Organizations are increasingly focusing on their value chain activities in an effort to improve their performance, especially in the recent economic times. Improving the effectiveness and efficiency of their channel activities has become a focal point for many organizations. Interorganizational systems (IOS’s) have played an important part in this effort. While in theory, IOS’s have the ability to enhance the degree of cooperation and coordination between two channel partners, often the results obtained are not what is expected. Hence, it becomes very important to understand the barriers to the assimilation of these technologies. Drawing upon theoretical perspectives of governance, including transaction cost analysis (TCA), control theory and agency theory, we develop an integrative model that examines the factors that influence an organizations assimilation process. The model identifies and examines three stages of assimilation: technological, exploitive and explorative assimilation that add value to an organization. The model features asset specificity, technological uncertainty, performance documentation, agent orientation and bilateral governance mechanisms as antecedents to assimilation. It also examines the moderating effects of bilateral mechanisms. Our results suggest that theories of governance provide an additional lens to examine assimilation phenomena. In specific, our empirical analysis leads to several key findings: (1) channel partners who are locked in to the relationship with high levels of asset specificity are more likely to assimilate the technology; (2) bilateral governance mechanisms are a key force in the assimilation process, with both direct and moderated effects; (3) organizations that view the channel partner as an agent of the firm are less likely to adopt the technology, especially when the relationship exhibits low levels of bilateral governance mechanisms. Together these findings provide new insights into barriers to the assimilation of IOS’s in channel relationships.

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Approved for public release; distribution is unlimited. / This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. As such, it is in the public domain, and under the provisions of Title 17, United States Code, Section 105, it may not be copyrighted. / MBA Professional Report / In an effort to align sources with requirements, the Department of Defense has implemented initiatives that mirror industry's strategic sourcing practices. These initiatives include Consolidated Purchasing, Commodity Councils and Regionalization. This project will examine a successful Commodity Council (CC), a failed CC, and one in the early stages of development. We will seek characteristics common to both successful and unsuccessful councils, as well as characteristics that differentiate the outcomes. We will include a brief history of strategic sourcing as a long-term supply-chain management solution in the private sector, the impetus behind AF implementation of strategic sourcing through CCs; associated transactions costs, and finally, the resource management practices necessary to move beyond theory to practical application. The results are illustrated in a case study which will provide a template for successful implementation.

This thesis consists of two central Parts. Part 1 examines the extent to which an agent s transaction-specific investments (TSIs) in a customer relationship increase his/her concerns for opportunism by his/her own co-workers. Thus, unlike prior research in marketing that examines opportunism by the recipient of TSIs, I show that agents become concerned with opportunism by non-recipients of TSIs. I then introduce novel moderators that shape the relationship between TSIs and concerns for internal opportunism. Importantly, I also show that in response to concerns for internal opportunism, agents will engage in internal safeguarding behaviors. Notably, unlike external safeguards between firms which tend to benefit firms (e.g., relational norms), I show that internal safeguarding has a deleterious effect on performance. I test the set of hypotheses with data collected from two sources: account managers and their supervisors. In Part 2, I advance the emerging view on customer solutions by simultaneously examining the networks within and between selling and buying teams involved in the development and deployment of complex customer solutions. Such a concurrent within-and-between perspective helps to bridge research on buying and selling teams, which prior research tends to examine only in isolation of each other. This research also extends the literature by showing how within-team network characteristics interact with between-team network characteristics to affect solution effectiveness. Notably, I advance the literature by moving beyond firm-level and individual-level dyads to team-level dyads and introduce a new network characteristic mirrored ties to help our understanding of the interactions between these dyads. I develop my hypotheses in the context of a sales team selling a complex customer solution to a buying team and test the hypotheses using an innovative, picture-based conjoint field experiment from 233 purchasing managers.

Internationalisation theories and other aspects of this phenomenon have been investigated by researchers to a large extent with respect to MNCs, MNEs and SMEs. However not very much attention has been devoted to the study of the internationalisation of family firms and factors influencing this process. Specifically, in the current era of the third wave of internationalisation, where firms from emerging country markets are internationalising, there has not been sufficient research to investigate, how, when, and why family firms from an emerging country market such as South Africa internationalise. Family firms in South Africa contribute significantly to the economic developments of their nation. They form 80% of businesses within the country and 60% of the firms listed on the Johannesburg Stock Exchange. Therefore, research into the internationalisation of these family firms will not only be beneficial to the South African family businesses investigated, but it will also add valuable knowledge and insight to the internationalisation phenomenon with respect to the nation’s family firms. This study sets out to fill this gap by examining and explaining the internationalisation of South African family firms, and identifying the possible lessons that could be learnt from the internationalised South African family firms by their not yet internationalised counterparts. This research was conducted through a qualitative case study of six South African family firms, out of which three have internationalised and three are yet to internationalise. Face-to-face interviews conducted with the owners and managers, as well as secondary sources of data formed the base of the empirical data analysed. The interview questions were grouped under the concepts of family impact, decision-making, business networks and culture. These concepts were examined and their impact on internationalisation explained. The researchers conclude that chance played the most important role in the internationalisation of the firms. The chance to internationalise however, was made available to these firms through their business networks.

