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The Internet has provided IS researchers with the opportunity to conc.' uct studies with extremely large samples, frequently well over 10,000 observations. There are many advantages to large samples, but [...]

This paper examines the impact of electronic commerce on markets for time-sensitive goods. These goods decrease significantly and rapidly in value, possibly becoming worthless, if not used. Typical examples of time-sensitive goods include tickets to sporting events, fresh produce, or empty seats on a departing flight. Drawing from the literature on electronic commerce, technology innovation, and electronic auctions, we suggest nine propositions about online markets for time-sensitive goods and a framework describing how the nature of the good, the parties involved in the exchange, and the market organizing institutions influence the impact of electronic commerce on these markets. We examine the current state of electronic market adoption for time-sensitive goods through a topology of these goods and a thorough search for their markets. Findings indicate low levels of adoption of both fixed price and auction mechanisms for markets for time sensitive goods, suggesting the presence of significant implementation challenges. Finally, we discuss the implications of these findings and suggest future research opportunities. This research was supported by a grant from the National Science Foundation (grant no. ITR-0205489), INTRODUCTION The Internet and electronic commerce have greatly influenced the way that goods are exchanged and have penetrated markets for nearly every type of product. Ecommerce provides direct benefits to [...]

The use of H-1B and other work visas to hire foreign information technology (IT) professionals in the United States has attracted significant controversy and policy debates. On one hand, hiring high-skill foreign IT professionals on work visas can be advantageous for U.S. firms and the overall economy. On the other hand, high-skill immigration can adversely impact the wages of foreign and American IT professionals. This study uses data on skills and compensation of more than 50,000 IT professionals in the United States over the period 2000-2005 to study patterns in compensation of foreign and American IT professionals to inform these debates. Contrary to the popular belief that foreign workers are a cheap source of labor for U.S. firms, we find that after controlling for their human capital attributes, foreign IT professionals (those without U.S. citizenship and those with H-1B or other work visas) earn a salary premium when compared with IT professionals with U.S. citizenship. The salary premiums for non-U.S. citizens and for those on work visas fluctuate in response to supply shocks created by the annual caps on new H-1B visas. Setting lower and fully utilized annual caps results in higher salary premiums for non-U.S. citizens and those with work visas. We discuss implications of this study for crafting informed visa- and immigration-related policies by the U.S. government, for staffing practices of firms, and for human capital investments by IT professionals. Key words: IT professionals; high-skill immigration; H-1B; work visa; managing IT resources; compensation; IT human capital; globalization History: Received June 26, 2008; accepted October 3, 2009, by Sandra Slaughter, information systems. Published online in Articles in Advance March 23, 2010., 1. Introduction The globalization of work is a two-way street. Whereas one aspect of globalization relates to outward mobility of work to foreign workers at remote locations as reflected in [...]

This paper analyzes the impact of e-commerce on markets where established firms face competition from Internet-based entrants with focused offerings. In particular, we study the retail brokerage sector where the […]

Abstract It is difficult for the firm competing through information technology resources to gain a sustainable advantage because systems are easy to imitate and substitute resources are often available to [...]

The results of this study of sales response functions in the retail apparel industry indicate that territorial potential and sales representative's workload are important predictors of sales. The findings are used to derive a model to assist management in determining sales force size and evaluating sales performance. [ABSTRACT FROM AUTHOR]

The article presents letters to the editor in response to articles in previous issues including "Cannibalism in the Marketplace" and "The Trade Area Mix and Retailing Mix: A Retail Strategy Matrix," both in the October, 1976 issue and "The Nature and Scope of Marketing."

