Novelli, Francesco
Hrsg.: Herzwurm, Georg ; Margaria, Tiziana (2013)
Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues.
In: 4th International Conference on Software Business
Buchkapitel, Bibliographie
Dies ist die neueste Version dieses Eintrags.
Kurzbeschreibung (Abstract)
Sales cannibalization – i.e., intra-organizational sales diversion – bears a prominent role in the competitive upheavals within Information Technology markets. However, detection and measurement thereof have only raised lukewarm interest among Information Systems scholars so far. To their defense, relevant methodological contributions are scattered across several disciplines, base themselves on equivocal definitions of cannibalization, present an overwhelming range of model specifications, and overlap with research on product and technology substitution. Therefore, we provide an interdisciplinary review of the literature on cannibalization, formulate a novel, clear-cut definition of the phenomenon, and clarify its relationship with substitution. Our other contributions are an exhaustive list of the modeling requirements necessary to describe the phenomenon, a compendium of cannibalization measurement models, and a summary of the findings with regard to Information Technology artifacts. This work should provide an adequate foundation and identify promising topics of study for further research endeavors in this domain.
| Typ des Eintrags: | Buchkapitel |
|---|---|
| Erschienen: | 2013 |
| Herausgeber: | Herzwurm, Georg ; Margaria, Tiziana |
| Autor(en): | Novelli, Francesco |
| Art des Eintrags: | Bibliographie |
| Titel: | Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues |
| Sprache: | Englisch |
| Publikationsjahr: | 12 Juni 2013 |
| Verlag: | Springer |
| Titel der Zeitschrift, Zeitung oder Schriftenreihe: | Lecture Notes in Business Information Processing |
| (Heft-)Nummer: | forthcoming |
| Buchtitel: | 4th International Conference on Software Business |
| Reihe: | Lecture Notes in Business Information Processing |
| Band einer Reihe: | forthcoming |
| URL / URN: | http://www.springer.com/series/7911 |
| Zugehörige Links: | |
| Kurzbeschreibung (Abstract): | Sales cannibalization – i.e., intra-organizational sales diversion – bears a prominent role in the competitive upheavals within Information Technology markets. However, detection and measurement thereof have only raised lukewarm interest among Information Systems scholars so far. To their defense, relevant methodological contributions are scattered across several disciplines, base themselves on equivocal definitions of cannibalization, present an overwhelming range of model specifications, and overlap with research on product and technology substitution. Therefore, we provide an interdisciplinary review of the literature on cannibalization, formulate a novel, clear-cut definition of the phenomenon, and clarify its relationship with substitution. Our other contributions are an exhaustive list of the modeling requirements necessary to describe the phenomenon, a compendium of cannibalization measurement models, and a summary of the findings with regard to Information Technology artifacts. This work should provide an adequate foundation and identify promising topics of study for further research endeavors in this domain. |
| Fachbereich(e)/-gebiet(e): | 01 Fachbereich Rechts- und Wirtschaftswissenschaften 01 Fachbereich Rechts- und Wirtschaftswissenschaften > Betriebswirtschaftliche Fachgebiete 01 Fachbereich Rechts- und Wirtschaftswissenschaften > Betriebswirtschaftliche Fachgebiete > Wirtschaftsinformatik |
| Hinterlegungsdatum: | 11 Apr 2013 11:15 |
| Letzte Änderung: | 26 Aug 2018 21:27 |
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| Suche nach Titel in: | TUfind oder in Google |
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Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues. (deposited 11 Apr 2013 11:14)
- Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues. (deposited 11 Apr 2013 11:15) [Gegenwärtig angezeigt]
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