Magister Administrationis - MAdmin / This research investigates the performance of private sector participation (PSP) in the water sector from a governance perspective. It is concerned with the role that institutions play in the interaction between the state and the private sector, which occurs with respect to the regulation and implementation of such PSP arrangements. The research takes place within the context of a development debate and practice, which identifies water as a key poverty issue in a substantial part of the developing countries, which advocates private sector participation as a remedy to inadequate water management and which acknowledges good governance as a crucial requirement for development. Nevertheless, few studies have scrutinized the impact of governance and institutions on the outcome of PSP arrangements in the water sector. Most research on the performance of PSP arrangements has examined exogenous and endogenous determinants, such as the price mechanism and the property rights allocation, but these factors proved unsatisfactory as explaining variables in the context of natural resource management. To contribute to filling a gap in research this study aims at evaluating the impact of institutional frameworks on the outcome of private sector participation in water supply and sanitation through a case study of the Management Contract for Water and Wastewater Service in the Amman Governorate, Jordan. At the end of the 1990s the quality of water supply and sanitation in the Jordanian capital Amman was unsatisfactory, as supply was insufficient and entailed high costs. Therefore, in 1999, the government of the Hashemite Kingdom of Jordan contracted a private joint venture to improve water service provision in the Amman Governorate. The research takes into account the specific institutional framework for the mentioned arrangement in Amman, which is comprised of the national judicial and political institutions, the specific regulatory institutions as well as relevant international institutions. These institutions are not limited to laws and regulations only, but also include informal institutions such as traditions. The specific objective of this study is to show how the institutional framework of a transaction affects regulatory processes by abating and amplifying the potential for opportunistic behavior of the contracting parties, and thereby affecting the performance of a privately operated water utility. The examination of the institutional framework of the Amman Management Contract revealed that mainly judicial and international institutions and specific contract rules were constraining the discretion of the contracting parties. Political checks and balances were insufficiently established and the regulatory institutions of the water sector were set up in an improper way. The field study discovered that the resulting discretionary power of certain actor was used opportunistically, which had a detrimental effect on the outcome of the PSP arrangement. Nevertheless the overall performance of the arrangement was good from which the general insight was drawn that regulatory credibility may be developed even in unpropitious environments. However, to be able to judge upon the effect of governance and institutions on a planned or existing PSP arrangement each time a complex assessment of the respective institutional environment is necessary. This is because institutions may not be seen as independent building blocks but rather form a network which is likely to be unique for each country and situation. The mini-thesis is organized as follows. In Chapter 1 an outline of the study and its problem background is provided. Chapter 2 provides a detailed literature review and sets out the theoretical framework and research hypotheses of the study. Chapter 3 outlines the research design and methodology that was used for the study. Chapter 4 provides background detail on the Jordanian political, economic and social situation, on the issues pertaining to the water sector, andon the Amman water contract. Chapter 5 provides a description and analysis of the main research findings. Chapter 6 provides a summary as well as final conclusions and considerations.

This thesis challenges two key assumptions made in the current Islamic banking literature. Firstly, this thesis challenges and empirically invalidates the assumption that all Islamic banks are indistinguishable from their conventional counterparts and are thus equally unIslamic. To do so, this thesis uses the profit and loss sharing (PLS) criteria, which is central to the philosophy of Islamic banking and is the key principle differentiating Islamic from conventional banking, in theory and practice. By investigating variation in PLS levels between Islamic banks and comparing with conventional banks with and without Islamic windows, this thesis illustrates that the Islamic banking industry does not comprise a homogeneous group of banks that are all indistinguishable from their conventional counterparts. Rather, a typology of Islamic banks exists, comprising of three distinct groups of banks, each one following a different business model. While one group can genuinely be considered indistinguishable from conventional banks, another group shows clear evidence of pursuing PLS-oriented strategies in formulating its asset portfolio, differentiating itself from the purely debt-based intermediation model adopted by conventional banks. As such, empirical evidence shows that some Islamic banks are, in practice, operating closer to the PLS principle and can thus be considered more Islamic than others. Further investigation illustrates that the institutional environment matters for the provision of ideal PLS Islamic financing instruments. Secondly, this thesis overcomes two methodological issues to compare the corporate social performance (CSP) of Islamic and conventional banks. In doing so, this thesis challenges the second identified assumption from the literature, that religion-specific category of corporate social responsibility (CSR) is particular to Islamic banking, and invalidates it on conceptual, theoretical and empirical basis. A novel CSP Index based on the evidence-based disclosure criteria, comprising of 6 dimensions and 25 social performance indicators is constructed and complemented with three Social Performance Quantitative Indicators (SPQIs) to compare the CSP of Islamic and conventional banks. From this comparison, this thesis concludes that, contrary to the industry s claims and expectations held of it, Islamic banking does not offer an ethical alternative to conventional banking. Differences in the level and composition of CSP between the two industries are more subtle and require a nuanced approach to be studied.

