. Selvitys haluttiin tehdä tulevia kehitysprojekteja varten. Diplomityö toteutettiin kahessa osassa: laatimalla aiheeseen liittyvä teoriakatsaus ja kartoittamalla todellinen tilanne yrityksen sisällä.Teoriaosassa kuvattiin tarkastelualue ja projektiliiketoiminnan erityispiirteitä sekä käsiteltiin tietojärjestelmiä ja materiaalivirran hallintaan liittyviä asioita. Yrityksen informaatio- ja materiaalivirtojen nykytila kartoitettiin laatimalla vuokaaviot kolmen esimerkkituotteen toimitusprojekteista. Kaaviot laadittiin yrityksen sisäisten dokumenttien ja kvalitatiivisten haastattelujen pohjalta. Kaavioiden sisältöä täydennettiin taulukoimalla kaavioissa esiintyvien dokumettien sisältöä. Työn tuloksena muodostui kuva tiedonkäsittelyn nykytilasta myynti- ja toimitusprojekteissa, pelkistetty visio tulevaisuuden tietojärjestelmien rooleista sekä ehdotuksia tulevia kehitysprojekteja varten.

Seurantakomponentin kehitys tapahtumankäsittelyjärjestelmään

Tapahtumat ovat perusta monille nykyaikaisille tietoteknisille palveluille. Yksittäinen tapahtuma voidaan nähdä työtehtävänä, joka käsittelevän järjestelmän tulee suorittaa. Tapahtumankäsittely pyrkii pitämään järjestelmän tunnetussa ja ristiriidattomassa tilassa. Tämä toteutetaan pitämällä huolta, että jokainen tapahtuma joko onnistuu tai epäonnistuu kokonaisuudessaan. Tapahtumankäsittelyjärjestelmät ovat kasvaneet ja yhtäaikaisten käsiteltävien tapahtumien määrä noussut palveluiden siirtyessä yhä enemmän tietoverkkoihin. Samalla järjestelmien kehittäminen ja ylläpito vaikeutuvat, jolloin kehittäjät tarvitsevat parempia työkaluja järjestelmän valvontaan. Tapahtumankäsittelyn seuranta pyrkii seuraamaan järjestelmän sisäistä toimintaa yksittäisen tapahtuman tai osatapahtuman tarkkuudella. Riippuen toteutuksesta kehittäjä voi joko tarkkailla järjestelmää reaaliaikaisesti tai jälkikäteen suorituksen perusteella tallennetun seurantatiedon avulla. Työssä esitellään tapahtumanseurantakomponentin suunnitteluprosessi ratkaisuineen, joka mahdollistaa tapahtumien suorituksen tarkkailun, seurantatiedon tallentamisen sekä tulosten tarkastelun jälkikäteen. Työ on toteutettu osaksi Syncron Tech Oy:n Syncware-ohjelmistoalustaa.

Cognitive Functions After Traumatic Brain Injury. A 30-year Follow-up Study

Many cognitive deficits after TBI (traumatic brain injury) are well known, such as memory and concentration problems, as well as reduced information-processing speed. What happens to patients and cognitive functioning after immediate recovery is poorly known. Cognitive functioning is flexible and may be influenced by genetic, psychological and environmental factors decades after TBI. The general aim of this thesis was to describe the long-term cognitive course after TBI, to find variables that may contribute to it, and how the cognitive functions after TBI are associated with specific medical factors and reduced survival. The original study group consisted of 192 patients with TBI who were originally assessed with the Mild Deterioration Battery (MDB) on average two years after the injury, during the years 1966 – 1972. During a 30-year follow-up, we studied the risks for reduced survival, and the mortality of the patients was compared with the general population using the Standardized Mortality Ratio (SMR). Sixty-one patients were re-assessed during 1998-2000. These patients were evaluated with the MDB, computerized testing, and with various other neuropsychological methods for attention and executive functions. Apolipoprotein-E (ApoE) genotyping and magnetic resonance imaging (MRI) based on volumetric analysis of the hippocampus and lateral ventricles were performed. Depressive symptoms were evaluated with the short form of the Beck depression inventory. The cognitive performance at follow-up was compared with a control group that was similar to the study group in regard to age and education. The cognitive outcome of the patients with TBI varied after three decades. The majority of the patients showed a decline in their cognitive level, the rest either improved or stayed at the same level. Male gender and higher age at injury were significant risk factors for the decline. Whereas most cognitive domains declined during the follow-up, semantic memory behaved in the opposite way, showing recovery after TBI. In the follow-up assessment, the memory decline and impairments in the set-shifting domain of executive functions were associated with MRI-volumetric measures, whereas reduction in information-processing speed was not associated with the MRI measures. The presence of local contusions was only weakly associated with cognitive functions. Only few cognitive methods for attention were capable of discriminating TBI patients with and without depressive symptoms. On the other hand, most complex attentional tests were sensitive enough to discriminate TBI patients (non-depressive) from controls. This means that complex attention functions, mediated by the frontal lobes, are relatively independent of depressive symptoms post-TBI. The presence of ApoE4 was associated with different kinds of memory processes including verbal and visual episodic memory, semantic memory and verbal working memory, depending on the length of time since TBI. Many other cognitive processes were not affected by the presence of ApoE4. Age at injury and poor vocational outcome were independent risk factors for reduced survival in the multivariate analysis. Late mortality was higher among younger subjects (age < 40 years at death) compared with the general population which should be borne in mind when assessing the need for rehabilitation services and long-term follow-up after TBI.

