Marketing position taxonomies : an empirical analysis

Despite the continuing need for an empirically validated classification of marketing positions, for theoretical and practical purposes, it appears that no such schema exists. This study contributes to the development of such a taxonomy through an empirical examination of marketing positions. Specifically, the research extends an existing taxonomy by empirically investigating personal selling marketing activities. Based on the taxonomy developed by Darmon (1998), data were collected about the information load, information complexity, and time and relationship management activities of marketers. Various analytical techniques were used to investigate specific features of the instrument and the taxonomy, as well as to provide convergence for the conclusions drawn by the researchers. It was established that sales positions can be more meaningfully identified, and, therefore, better categorised, by six dimensions than by job title or job role. Further, it appears that marketers in the same selling position vary significantly on these dimensions. These findings have important implications for marketing theory, applied research and management. However, future research should refine the instrument used in this study, since some anomalies emerged in the findings, and extend the study by investigating a wider range of marketing positions. Such research may also explore whether the dimensions identified in this study influence the performance and job satisfaction of marketers, and the extent to which marketing managers account for these variations.

Providing information for business: government strategy for the online world

Governments assume a major role in providing information resources for business as a way of promoting national development. This has proven to be a much more demanding task than one might suppose, given the diversity and complexity of business needs and the limitation of government resources for undertaking the task. This chapter will: (1) identify the challenges posed for government online business information strategies, (2) discuss research relating to the information strategy of one Australian government agency to support export development among small business, and (3) set out a framework for government online information provision in a diverse industry context. Coordination of the many government information services remains a challenge, especially among different levels of government. Well-designed strategies can improve the usability of online information and the efficiency of government information services.

Stroke : the increasing complexity of carer needs

In Australia, more than 346,000 individuals who experience a stroke return to living in their homes with varying degrees of disability. They rely on emotional and physical support from informal carers, typically family members. Informal carers have an indispensable role in patient care poststroke, and the ability of carers to manage this role effectively is crucial for stroke survivors to be able to return home. The aim of this study was to examine the impact of the caring role on carers of stroke survivors, particularly the services provided and the levels of depression and well-being experienced. The study used a longitudinal design incorporating survey methods. Stroke survivors were assessed for functional ability, quality of life, and depression using three assessment tools: the Stroke Impact Scale, World Health Organization Quality of Life-BREF scale, and Zung Self-Rating Depression Scale. A total of 26 people were surveyed: 13 stroke survivors and their 13 carers. Carer knowledge of stroke support services was also explored. Information was collected by using survey methods and structured interviews at 3 weeks and at 3 months postdischarge. The main finding was that depression scores for carers and stroke survivors were below Australian norms at both assessment time points. The major concern identified by carers was poor follow-up procedures for initiating rehabilitation in the home. This study highlighted that a lack of appropriate discharge planning, in conjunction with early discharge of stroke survivors, can have an impact on the rehabilitation process and place increased and unrealistic demands on carers.

Complexity of communicating social responsibility

It is recognised that organisations, consumers and businesses are increasingly more concerned with how business activities affect society. While research has explored specific types of techniques for communicating corporate social responsibility (CSR), there has not been a more general discussion of the considerations that organisations should make when determining the type of communications that should be used. This paper takes a managerial approach, discussing four broad issues associated with the communication of CSR: 1) intensity of action/positioning; 2) communicating action; 3) types of programs utilised and 4) integration issues. It is proposed that by understanding these issues organisations will be in a better position to ensure that the information is clearly communicated and understood by their various stakeholders. The benefits to be achieved will, however, be dependent on the objectives of the communication and thus it is suggested there is not one single appropriate approach to managing these issues.

Investigation of stakeholders commitment to information security awaremess programs

Organisations have become increasingly dependent on technology in order to compete in their respective markets. As IT technology advances at a rapid pace, so does its complexity, giving rise to new IT security vulnerabilities and methods of attack. Even though the human factors have been recognized to have a crucial role in information security management, the effects of weakness of will and lack of commitment on the stakeholders (i.e., employers and employees) parts has never been factored into the design and delivery of awareness programs. To this end, this paper investigates the impacts of the availability of awareness programs and end-user drive and lack of commitment to information security awareness program design, delivery and success.

