L’objectif de la recherche est d’étudier, dans une optique partenariale de la firme, l’efficacité des stratégies d’alliance dans le secteur financier français en termes d’amélioration de niveau d’orientation client des entreprises partenaires. Nous nous fondons, d’une part, sur l’approche par les connaissances et en particulier celle de l’apprentissage organisationnel, et d’autre part, sur la littérature portant sur le management des relations interentreprises. D’un point de vue théorique, des différentes approches traitant du management des alliances, notre recherche instrumentalise celle concevant ces stratégies comme un processus d'apprentissage organisationnel. L’analyse causale, étudie l’influence des modes de coordination des stratégies d’alliance sur le niveau d’orientation client des entreprises partenaires : Il s’agit des deux variables : confiance et contrôle. Cette influence s’exerce par le biais d’une variable centrale à savoir la qualité d’apprentissage organisationnel. Cette analyse explicative est réalisée grâce aux méthodes d’équations structurelles, de type PLS. Trois principaux résultats sont obtenus : quand les rapports entre les partenaires sont basés sur la confiance, la qualité d’apprentissage organisationnel dans l’alliance se retrouve meilleure ; l’exercice du contrôle dans l’alliance n’affecte pas la qualité d’apprentissage organisationnel ; et l’alliance, par l’apprentissage organisationnel qu’elle permet, améliore le niveau d’orientation client des entreprises partenaires. / Based on the perspective of the partnership of the firm we aim to study, alliance strategies in the French financial sector, in terms of the improvement of the level of customer orientation business partners. We are based, firstly, on the approach by the knowledge and especially that of organizational learning, and secondly, on the linkages’ management literature. From a theoretical point of view, in terms of the various approaches dealing with the management of alliances, our research exploits those which designing these strategies as a process of organizational learning. Causal analysis, studies the influence of the modes of coordination of alliance strategies on the level of customer orientation of companies: These are two variables: trust and control. This influence is exerted through a central variable namely the quality of organizational learning. Such explanatory analysis is performed using the methods of structural equation of PLS. Three main results are obtained: when the relationship between the partners is based on trust, quality of the organizational alliance learning is found best ; the exercise of control within the alliance does not affect the quality of learning organizational and The alliance allows organizational learning and improves the level of customer orientation business partners.

E-government is basically described as using all available electronic media to provide an online public services companies, agencies, citizens or persons in certain country or region. This provision can be provided by the government institutions, agencies, or organisation, in addition to public and private sectors subject to government policies and legislation. Political instability, armed conflict, corruption and chaotic situations are considered to be an obstacle confronting public services delivery and governance in some developing countries around the world. Therefore, Libya is selected a case study of this research. Post the 2011 ousting of the Gadhafi regime in Libya, the country has been experiencing a severe and deep-rooted environment of conflict and chaos, which has destabilised and in some cases dismantled government institutions throughout the country. Within this environment, the original aim of this study was to explore the possibility of implementing e-government services that can provide public services to citizens and, if so, how and what services could be utilised. An exploratory qualitative pilot study was conducted to investigate the feasibility of e-government implementation in Libya utilising the knowledge of government officials. The study found that, the Libyan government had recently and successfully implemented an online e-passport service. An extensive literature review carried out in relation to e-government implementation to help understanding lesions learned and factors behind such success then to utilise the knowledge for further services implementations. Critical success factors of e-government implementation were addressed but available ones are related to stable countries under normal situations. This research is aiming to investigate its implementation in chaotic environment where not much of research is available. During the chaotic environment and instability, different factors may emerge to drive the implementation and the usage of e-services such environment. From government perspectives, it is noticed that cases of corruption, lack of citizens’ safety and poor infrastructure were found to be drivers behind the success of existing government institutions and departments of implement e-passport system. Social collaboration and trust in government institutions’ commitment were emerged from the citizens’ perspectives as factors encouraged the citizens to use the e-passport system. Quantitative data analysed using structural equation modelling techniques using SmartPLS (3.2.7) together with the SPSS 23 were used to analyse the collected data. The outcome were used to propose a framework that can improve the implementation of public e-services while the country at unrest. Another contribution of this studies is the proposal of social collaboration model towards better e-services in such environment.

