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Full-Text Articles in Databases and Information Systems
Relative Importance, Specific Investment And Ownership In Interorganizational Systems., Kunsoo Han, Robert J. Kauffman, Barrie R. Nault
Relative Importance, Specific Investment And Ownership In Interorganizational Systems., Kunsoo Han, Robert J. Kauffman, Barrie R. Nault
Research Collection School Of Computing and Information Systems
Implementation and maintenance of interorganizational systems (IOS) require investments by all the participating firms. Compared with intraorganizational systems, however, there are additional uncertainties and risks. This is because the benefits of IOS investment depend not only on a firm's own decisions, but also on those of its business partners. Without appropriate levels of investment by all the firms participating in an IOS, they cannot reap the full benefits. Drawing upon the literature in institutional economics, we examine IOS ownership as a means to induce value-maximizing noncontractible investments. We model the impact of two factors derived from the theory of incomplete …
Probabilistic Sales Forecasting For Small And Medium-Size Business Operations, Randall E. Duran
Probabilistic Sales Forecasting For Small And Medium-Size Business Operations, Randall E. Duran
Research Collection School Of Computing and Information Systems
One of the most important aspects of operating a business is the forecasting of sales and allocation of resources to fulfill sales. Sales assessments are usually based on mental models that are not well defined, may be biased, and are difficult to refine and improve over time. Defining sales forecasting models for small- and medium-size business operations is especially difficult when the number of sales events is small but the revenue per sales event is large. This chapter reviews the challenges of sales forecasting in this environment and describes how incomplete and potentially suspect information can be used to produce …