Complexity, age and motor competence effects on fine motor kinematics

Prehension is a fundamental skill usually performed as part of a complex action sequence in everyday tasks. Using an information processing framework, these studies examined the effects of task complexity, defined by the number of component movement elements (MEs), on performance of prehension tasks. Of interest was how motor control and organisation might be influenced by age and/or motor competence. Three studies and two longitudinal case studies examined kinematic characteristics of prehension tasks involving one-, two- and three-MEs: reach and grasp (low-complexity); reach, grasp and object placement (moderate-complexity); and reach, grasp and double placement of object (high-complexity). A pilot study established the suitability of tasks and procedures for children aged 5-, 8- and 11-years and showed that responses to task complexity and object size manipulations were sensitive to developmental changes, with increasing age associated with faster movements. Study 2 explored complexity and age effects further for children aged 6- and 11-years and adults. Increasing age was associated with shorter and less variable movement times (MTs) and proportional deceleration phases (%DTs) across all MEs. Task complexity had no effect on simple reaction time (SRT), suggesting that there may be little preprogramming of movements beyond the first ME. In addition, MT was longer and more on-line corrections were evident for the high- compared to the moderate-complexity task for ME1. Task complexity had a greater influence on movements in ME2 and ME3 than ME1. Adults, but not children, showed task specific adaptations in ME2. Study 3 examined performance of children with different levels of motor competence aged between 5- and 10-years. Increasing age was associated with shorter SRTs, and MTs for ME1 only. A decrease in motor competence was associated with greater difficulty in planning and controlling movements as indicated by longer SRTs, higher %DTs and more on-line corrections, especially in ME2. Task complexity affected movements in all MEs, with a greater influence on ME1 compared to Study 2. Findings also indicated that performance in MEs following prehension may be especially sensitive to motor competence effects on movement characteristics. Case studies for two children at risk of Developmental Coordination Disorder (DCD) revealed two different patterns of performance change over a 16-17 month period, highlighting the heterogeneous nature of DCD. Overall, findings highlighted age-related differences, and the role of motor competence, in the ability to adapt movements to task specific requirements. Results are useful in guiding movement education programmes for children with both age-appropriate and lower levels of motor competence.

Modeling intelligent agents for web-based information gathering

The recent emergence of intelligent agent technology and advances in information gathering have been the important steps forward in efficiently managing and using the vast amount of information now available on the Web to make informed decisions. There are, however, still many problems that need to be overcome in the information gathering research arena to enable the delivery of relevant information required by end users. Good decisions cannot be made without sufficient, timely, and correct information. Traditionally it is said that knowledge is power, however, nowadays sufficient, timely, and correct information is power. So gathering relevant information to meet user information needs is the crucial step for making good decisions. The ideal goal of information gathering is to obtain only the information that users need (no more and no less). However, the volume of information available, diversity formats of information, uncertainties of information, and distributed locations of information (e.g. World Wide Web) hinder the process of gathering the right information to meet the user needs. Specifically, two fundamental issues in regard to efficiency of information gathering are mismatch and overload. The mismatch means some information that meets user needs has not been gathered (or missed out), whereas, the overload means some gathered information is not what users need. Traditional information retrieval has been developed well in the past twenty years. The introduction of the Web has changed people's perceptions of information retrieval. Usually, the task of information retrieval is considered to have the function of leading the user to those documents that are relevant to his/her information needs. The similar function in information retrieval is to filter out the irrelevant documents (or called information filtering). Research into traditional information retrieval has provided many retrieval models and techniques to represent documents and queries. Nowadays, information is becoming highly distributed, and increasingly difficult to gather. On the other hand, people have found a lot of uncertainties that are contained in the user information needs. These motivate the need for research in agent-based information gathering. Agent-based information systems arise at this moment. In these kinds of systems, intelligent agents will get commitments from their users and act on the users behalf to gather the required information. They can easily retrieve the relevant information from highly distributed uncertain environments because of their merits of intelligent, autonomy and distribution. The current research for agent-based information gathering systems is divided into single agent gathering systems, and multi-agent gathering systems. In both research areas, there are still open problems to be solved so that agent-based information gathering systems can retrieve the uncertain information more effectively from the highly distributed environments. The aim of this thesis is to research the theoretical framework for intelligent agents to gather information from the Web. This research integrates the areas of information retrieval and intelligent agents. The specific research areas in this thesis are the development of an information filtering model for single agent systems, and the development of a dynamic belief model for information fusion for multi-agent systems. The research results are also supported by the construction of real information gathering agents (e.g., Job Agent) for the Internet to help users to gather useful information stored in Web sites. In such a framework, information gathering agents have abilities to describe (or learn) the user information needs, and act like users to retrieve, filter, and/or fuse the information. A rough set based information filtering model is developed to address the problem of overload. The new approach allows users to describe their information needs on user concept spaces rather than on document spaces, and it views a user information need as a rough set over the document space. The rough set decision theory is used to classify new documents into three regions: positive region, boundary region, and negative region. Two experiments are presented to verify this model, and it shows that the rough set based model provides an efficient approach to the overload problem. In this research, a dynamic belief model for information fusion in multi-agent environments is also developed. This model has a polynomial time complexity, and it has been proven that the fusion results are belief (mass) functions. By using this model, a collection fusion algorithm for information gathering agents is presented. The difficult problem for this research is the case where collections may be used by more than one agent. This algorithm, however, uses the technique of cooperation between agents, and provides a solution for this difficult problem in distributed information retrieval systems. This thesis presents the solutions to the theoretical problems in agent-based information gathering systems, including information filtering models, agent belief modeling, and collection fusions. It also presents solutions to some of the technical problems in agent-based information systems, such as document classification, the architecture for agent-based information gathering systems, and the decision in multiple agent environments. Such kinds of information gathering agents will gather relevant information from highly distributed uncertain environments.