O objetivo deste estudo é investigar, de forma comparativa entre as categorias alimento e limpeza doméstica, os antecedentes da intenção do consumidor comprar marcas próprias, bem como analisar os efeitos da diferença nos níveis de risco percebido entre essas duas categorias de produtos na formação da intenção de compra. Para o alcance desse objetivo construiu-se um modelo com base em revisões da literatura sobre marcas próprias, bem como sobre risco percebido, imagem da loja, imagem da marca própria e atitudes, construtos identificados como os principais preditores da intenção de compra. O marco teórico permitiu a construção de hipóteses acerca dos principais relacionamentos existentes entre esses construtos no contexto de marcas próprias. A seguir foi realizada uma pesquisa empírica com o objetivo de testar tais hipóteses, utilizando um questionário auto-administrado elaborado com escalas já validadas na literatura. Esse levantamento de campo (survey) coletou opiniões de uma amostra não probabilística de 1.938 clientes de supermercados, composta por pessoas de ambos os gêneros e provenientes de 26 Estados do Brasil e do Distrito Federal, com predominância do Estado de São Paulo. Os resultados obtidos por meio de modelagem de equações estruturais utilizando a ferramenta Smart PLS demonstram que há relacionamentos significativos entre o risco percebido e a imagem da marca própria; entre a imagem da loja e imagem da marca própria; entre a imagem da marca própria e a atitude; e entre a atitude e a intenção de compra, validando as hipóteses de trabalho. O estudo também conclui que o risco percebido e a imagem da loja são fortes preditores da imagem da marca própria e da atitude a qual, por sua vez, é uma forte preditora da intenção de compra. Por fim, os resultados sugerem que a imagem da loja exerce maior influência na imagem da marca própria quando se trata da categoria alimentos, identificada como de menor risco percebido. Já na categoria limpeza doméstica, a cadeia mais relevante de antecedentes à intenção de compra por parte dos consumidores passa pelas relações entre risco percebido, imagem da marca e atitude frente a marcas próprias. Essas conclusões sugerem diferenças de intensidade, senão em natureza, nas relações entre os antecedentes psicológicos à intenção de compra do consumidor quando são consideradas categorias que se diferenciam no risco percebido pelo cliente, contribuindo para uma melhor compreensão teórica do fenômeno e sugerindo implicações gerenciais na adoção de estratégias de marketing por parte dos varejistas detentores de marcas próprias. / This study aims to investigate the antecedents of consumer´s intention to purchase private brands and analyze the effects of different perceived risk levels in intention formation by comparing food and house cleaning product categories. To attain to such goal a model was developed based on literature reviews about private brands, as well as perceived risk, store image, brand image, and attitudes, constructs identified as the main predictors for purchase intention. The theoretical framework allowed the construction of hypotheses about the key relationships among the constructs in the context of private brands. A survey was then designed and executed in order to test the hypotheses. A self-administered questionnaire was build with validated scales found in marketing literature. The empirical study collected opinions from a non-probabilistic sample of 1,938 private brands supermarket shoppers, comprising persons of both genders and from all 26 Brazilian states and the Federal District, predominating residents in the state of São Paulo. Results obtained by Structural Equation Modeling using Smart PLS suggest there are significant relationships between perceived risk and private brand image; between store image and brand image; between private brand image and attitude; and between attitude and purchase intention, validating the proposed hypotheses. The study also concluded that perceived risk and store image are strong predictors for private brand image and attitude which, in turn, is a strong predictor for purchase intention. Finally, results suggest that store image has more influence on private brand image when food products are the focused category as consumers present lower perceived risk toward it. For house cleaning products, the most relevant antecedents for consumer´s purchase intention form a chain of relations from perceived risk, brand image and attitude towards private labels. These findings suggest differences in intensity, if not in nature, on the relations among consumer´s psychological antecedents for purchase intention when categories that differ on perceived risk are considered. Such findings contribute to a better theoretical understanding of the phenomenon and suggest managerial implications for marketing strategies to retailers who hold private brands.