Reframing the relationship between service design and operations: a service engineering approach

The significance of services as business and human activities has increased dramatically throughout the world in the last three decades. Becoming a more and more competitive and efficient service provider while still being able to provide unique value opportunities for customers requires new knowledge and ideas. Part of this knowledge is created and utilized in daily activities in every service organization, but not all of it, and therefore an emerging phenomenon in the service context is information awareness. Terms like big data and Internet of things are not only modern buzz-words but they are also describing urgent requirements for a new type of competences and solutions. When the amount of information increases and the systems processing information become more efficient and intelligent, it is the human understanding and objectives that may get separated from the automated processes and technological innovations. This is an important challenge and the core driver for this dissertation: What kind of information is created, possessed and utilized in the service context, and even more importantly, what information exists but is not acknowledged or used? In this dissertation the focus is on the relationship between service design and service operations. Reframing this relationship refers to viewing the service system from the architectural perspective. The selected perspective allows analysing the relationship between design activities and operational activities as an information system while maintaining the tight connection to existing service research contributions and approaches. This type of an innovative approach is supported by research methodology that relies on design science theory. The methodological process supports the construction of a new design artifact based on existing theoretical knowledge, creation of new innovations and testing the design artifact components in real service contexts. The relationship between design and operations is analysed in the health care and social care service systems. The existing contributions in service research tend to abstract services and service systems as value creation, working or interactive systems. This dissertation adds an important information processing system perspective to the research. The main contribution focuses on the following argument: Only part of the service information system is automated and computerized, whereas a significant part of information processing is embedded in human activities, communication and ad-hoc reactions. The results indicate that the relationship between service design and service operations is more complex and dynamic than the existing scientific and managerial models tend to view it. Both activities create, utilize, mix and share information, making service information management a necessary but relatively unknown managerial task. On the architectural level, service system -specific elements seem to disappear, but access to more general information elements and processes can be found. While this dissertation focuses on conceptual-level design artifact construction, the results provide also very practical implications for service providers. Personal, visual and hidden activities of service, and more importantly all changes that take place in any service system have also an information dimension. Making this information dimension visual and prioritizing the processed information based on service dimensions is likely to provide new opportunities to increase activities and provide a new type of service potential for customers.

New and Emerging Challenges of the ICT-Mediated Health and Well-Being Services

This monograph dissertation looks into the field of ICT-mediated health and well-being services. Through six chapters that extend the work done in the reviewed and published articles, the dissertation focuses on new and emerging technologies, and to impact of their use on the beneficiary; the individual who eventually derives advantage from the services. As the field is currently going through major changes particularly in the OECD countries, the focus is on shortterm developments in the field and the analysis on the long term developments is cursory by nature. The dissertation includes theoretical and empirical elements. Most of the empirical elements are linked to product development and conceptualization performed in the national MyWellbeing project that ended in 2010. In the project, the emphasis was on conceptualization of a personal aid for the beneficiary that could be used for managing information and services in the field of health and well-being services. This work continued the theme of developing individual-centric solutions for the field; a work that started in the InnoElli Senior program in 2006. The nature of this thesis is foremost a conceptual elaboration based on a literature review, illustrated in empirical work performed in different projects. As a theoretical contribution, this dissertation elaborates the role of a mediator, i.e. an intermediary, and it is used as an overarching theme. The role acts as a ‘lens’ through which a number of technology-related phenomena are looked at, pinned down and addressed to a degree. This includes introduction of solutions, ranging from anthropomorphic artefacts to decision support systems that may change the way individuals experience clinical encounters in the near-future. Due to the complex and multiform nature of the field, it is impractical and effectively impossible to cover all aspects that are related to mediation in a single work. Issues such as legislation, financing and privacy are all of equal importance. Consideration of all these issues is beyond the scope of this dissertation and their investigation is left to other work. It follows from this that the investigation on the role is not intended as inclusive one. The role of the mediator is also used to highlight some of the ethical issues related to personal health information management, and to mediating health and well-being related issues on behalf of another individual, such as an elderly relative or a fellow member of a small unit in the armed forces. The dissertation concludes in a summary about the use and functions of the mediator, describing some potential avenues for implementing such support mechanisms to the changing field of ICT-mediated health and well-being services. The conclusions also describe some of the limitations of this dissertation, including remarks on methodology and content.