This study investigates what three large, multinational hospitality companies do in practice when evaluating and making IT investment decisions. This study was launched in an attempt to 1) learn more about how multinational hospitality companies evaluate, prioritize, and select IT investments in the context of hotel GDS; 2) call attention to an important and costly topic in hopes of improving current practices; and 3) fill a noticeable literary void so that future researchers on IT and hotel GDS would have a foundation and starting point. The perennial question of any business is "How does an organization add value?" Value can be defined from many different perspectives and may result from tangible and intangible factors. Principal stakeholders include shareholders (investors), customers, and employees. Shareholders typically measure value in terms of economic return on their investment based upon some level of perceived risk. For customers, value is assessed in terms of a price-value relationship; that is, how much they received in terms of product and services for the price they paid. For employees, value is measured by salary and by the intrinsic rewards of the job. Yet, one of the most elusive questions with respect to information technology is "How can value be measured?" Hospitality executives are being pressured daily to invest more in information technology (IT) - especially in the area of hotel global distribution systems (GDS), which have become the cornerstone of a hotel firm's IT infrastructure and portfolio. There are a number of sweeping changes on the horizon impacting hotel GDSs and requiring the development of a well-crafted strategy for global distribution systems. These broad changes include bypass theories to remove airline GDSs and travel agents, the introduction of new and emerging player, and innovative approaches to pricing and promotion. Many of these developments offer promise to hoteliers, but they also threaten their control over their customer relationships and their inventory and add to the complexity and cost of distribution. Selecting the appropriate distribution channels is paramount to success and important if hotel firms are to grow top-line revenue and control overhead; yet the number of choices facing hotel executives is overwhelming. They are also at a loss for measuring value derived from IT. One of the greatest issues plaguing the advancement of technology in the hospitality industry is the difficulty in calculating return on investment. Until recently, most technology investment decisions have been considered using a support or utility mentality that stems from a manufacturing paradigm. Under such thinking, business cases could be built around an application or technology's ability to reduce costs or create labor savings. However, management's attitudes towards technology have been shifting in recent years. The more technologically savvy hospitality companies are looking to IT to build strategic and competitive advantages. These types of investments yield results over time, and seldom in the short-run. This is problematic among owners and investors who demand more immediate results. Moreover, it is difficult to quantify and calculate the tangible benefits of technology when it is used for strategic purposes. Today's financial models are inadequate for estimating the financial benefits for most of the technology projects under consideration today. While the hospitality industry has disciplined models and sufficient history to determine the financial gains or success of opening a new property in a given city, it lacks the same rigorous models and historical data for technology, especially since each technology project is unique. Although this problem is not specific to the hospitality industry, it is particularly problematic since the industry tends to be technologically conservative and unwilling to adopt new technology applications based on the promises of its long-term merits if it cannot quantify the results and calculate a defined payback period. When uncertainty surrounds the investment, when the timing of the cash flows is unpredictable, and when the investment is perceived as risky, owners and investors will most likely channel their investment capital to projects with more certain returns and minimal risk. Thus, under this thinking, technology will always take a back seat to other organizational priorities and initiatives. Efforts must be made to change this thinking and to develop financial models that can accurately predict and capture the financial benefits derived from technology. Given the present predicament and difficulties surrounding the current tools, techniques, and measures, executives are faced with an important choice. They can 1) continue to use the present methods despite their shortcomings, 2) dispense with ROI, cost-benefit, and discounted cash flow analyses altogether for IT projects, or 3) develop new methods, tools, and measures that can accommodate the complexities of IT and quantify the intangibles. This study is a call to action in favor of the latter because the measures determine not only which projects will be accepted but also how their success will be evaluated. Having a rigid evaluation process forces executives to identify a project's potential contribution and align the project's objectives with the firm's strategic goals and objectives. Using the co-alignment principle as its theoretical underpinning, this study employs a multiple-case design to investigate the resource allocation processes used with respect to information technology and global distribution systems. It looks at how three leading, multinational hospitality firms address IT project/investment evaluation and decision-making, the measures they use, and the frustrations they encounter. These frustrations include problems that arise from a hotel firm's fragmented ownership as well as from hotel executives' inability to measure the results of IT through definitive cause-and-effect relationships. The results of the study provide affirmation of the co-alignment principle and document linkages and co-alignment between strategy and IT. Clearly, decisions involving IT and hotel GDSs require multivariate measures, multidimensional perspectives, and multidisciplinary involvement. However, research from the marketing discipline is noticeably absent in this area. This study concludes that because IT plays an important enabling role for marketing initiatives and is redefining the supply chain of a hotel firm, marketing researchers can no longer stand on the sidelines. This study also identifies three important constructs, or classes of variables (context, process, and project), the variables comprising each, and their influences on the evaluation and decision-making processes. These findings add to the understanding of IT evaluation, measurement, and decision-making in the context of hotel GDS. This study clarifies the intangible aspects in hopes that useful measures can be developed in subsequent research to quantify and evaluate these costs and benefits. Finally, this study provides a series of prescriptions or recommendations gleaned from the three companies that were the focus of this study in hopes that they will lead to the development of best practices in the hospitality industry. / Ph. D.