O presente trabalho pretende entender a dinâmica do gerenciamento de projetos no IPEN. Para tal, decidiu-se pela pesquisa junto a literatura acadêmica de modelos que pudessem servir de base e que após modificações e ajustes pudessem refletir a realidade dos projetos de Institutos Públicos Pesquisa & Desenvolvimento. Após tratamento estatístico dos dados algumas hipóteses foram validadas e demonstraram sua influência positiva no desempenho do gerenciamento do projeto, tais como a influência das pessoas que compõem as equipes, o efeito da liderança, dentre outras. O modelo, inclusive mostrou-se válido para explicar quais fatores são relevantes para o sucesso dos projetos. Um das principais objetivos, foi exatamente o uso de modelo de avaliação de gestão projetos, que fossem passíveis de validação estatística, e não utilizar um dos disponíveis no mercado, tais como P3M3 e OPM3, para que houvesse um controle e confirmação estatística dos resultados. Outro objetivo foi utilizar um modelo cujas assertivas refletissem a natureza dos projetos de Pesquisa & Desenvolvimento gerenciados pelos pesquisadores do IPEN. Aliás, as referidas assertivas foram formuladas, e enviadas via pesquisa web, e respondidas por praticamente uma centena de profissionais do IPEN, envolvidos com projetos de P&D. A presente dissertação, acrescida das recomendações, ao final, tem como proposta servir de contribuição para os trabalhos desenvolvidos pelo Escritório de Projetos do IPEN. O modelo de avaliação, contido neste trabalho, pode ser aplicado em outras Instituições de P&D brasileiras, para que avaliem a forma e a maneira como gerenciam os seus respectivos projetos. / This paper aims to understand the dynamics involved in the project management at IPEN. To reach this goal, the method chosen was research along with academic literature of models that could serve as a base that after modifications and adjustments could reflect the reality of projects from the Public Institute of Research & Development. After undergoing statistical treatment of the data, some hypotheses were validated and showed positive influence on the project management performance, such as the influence of people who make up the teams, the leadership effect, among others. In fact, the model was found to be valid in explaining which factors are relevant for the success of the projects. One of the main goals was exactly the use of the project management evaluation model, submitted to statistical validation and not to use one available on the market, such as the P3M3 and OPM3, in order to assure the statistical control and confirmation of the results. Another goal was to use a model whose statements reflected the nature of the Research & Development project managed by researchers at IPEN. In fact, the aforementioned statements were formulated and sent via a web survey and answered by almost one hundred IPEN professionals who work on R&D projects. The following dissertation, along with the recommendations at the end, was included to serve as contribution to work developed by the IPEN Project Offices. The evaluation model included in this paper can be applied in other R&D organizations in Brazil, to evaluate the way their projects are managed.

O presente trabalho pretende entender a dinâmica do gerenciamento de projetos no IPEN. Para tal, decidiu-se pela pesquisa junto a literatura acadêmica de modelos que pudessem servir de base e que após modificações e ajustes pudessem refletir a realidade dos projetos de Institutos Públicos Pesquisa & Desenvolvimento. Após tratamento estatístico dos dados algumas hipóteses foram validadas e demonstraram sua influência positiva no desempenho do gerenciamento do projeto, tais como a influência das pessoas que compõem as equipes, o efeito da liderança, dentre outras. O modelo, inclusive mostrou-se válido para explicar quais fatores são relevantes para o sucesso dos projetos. Um das principais objetivos, foi exatamente o uso de modelo de avaliação de gestão projetos, que fossem passíveis de validação estatística, e não utilizar um dos disponíveis no mercado, tais como P3M3 e OPM3, para que houvesse um controle e confirmação estatística dos resultados. Outro objetivo foi utilizar um modelo cujas assertivas refletissem a natureza dos projetos de Pesquisa & Desenvolvimento gerenciados pelos pesquisadores do IPEN. Aliás, as referidas assertivas foram formuladas, e enviadas via pesquisa web, e respondidas por praticamente uma centena de profissionais do IPEN, envolvidos com projetos de P&D. A presente dissertação, acrescida das recomendações, ao final, tem como proposta servir de contribuição para os trabalhos desenvolvidos pelo Escritório de Projetos do IPEN. O modelo de avaliação, contido neste trabalho, pode ser aplicado em outras Instituições de P&D brasileiras, para que avaliem a forma e a maneira como gerenciam os seus respectivos projetos. / This paper aims to understand the dynamics involved in the project management at IPEN. To reach this goal, the method chosen was research along with academic literature of models that could serve as a base that after modifications and adjustments could reflect the reality of projects from the Public Institute of Research & Development. After undergoing statistical treatment of the data, some hypotheses were validated and showed positive influence on the project management performance, such as the influence of people who make up the teams, the leadership effect, among others. In fact, the model was found to be valid in explaining which factors are relevant for the success of the projects. One of the main goals was exactly the use of the project management evaluation model, submitted to statistical validation and not to use one available on the market, such as the P3M3 and OPM3, in order to assure the statistical control and confirmation of the results. Another goal was to use a model whose statements reflected the nature of the Research & Development project managed by researchers at IPEN. In fact, the aforementioned statements were formulated and sent via a web survey and answered by almost one hundred IPEN professionals who work on R&D projects. The following dissertation, along with the recommendations at the end, was included to serve as contribution to work developed by the IPEN Project Offices. The evaluation model included in this paper can be applied in other R&D organizations in Brazil, to evaluate the way their projects are managed.