Developing smart services by Internet of Things in manufacturing business

Manufacturing companies have passed from selling uniquely tangible products to adopting a service-oriented approach to generate steady and continuous revenue streams. Nowadays, equipment and machine manufacturers possess technologies to track and analyze product-related data for obtaining relevant information from customers’ use towards the product after it is sold. The Internet of Things on Industrial environments will allow manufacturers to leverage lifecycle product traceability for innovating towards an information-driven services approach, commonly referred as “Smart Services”, for achieving improvements in support, maintenance and usage processes. The aim of this study is to conduct a literature review and empirical analysis to present a framework that describes a customer-oriented approach for developing information-driven services leveraged by the Internet of Things in manufacturing companies. The empirical study employed tools for the assessment of customer needs for analyzing the case company in terms of information requirements and digital needs. The literature review supported the empirical analysis with a deep research on product lifecycle traceability and digitalization of product-related services within manufacturing value chains. As well as the role of simulation-based technologies on supporting the “Smart Service” development process. The results obtained from the case company analysis show that the customers mainly demand information that allow them to monitor machine conditions, machine behavior on different geographical conditions, machine-implement interactions, and resource and energy consumption. Put simply, information outputs that allow them to increase machine productivity for maximizing yields, save time and optimize resources in the most sustainable way. Based on customer needs assessment, this study presents a framework to describe the initial phases of a “Smart Service” development process, considering the requirements of Smart Engineering methodologies.

Paikkatietoalustan hyödyntäminen mobiilipalveluissa

Matkailualan palvelujen kehitystä on pitkään hidastanut standardien ja yhtenäisten toimintatapojen puute. Tässä diplomityössä tarkastellaan standardien merkitystä teknisesti kehittyneille matkailupalveluille ja esitellään TravelGate Finland -hankkeen tuloksena syntynyttä mobiilisovellusta. Kehittyneiden matkaviestinverkkojen ja älypuhelimien ansiosta yhä useammilla ihmisillä on mahdollisuus käyttää matkustaessaan erilaisia mobiilipalveluja. Matkailualan yritysten tarjoamia palveluita ei kuitenkaan ole juurikaan saatavilla, koska niiden kehittäminen on standardien puuttumisen takia hankalaa ja kallista. TravelGate Finland -hankkeen tuloksena matkailualan käyttöön määriteltiin uusi rajapintakirjasto, jonka avulla uusien Internet- ja mobiilipalvelujen kehittäminen helpottuu. Uusien rajapintojen ja toimintatapojen avulla toteutettiin Symbian-älypuhelimissa toimiva mobiilisovellus, jonka avulla matkailijat voivat etsiä heitä lähellä olevien matkailukohteiden sijainnin ja perustiedot veloituksetta.

Spektrikuvien tiivistäminen itseorganisoituvan kartan avulla.

Vuosi vuodelta kasvava tietokoneiden prosessointikyky on mahdollistanut harmaataso- ja RGB-värikuvia tarkempien spektrikuvien käsittelyn järjellisessä ajassa ilman suuria kustannuksia. Ongelmana on kuitenkin, ettei talletus- ja tiedonsiirtomedia ole kehittynyt prosessointikyvyn vauhdissa. Ratkaisu tähän ongelmaan on spektrikuvien tiivistäminen talletuksen ja tiedonsiirron ajaksi. Tässä työssä esitellään menetelmä, jossa spektrikuva tiivistetään kahdessa vaiheessa: ensin ryhmittelemällä itseorganisoituvan kartan (SOM) avulla ja toisessa vaiheessa jatketaan tiivistämistä perinteisin menetelmin. Saadut tiivistyssuhteet ovat merkittäviä vääristymän pysyessä siedettävänä. Työ on tehty Lappeenrannan teknillisen korkeakoulun Tietotekniikan osaston Tietojenkäsittelytekniikan tutkimuslaboratoriossa osana laajempaa kuvantiivistyksen tutkimushanketta.