Complexity of data rich architectural environments

This research focused on developing a detailed understanding of current organisational interactions and information flows in a construction industry based field study of a refurbishment projects of a 100 year old warehouse building. From this, conclusions are then drawn regarding the application of information and communication technologies (ICT) to the industry.

Paradigmatic approach to managing complexity in knowledge-driven marketing

This research develops a measure of Customer Lifetime Value, extending existing measures, that provides organisations having large customer databases the means to place a financial value on customers. Using this measure, new models are developed that provide a framework to use knowledge to drive marketing decisions.

Factors influencing the implementation of information systems security strategies in organisations

Many organizations still rely on deterrence to control insider threats and on purely preventive strategies to control outsider threats. Such a simple approach to organizational information security is no longer viable given the increasing operational sophistication of current security threat agents and the complexity of information technology infrastructure. Effective implementation of security requires organizations to select a combination of strategies that work in tandem and best suits their security situation. This paper addresses the identification and classification of factors that influence implementation of security strategies in organizations. In this paper, we develop a preliminary architecture that aims to assist organizations in deciding how strategies can be designed to complement each other to improve the cost-effectiveness of security.

Towards a knowledge perspective in information security risk assessments - an illustrative case study

Many methodologies exist to assess the security risks associated with unauthorized leakage, modification and interruption of information for a given organisation. We argue that the traditional orientation of these methodologies, towards the identification and assessment of technical information assets, obscures key risks associated with the cultivation and deployment of organisational knowledge. Our argument is developed through an illustrative case study in which a well-documented methodology is applied to a complex data back-up process. This process is seen to depend, in subtle and often informal ways, on knowledge to sustain operational complexity, handle exceptions and make frequent interventions. Although typical information security methodologies identify people as critical assets, we suggest a new approach might draw on more detailed accounts of individual knowledge, collective knowledge, and their relationship to organisational processes. Drawing on the knowledge management literature, we suggest mechanisms to incorporate these knowledge-based considerations into the scope of information security risk methodologies.

A conceptual framework for the implementation of enterprise information portals in large organizations

Addressing the diversity in information requirements across the enterprise is a central challenge in enterprise content management. Enterprise information portals (EIPs) hold promise in this regard, offering each user a gateway to customized and personalized content. However, in large organizations EIP implementers face the complexity of tailoring portals for potentially thousands of users. A conceptual framework based on marketing fundamentals is developed to inform EIP implementation in this respect. It is argued that EIP implementers should view their user community as a number of distinct segments in order to address divergent needs more specifically (as opposed to a ‘one size fits all’ approach). For each identified segment, a ‘mix’ of content (product), distribution (place), promotion and price (cost) should be considered. The framework is applied to two cases of EIP implementation in large organizations. It is proposed that segmentation enables better planning of the overall EIP implementation effort. Considerations such as the number of user segments, customization, and personalization of content, and the funding of EIP development in large organizations are also discussed. The concepts elaborated here also hold theoretical relevance for other IS implementation contexts that involve very large usercommunities with diverse information

Information systems development projects as complex adaptive systems

This research considers information systems development (ISD) projects as complex adaptive systems. We investigate the question whether complex adaptive systems (CAS) theory is relevant as a theoretical foundation for understanding ISD, and if so, which kind of understanding can be achieved by utilizing the theory? We introduce key concepts of CAS theory such as interaction, emergence, interconnected autonomous agents, selforganization, co-evolution, poise at the edge of chaos, time pacing, and poise at the edge of time to analyse and understand ISD in practice. We demonstrate the strength of such a CAS approach through an empirical case study presentation and analysis. While our work contributes to a complexity theory of ISD, the case examination also provides practical advice derived from this perspective to successfully cope with complexity in ISD in an adaptive manner.

A theory of change framework for developing cross-faculty programs : an information systems perspective

Information systems (IS) is a discipline that draws upon many other disciplines to bridge theory and practice and address the information and knowledge needs of individuals, organisations and society. We propose that an ideal education in IS would be delivered via cross-faculty programs of study that are not combinations of units from different faculties and disciplines, but programs which include a coherent and cohesive set of units co-designed and co-delivered by teaching staff from more than one faculty. This allows students, and teachers, to appreciate the different content and perspectives within the same context, as they will experience in the workplace, and allow them to develop deeper understandings of the complexity that can arise in their roles as mediators and communicators in finding appropriate IT solutions. Such a model poses a radical change, and thus the framework we offer uses a ‘theory of change’ agenda.

Global software development : measuring, approximating and reducing the complexity of global software development using extended axiomatic design theory

This paper considers GSD projects as designed artefacts, and proposes the application of an Extended Axiomatic Design theory to reduce their complexity in order to increase the probability of project success. Using an upper bound estimation of the Kolmogorov complexity of the so-called ‘design matrix’ (as a proxy of Information Content as a complexity measure) we demonstrate on two hypothetical examples how good and bad designs of GSD planning compare in terms of complexity. We also demonstrate how to measure and calculate the ‘structural’ complexity of GSD projects and show that by satisfying all design axioms this ‘structural’ complexity could be minimised.