O objetivo deste estudo é investigar, de forma comparativa entre as categorias alimento e limpeza doméstica, os antecedentes da intenção do consumidor comprar marcas próprias, bem como analisar os efeitos da diferença nos níveis de risco percebido entre essas duas categorias de produtos na formação da intenção de compra. Para o alcance desse objetivo construiu-se um modelo com base em revisões da literatura sobre marcas próprias, bem como sobre risco percebido, imagem da loja, imagem da marca própria e atitudes, construtos identificados como os principais preditores da intenção de compra. O marco teórico permitiu a construção de hipóteses acerca dos principais relacionamentos existentes entre esses construtos no contexto de marcas próprias. A seguir foi realizada uma pesquisa empírica com o objetivo de testar tais hipóteses, utilizando um questionário auto-administrado elaborado com escalas já validadas na literatura. Esse levantamento de campo (survey) coletou opiniões de uma amostra não probabilística de 1.938 clientes de supermercados, composta por pessoas de ambos os gêneros e provenientes de 26 Estados do Brasil e do Distrito Federal, com predominância do Estado de São Paulo. Os resultados obtidos por meio de modelagem de equações estruturais utilizando a ferramenta Smart PLS demonstram que há relacionamentos significativos entre o risco percebido e a imagem da marca própria; entre a imagem da loja e imagem da marca própria; entre a imagem da marca própria e a atitude; e entre a atitude e a intenção de compra, validando as hipóteses de trabalho. O estudo também conclui que o risco percebido e a imagem da loja são fortes preditores da imagem da marca própria e da atitude a qual, por sua vez, é uma forte preditora da intenção de compra. Por fim, os resultados sugerem que a imagem da loja exerce maior influência na imagem da marca própria quando se trata da categoria alimentos, identificada como de menor risco percebido. Já na categoria limpeza doméstica, a cadeia mais relevante de antecedentes à intenção de compra por parte dos consumidores passa pelas relações entre risco percebido, imagem da marca e atitude frente a marcas próprias. Essas conclusões sugerem diferenças de intensidade, senão em natureza, nas relações entre os antecedentes psicológicos à intenção de compra do consumidor quando são consideradas categorias que se diferenciam no risco percebido pelo cliente, contribuindo para uma melhor compreensão teórica do fenômeno e sugerindo implicações gerenciais na adoção de estratégias de marketing por parte dos varejistas detentores de marcas próprias. / This study aims to investigate the antecedents of consumer´s intention to purchase private brands and analyze the effects of different perceived risk levels in intention formation by comparing food and house cleaning product categories. To attain to such goal a model was developed based on literature reviews about private brands, as well as perceived risk, store image, brand image, and attitudes, constructs identified as the main predictors for purchase intention. The theoretical framework allowed the construction of hypotheses about the key relationships among the constructs in the context of private brands. A survey was then designed and executed in order to test the hypotheses. A self-administered questionnaire was build with validated scales found in marketing literature. The empirical study collected opinions from a non-probabilistic sample of 1,938 private brands supermarket shoppers, comprising persons of both genders and from all 26 Brazilian states and the Federal District, predominating residents in the state of São Paulo. Results obtained by Structural Equation Modeling using Smart PLS suggest there are significant relationships between perceived risk and private brand image; between store image and brand image; between private brand image and attitude; and between attitude and purchase intention, validating the proposed hypotheses. The study also concluded that perceived risk and store image are strong predictors for private brand image and attitude which, in turn, is a strong predictor for purchase intention. Finally, results suggest that store image has more influence on private brand image when food products are the focused category as consumers present lower perceived risk toward it. For house cleaning products, the most relevant antecedents for consumer´s purchase intention form a chain of relations from perceived risk, brand image and attitude towards private labels. These findings suggest differences in intensity, if not in nature, on the relations among consumer´s psychological antecedents for purchase intention when categories that differ on perceived risk are considered. Such findings contribute to a better theoretical understanding of the phenomenon and suggest managerial implications for marketing strategies to retailers who hold private brands.