Hämeenlinnan Energian kaukolämpö- ja maakaasuverkoston suunnittelu- ja kunnossapitoympäristön kehittäminen tietojärjestelmien avulla

Diplomityössä selvitetään Hämeenlinnan Energian kaukolämpö- ja maakaasuverkoston suunnitteluun ja kunnossapitoon liittyvien tietojärjestelmien kehitysmahdollisuuksia. Käydään läpi olemassa olevat järjestelmät ja todetaan olevan tarpeen uudistaa verkostolaskenta- ja kunnossapito-ohjelmia. Mahdolliseksi uudeksi verkostolaskentaohjelmaksi rajataan Komartekin Flowra 32 tai Process Visionin lämpö Nexus. Kunnossapidon osalta Komartekin Lämpökunto tai Kunnondatan Visual Maint. Tehtyjen ohjelmavertailujen jälkeen työssä esitetään Hämeenlinnan Energian uudeksi verkostolaskentaohjelmaksi lämpö Nexus ja kunnossapito-ohjelmaksi Visual Maint. Ohjelmahankinnoille esitetään käyttöönottosuunnitelmat. Olemassa olevien tietojärjestelmien osalta esitetään vaihtoehtoja, joilla voidaan lisätä ohjelmista saatavaa hyötyä.

Developing and Applying Generative Market Intelligence within Multinational Companies

Tutkielman tarkoitus on kehittää monikansallisille yrityksille tuottavan markkinaälyn malli, jonka avulla yritykset pystyvät käsittelemään muuttuvasta ja globalisoituvasta markkinaympäristöstä aiheutuvaa epävarmuutta. Malli koostuu pääosin kolmesta käsitteestä: markkinainformaation prosessoinnista, markkinasuuntautuneisuudesta ja organisationaalisesta oppimisesta. Tutkimuksessa osoitetaan, kuinka näiden samanaikainen soveltaminen johtaa synergiaetuihin. Lähdeaineistona käytettiin alan kirjallisuutta. Lisäksi haastateltiin neljää johtajaa monikansallisista yrityksistä. Käytännössä markkinaälyn soveltamisen haasteet liittyvät lähinnä markkinainformaation prosessoinnin asenteellisiin ja psykologisiin aspekteihin. Ihmisten tulisi ymmärtää, että koko yritys hyötyy heidän halukkuudestaan tiedon tuottamiseen ja jakamiseen. Lisäksi tietoa itsessään voimavarana tulisi kunnioittaa

Multimedia Messaging Service Center in a Component Based Architecture

Multimedia-sanomanvälityspalvelu (MMS) on matkapuhelinten väliseen viestintään kehitetty palvelu, joka mahdollistaa yhteyden Internet maailmaan. Multimedia-sanomanvälityspalvelua voidaan käyttää luomaan yhteys matkapuhelimen käyttäjän ja ulkoisen sovelluspalvelimen välille. MMS voidaan nähdä sovelluksena, joka yhdistää multimediaviestin luonnin, käsittelyn sekä toimituksen monelle eri sisältö tyypille. Multimedia-viestikeskus (MMSC) on uusi verkkoelementti, joka on vastuussa multimediaviestien varastoinnista ja toimituksesta. Multimedia-viestikeskuksella on kolme loogista elementtiä, jotka ovat välityspalvelin, sovellusrajapinnat ja matkapuhelinverkkorajapinta. Operaattorit sekä kolmannen osapuolen sovelluskehittäjät voivat kehittää lisäarvopalveluita multimedia-sanomanvälityspalvelulle hyödyntämällä sovellusrajapintoja. Sovellusrajapinnat perustuvat olemassa oleviin Internet protokolliin. Tämä diplomityö tutkii Multimedia-sanomanvälityspalvelun verkkoelementtien rajapintoja. Tulevaisuudessa on tarkoitus lisätä Multimedia-sanomanvälityspalvelun verkkoelementtejä sähköisen kaupankäynnin kehysarkkitehtuuriin, joka perustuu komponentteihin.