We introduce a set of information technology variables which can be used in designing organizations. We first discuss traditional design variables and then present a series of options enabled by modern information technology (IT). We use these IT design variables to describe four prototypical organizations that are beginning to appear in the workplace: virtual, negotiated, traditional, and vertically integrated. It is argued that an organization designer must also consider how structure and technology influence job tasks and people in order to be successful. We then discuss potential implementation difficulties, particularly in motivating traditional organizations to take advantage of IT design variables. We conclude that the design of information technology and the design of organizations are largely becoming the same task. [ABSTRACT FROM AUTHOR]

A theory of intraorganizational power is discussed and applied to the information services department. This study involved the collection of data from 37 plant managers on their perceptions of the power of information services. The results indicate that plant managers, like their department manager counterparts in an earlier study, considered the information services department to be the least critical for success of five departments. Centralization of decision making was found to be positively related to information services department power. The implications of the study for distributed versus centralized information processing are discussed. [ABSTRACT FROM AUTHOR]

The Internet has provided IS researchers with the opportunity to conduct studies with extremely large samples, frequently well over 10,000 observations. There are many advantages to large samples, but researchers using statistical inference must be aware of the p-value problem associated with them. In very large samples, p-values go quickly to zero, and solely relying on p-values can lead the researcher to claim support for results of no practical significance. In a survey of large sample IS research, we found that a significant number of papers rely on a low p-value and the sign of a regression coefficient alone to support their hypotheses. This research commentary recommends a series of actions the researcher can take to mitigate the p-value problem in large samples and illustrates them with an example of over 300,000 camera sales on eBay. We believe that addressing the p-value problem will increase the credibility of large sample IS research as well as provide more insights for readers. [ABSTRACT FROM AUTHOR]

This paper analyzes the impact of e-commerce on markets where established firms face competition from Internet-based entrants with focused offerings. In particular, we study the retail brokerage sector where the growth of online brokerages and the availability of alternate sources of information and research services have challenged the dominance of traditional brokerages. We develop a stylized game-theoretic model to analyze the impact of competition between an incumbent full-service brokerage firm with a bundled offering of research services and trade execution and an online entrant offering just trade execution. We find that as consumers' willingness to pay for research declines, the incumbent finds it optimal to unbundle its offering when competing with the online entrant. We also find that the online entrant chooses a lower quality of trade execution when faced with direct competition from the incumbent's unbundled offering. The analytical model motivates a unique field experiment placing actual simultaneous trades with traditional full-service and online brokers, to compare order handling practices and the quality of trade execution. In keeping with our analytical results, our empirical findings show a significant difference in the quality of execution between online brokerages and their full-service counterparts. We discuss the relevance of our findings for quality differentiation, price convergence, and profit decline in a variety of markets where traditional incumbents are faced with changes in the competitive landscape as a result of e-commerce. [ABSTRACT FROM AUTHOR]

Does the Internet have the potential to accelerate development in poor nations? Or is it an innovation that will widen the gap between wealthy and poor countries? This paper places the Internet in a framework of major innovations in modern economic history that have contributed to increased global economic inequality. To study whether the Internet has the potential to do the same, we investigate the determinants of Internet diffusion and explore differences between developed and developing nations. Our findings indicate that developing countries are being left behind as the transformation to the 'new economy' takes place in wealthier countries. If this trend continues, it may have dire consequences for world economic inequality and political stability, as did great innovations of earlier eras. We consider policies that might accelerate the development of information technology in poorer countries so these nations can benefit from the technological revolution occurring in wealthier countries. We also discuss why it might be in the interest of the developed countries to pursue such policies. [ABSTRACT FROM AUTHOR]

Organizations invest in technology with the expectation that it will contribute to performance, and members of the organization must use technology for it to make a contribution. For this reason, it is important for managers and designers to understand and predict system use. This paper develops a model of workstation use in a field setting where the use of the system is an integral part of the user's job. The model is based on the Technology Acceptance Model (TAM), which we extended to include social norms, user performance, and two control variables. Brokers and sales assistants in the private client group of a major investment bank provided data to test our extended model. The core perception variables in TAM do not predict use in this study. Social norms and one's job requirements are more important in predicting use than workers' perceptions about ease of use and usefulness. The paper discusses the implications of these findings and suggests directions for future research. [ABSTRACT FROM AUTHOR]