Through the use of multiple methodologies and analytical approaches, this dissertation combines (1) sales control; (2) call center service; and (3) motivational theory to extend sales control literature beyond its current state, to consider the conflicting motivational perspectives an inside sales agent has to experience. To achieve this unification, this dissertation consists of three essays intended to: (1) identify the influence of autonomous and controlled motivation on operational sales outcome controls and performance; (2) explore the influence these motivators have on sales controls and sales performance; and, (3) understand the impact of autonomous and controlled motivation on sales agent tenure.

This study aims to analyse the impact of Social Media Marketing in Customer Brand Engagement and Brand Awareness micro-learning platforms. The sample consisted of 220 students from micro-learning platforms using social media in the educational institutions. Because social-media marketing and customer brand- engagement are second-order reflexive constructions, the two-stage approach of hierarchical models with mode-A was adopted. The results reveal that social media marketing influences both the building of customer brand engagement and brand awareness among students on micro-learning platforms. Furthermore, it was shown that customer brand engagement is an important mediator between social media marketing and brand awareness. Social-media marketing activities carried out by micro-learning platforms contribute to the generation of customer brand-engagement and brand awareness of these institutions. Furthermore, the results show that, although social-media marketing helps to generate brand-awareness, it is through customer brand-engagement that social-media marketing is most effective in generating brand-awareness. For micro-learning platforms, the results allow them to understand the importance of customer brand-engagement when using social-media marketing to generate brand-awareness.

Made available in DSpace on 2018-08-01T23:40:20Z (GMT). No. of bitstreams: 1 tese_10014_LARISSA SINCORÁ - DISSERTAÇÃO_VERSÃO FINAL_CAPA DURA.pdf: 2216917 bytes, checksum: 9fa69e4311823dccf2820e6e65e9abbf (MD5) Previous issue date: 2016-06-20 / CAPES / Esta dissertação foi desenvolvida com o intuito de avaliar o papel exercido pelas capabilidades analíticas organizacionais quando relacionadas à maturidade de gestão de processos de negócio e à resiliência organizacional. A motivação para o estudo, por sua vez, se insere num contexto no qual a sobrevivência e o crescimento das organizações estão ligados às suas capabilidades de efetivamente utilizar grandes volumes de dados provenientes de diferentes fontes para auxiliar em suas orientações estratégicas e operacionais, constituindo atualmente um fator crítico para o sucesso. Isto se evidencia porque diversas empresas, de diferentes segmentos de atuação, e de várias partes do mundo, têm adotado a abordagem analítica como um diferencial competitivo em suas operações com capacidade de influenciar as demais variáveis organizacionais. Por conseguinte, a partir da fundamentação teórica dos construtos, foi possível identificar seus domínios e formas de operacionalização, bem como as relações teóricas existentes, o que resultou no delineamento do modelo teórico da pesquisa e no questionário do tipo survey. Quanto ao percurso metodológico, a aplicação do questionário foi conduzida pelo IEL/FINDES (Instituto Euvaldo Lodi vinculado à Federação das Indústrias do Estado do Espírito Santo) a partir do envio de carta-convite aos informantes-chave da pesquisa, durante os meses de setembro a dezembro de 2015. Dessa maneira, a técnica de análise de dados empregada para avaliar as relações hipotetizadas e a qualidade do modelo teórico elaborado, consistiu-se na modelagem de equações estruturais, por meio do software Smart PLS-SEM 3.0, baseado no algoritmo dos mínimos quadrados parciais (PLS-SEM). Em seguida, após o tratamento dos dados, os resultados foram interpretados e discutidos, apontando para a existência de relações estatisticamente significativas e coerentes com o aporte teórico. Logo, foi possível concluir que as capabilidades analíticas organizacionais atuam como antecedentes de resiliência organizacional, bem como desempenham o papel de moderar a relação existente entre a maturidade de gestão de processos de negócio e a resiliência organizacional. Por fim, se teceu as considerações finais, contendo as limitações do estudo, as