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Doctoral Dissertations

Individual information system acceptance behaviour: An electronic ordering system case

By Katarina Arbin (2009)

Organizations have spent and continue to spend millions of dollars on information systems (IS) in order to enable business success. Information systems have long been used to help managers make better decisions, better understand the nature of customers and improve employee productivity. They have enabled transformations in organizations, such as simplification and acceleration of work processes, and contributed to continued improvement and innovation in these processes. It is not that easy however to make this simplification and acceleration of work processes to happen. A common problem is that individuals that are supposed to use these systems do not use them, and if an information system is to contribute to business success it has to be adopted and used. The question is therefore, how do we get individuals to adopt and use systems that are implemented?

This dissertation focus on what influences individual adoption and use, and how we can get individuals to adopt and use systems that are implemented. The information system under investigation is an electronic ordering (e-ordering) system. E-ordering systems are used by individual end-users (requestors, authorizers and goods receivers) in an organization when ordering products and services. The system aims at contributing to reduced maverick (i.e. wild) purchases and increased compliance with a few centrally chosen suppliers, thus facilitating lower purchasing prices and a reduction of the costs for purchasing.

The thesis also discusses the relative difficulty in getting individuals to continue to use the system compared to get them to adopt it. Another issue that is discussed is that the acceptance process does not have to happen gradually, it can instead happen in short spurts. It is further discussed what can influence these spurts.


Trust-building and communication in SME internationalization : A study of Swedish-Japanese business relations

By Niklas Z Kviselius (2008)

Trust is a crucial element in business relationships. The early internationalization of a firm is interesting as a context for studying trust-building processes for several reasons. The internationalization is related to risks just as trust is. New business relationships are opened up, situations in which trust is a critical element. But internationalization is also connected to circumstances wherein trust-building is particularly challenging to achieve.

This dissertation increases understanding of the process of trust-building in a firm’s early internationalization. It represents a view where trust is not an irrational act but a manageable act of faith in people, relationships, and social institutions. The communication of trustworthiness is argued to be one of the critical empirical problems in the early stages of starting up a relationship with a party on a new market. To manage this communication an ability to communicate must be fine-tuned along the way. Trust-facilitators in the form of organizations and individuals can also strategically be used to strengthen the trust-building process.

By following three Swedish high-tech SMEs along their way into the Japanese market, lessons have been learnt on how actors have provided a more or less beneficial environment for trust-building to take place and in this way actively affected the building of trust.


Development of new media products

By Christopher Rosenqvist (2000, KTH Royal Institute of Technology, Superseded Departments, Production Systems)



















Concurrence, Transition and Evolution – Perspectives of Industrial Marketing Change Processes

By Per Andersson (1996)

This is a dissertation (consisting of two volumes) dealing with industrial marketing change processes. The study explores a key theoretical and practical problem in industrial marketing; how to create major organizational marketing change in large and complex industrial companies. The study focuses on the interplay between longitudinal, strategic changes in marketing operations and the moving contexts in which they emerge. On theoretical and empirical grounds a number of perspectives on industrial marketing change processes become apparent. In the analysis of a set of focal marketing change episodes, several structural-contextual and temporal focuses are featured. Marketing change episodes are viewed as embedded in a set of concurrent change processes. They are also part of marketing system transitions, building on, while breaking with, the structures of prior changes, moving towards new states of functioning. Marketing change episodes are also viewed as embedded in more long-term, historical processes of change. Putting in focus the industrial marketing change processes, the study embraces the idea of an inseparable relationship between change and stability. The study of the dynamic interplay between marketing change agency and moving contexts concludes with a set of theoretical and managerial issues.

The empirical part of the study describes a set of marketing organization changes in Pharmacia Biotech AB between 1989 and 1993. These reorganization processes are the focus of a historical study of the company covering the period 1959-1995, including a prologue starting in the 1930s. This volume (EFI Publ. No. 409) complements a separate case study volume entitled “The Emergence and Change of Pharmacia Biotech 1959-1995 – The Power of the Slow Flow and the Drama of Great Events” (EFI Publ. No 410).


Studier i lokalisering: Regional strukturanalys

By Bertil Thorngren (1972)