contribuições para a evolução dos temas pesquisados e as recomendações de futuras pesquisas em tópicos tangentes às respectivas temáticas investigadas. / This work was developed in order to evaluate the role played by organizational analytical capabilities as they relate to business processes management maturity and organizational resilience. The motivation for the study, in turn, is a part of a context in which the survival and growth of organizations are connected to their capabilities to effectively use large amounts of data from different sources to assist in their strategic and operational guidelines, being currently a critical success factor. It becomes clear because several companies from different segments and in various parts of the world have adopted the analytical approach as a operational competitive advantage, with the ability to influence other organizational variables. Therefore, through the theoretical foundations of the constructs were identified domains and forms of implementation, as well the existing theoretical relationships, which resulted in the delineation of the theoretical research model and the questionnaire used for the survey. As for the methodological approach, the questionnaire was conducted by IEL/FINDES (Institute Euvaldo Lodi linked to the Federation of Industries of the State Espírito Santo) from sending an invitation letter to key-informants of the research, during the months of September to December 2015. Thus, the data analysis technique used to evaluate the hypothesized relationships and the quality of the developed theoretical model consisted on structural equation modeling by using the software Smart PLS-SEM 3.0, based on the algorithm of partial least squares (PLS-SEM). Therefore, it was concluded that the organizational analytical capabilities acts as organizational resilience antecedents, as well plays the role of moderating the relationship between the business processes management maturity and organizational resilience. In addition, after data treatment, the results were analyzed and discussed, pointing to the existence of statistically significant and consistent relations with the theoretical framework. Finally, were made the final considerations, exposing the study's limitations, the contributions to the evolution of the researched topics, and future research recommendations on tangential topics related to the themes investigated.

This study is mainly designed to investigate the issue of acceptance and use of Information and Communication Technologies (ICTs), and examine factors that influence and predict acceptance and use of ICTs among Staff Members (SMs) of Khartoum State Universities (KSUs) (Sudan). To achieve these objectives the study was structured in seven chapters that represent the chronological development of the study. The review of the literature allows for the development of a study conceptual framework, instruments, and methodology of the study. A mixed methodology, mainly quantitative questionnaire of a deductive nature and qualitative methods, was employed. Of 787 questionnaires randomly distributed 527 (a response rate 67 %,) was received and analysed. The analysis was performed using SPSS, Smart Partial Least Squire (Smart-PLS), and qualitative analysis. Thus, descriptive, explanatory, and content analyses were presented and discussed. The results of the analysis of the situations and variations provide important information on SMs’ skills, experience, purposes and duration of ICT use. The result revealed that, ICTs were widely used by most SMs. However, relatively low numbers of SMs used ICTs in teaching. Perceived usefulness (PU) and SMs’ intrinsic motivation were the main reasons that motivated SMs to use ICTs. Amongst different purposes of using ICTs, SMs use it principally for teaching and academic purposes. Among many suggested constrains, specific infrastructure, organization, and individual level were strongly agreed on as the main problem that hinder SMs’ ICT use. The statistical analysis revealed that the use of ICTs for teaching and the duration of this use vary significantly with variations in SMs’ demographic and personal characteristics. In order to examine factors influencing SMs’ acceptance and use of ICTs, a conceptual framework and relevant instruments of data collections, which was based on technology acceptance model (TAM) supported by other models, were developed. The analysis of Structural equation modelling (SEM) via smart-PLS confirmed the reliability and validity of the measurements and the structural models. The results of the analysis of the structural models indicate that nine out of thirteen claimed hypotheses were proved and supported. The findings proved applicability and the validity of TAM in predicting SMs’ acceptance and use of ICTs in the study context. SMs’ acceptance of ICTs was found to. / Die vorliegende Arbeit beleuchtet die Fragen der Akzeptanz und Nutzung von Informations- und Kommunikationstechnologien (IKT). Sie untersucht am Beispiel des Lehrpersonals von staatlichen sowie privaten Universitäten im Bundesland Khartum (Sudan), welche Faktoren und Einflüsse eine Vorhersage von IKT-Akzeptanz und Nutzung ermöglichen. Die Darstellung gliedert sich in sieben Kapiteln, die die chronologische Entwicklung der Studie repräsentieren. Ein vorausgehendes umfangreiches Literaturstudium ist die Grundlage für den konzeptionellen Rahmen und die Methodik der vorgelegten Arbeit. Die Ergebnisse der Arbeit beruhen auf einer Mischung von quantitativen (Fragebogen) und qualitativen (Interviews und eigene Beobachtung) Untersuchungsmethoden. Die Hauptuntersuchungsmethode war ein bereits vorhandener Fragebogen, dessen inhaltliche Gliederung ergänzt, präzisiert und weiter entwickelt wurde für die Anwendungsgebiete im Sudan. Die Grundlage war die Befragung von 787zufällig ausgewählten Lehrkräften aus sieben privaten sowie sieben staatlichen Universitäten. Von den 787 ausgegebenen Fragebögen konnten 527 (67%) ausgewertet werden. Diese Auswertung erfolgte mittels SPSS, Smart PLS. Dazu wurde zusätzlich eine qualitative analyse genutzt. So wurden deskriptive, explorative und enthaltene Analysen vorgestellt und diskutiert. Die Ergebnisse der Analyse der Situationen und Variationen liefern wichtige Informationen über SMs 'Fähigkeiten, Erfahrung und Dauer der IKT-Nutzung. Dabei konnte nachgewiesen werden, dass eine IKT-Nutzung unter den Befragten Lehrkräften zwar generell weit verbreitet ist, in Lehrkontexten jedoch erkennbar seltener Anwendung findet. Für eine IKT-Nutzung wesentliche Gründe stellen die intrinsische Motivation eine Person sowie soziale, kulturelle und organisatorische Normen dar. Als Hemmnisse eine IKT-Nutzung werden nicht nur organisatorische und administrative Mängel und Schwächen, sondern auch individuelle Einflüsse bennant. Die Nutzung von IKT für die Lehre und die Dauer ihrer Verwendung konnte dargestellt werden als einige erheblich variierte demographische und persönliche Eigenschaften Zur Untersuchung von Einflussfaktoren auf die Lehrpersonal Akzeptanz und die Nutzung von IKT wurden ein konzeptioneller Rahmen und relevante Instrumente der Datensammlungen auf der Basis des Technologieakzeptanz Modells (TAM), unterstützt von anderen Modellen, entwickelt. Die Analyse von Strukturgleichungsmodellen (SEM) via Smart-PLS bestätigen die Zuverlässigkeit und Gültigkeit der Messmodelle. Die Ergebnisse der Analyse der Strukturmodelle zeigen, dass neun von dreizehn Hypothesen geprüft und bestätigt wurden. Im Rahmen der Studie bewiesen die Ergebnisse die Anwendbarkeit und Gültigkeit der TAM in der Vorhersage SMs Akzeptanz und Nutzung von IKT. Es wurde festgestellt, dass die Lehrpersonal Akzeptanz von IKT vor allem von PU und Benutzerfreundlichkeit (PEU) beeinflusst und bestimmt werden. Ergebnisse zeigen, dass Situationsfaktoren (SFs) dominanten Einfluss auf die Nutzung von IKT SMs haben Dagegen wurden Einschränkungen (COs) gefunden, um negative nicht signifikante Wirkungen zu haben. Die Erleichterungs-Faktoren (FF) haben jedoch positive dominant signifikante Wirkungen. Bei der Nutzung und Akzeptanz von IKT wurde außerdem festgestellt, dass sie direkt und indirekt von sozialen Faktoren (SIP) und kulturellen Faktoren (CUFs) beeinflusst werden. Die Tests mit Hilfe der Multigruppenanalyse(MGA) zeigen, dass die Kultur mäßigende Wirkung auf SMs IKT Akzeptanz und Nutzung hat. Die Ergebnisse wurden weiter unterstützt und ergänzt durch Informationen aus eingehenden Interviews und Beobachtungen. Bei der abschließenden Diskussion wurde festgestellt, dass einige Ergebnisse in der einschlägigen Literatur nicht unterstützt werden. Die Diskussion schlussfolgert zu den entwickelten Modellen von IKT, dass sie die positiven signifikanten (direkten und mäßigenden) Beziehungen von reflektierenden Faktoren enthalten, die die IKT Nutzung und Akzeptanz durch das Lehrpersonal in KSUs beeinflussen. Die Studie impliziert: Beiträge zu Wissen, Theorie und Praxis wurden weiter diskutiert, gefolgt von Schlussfolgerungen und Empfehlungen.