This paper discusses results of a longitudinal field experiment to evaluate the implementation of a computer-based system. This new system includes the introduction of an optically scanned order input form and new computer programs. It is hypothesized that successful implementation would be affected by the quality of service and the personal costs and benefits to the users of the new system. The experimental results show a marked reduction in job satisfaction after implementation of the new system. The implications of the findings for the implementation of computer-based systems in general are discussed. [ABSTRACT FROM AUTHOR]

The results of a study of computer utilization in the Graduate School of Business at Stanford are presented. The benefits and costs of a dedicated time-sharing system acquired by the Business School to supplement the central campus computer facility are discussed. The study showed that the time-sharing system produced many benefits, including improved service and a lower per student cost for computing. The implications of the Stanford experience for other schools are discussed. [ABSTRACT FROM AUTHOR]

A decision-making orientation to systems design has been suggested to overcome some of the current deficiencies of computer-based information systems. This paper derives several hypotheses from a decision-making framework proposed by Robert Anthony. These hypotheses are tested with empirical data from a sample of twenty major computer-based information systems drawn from seven Bay Area manufacturing firms. The results indicate that present computer-based information systems follow the descriptive aspects of the Anthony framework, but have had little effect on top management. There is little evidence of common guidelines for systems design which are accepted by the different companies. The data also indicate that users have a strong negative reaction to large numbers of computer-produced reports. The implications of the results for systems design are discussed. [ABSTRACT FROM AUTHOR]

The article examines the use of an accounting information system for evaluating the success of an organization. A descriptive model of the relationship among classes of variables affecting performance, the use of information, and action is described by the author. Performance is expected to be influenced by a number of variables which are likely to have a low correlation with performance. Performance is expected to be influenced by a number of situational and personal factors based on the results of several past studies of sales force performance. The organization involved in this article is a major California bank with more than 200 branches in the state. Branch banking in California is unique; there is fierce competition even for retail business which is usually ignored by commercial banks in other states. The bank is a major user of computers and has a number of information systems producing reports for distribution to branch management. Interviews were held with members of the information systems department staff to select reports which have managerial significance, that is, which provide information beyond routine operational data.

This paper reports on an effort to integrate symbolic and mathematical models to tailor the output of a mathematical model to the particular domain of a decision maker. AESOP combines the Black-Scholes model of stock options pricing with an expert system; the integrated model is designed for use by an options specialist on the American Stock Exchange. The specialist makes a number of adjustments to the output of the mathematical model; the purpose of the symbolic mode! is to make as many of these modifications as possible automatically. The paper reports on the development and structure of AESOP and presents data on its use. [ABSTRACT FROM AUTHOR]

This paper presents the results of an experiment designed to investigate the impact of computer-based graphics on decision making. The experimental task consisted of selecting quarterly reorder quantities for an importer under condition of uncertain demand. Subjects in the experiment were participants in an executive program for middle and upper level managers. Each subject received information on the cumulative probability distribution of demand and had an opportunity to run up to eight trial simulations with past demand data using his or her order quantities. After completing the trial simulations, the subjects made quarterly ordering decisions for one year in which the quantities demanded were drawn from the demand distribution. Treatments included the use of a hard copy terminal and five different types of displays on a CRT. The results of the experiment provide limited support for the use of graphics presentation in an information system. Decision or cognitive style also appears to be an important variable influencing the performance of an individual and the reaction to an information system. The implications of the findings for the design of information systems are discussed. [ABSTRACT FROM AUTHOR]

A logistics management game was modified to provide an information/decision system that would serve as a framework for experimentally investigating the impact of the mode of information presentation. Subjects played the game by making a series of weekly decisions during each of two playing sessions. The experimental treatments were varied between sessions to permit the testing of a set of hypotheses pertaining to the impact that information and its mode of presentation might have upon performance and the rate of performance change. Data on player decisions and simulated results (performance) were collected automatically by the modified gaming system while data on player backgrounds were collected via questionnaires. The experimental data provide some support for hypotheses relating to the superiority of display terminals and the influence of user background on exhibited learning. The data does not, however, provide solid support for hypotheses relating to the impact of additional information or of graphical forms of information presentation. Analysis of the experimental data suggests the need to consider individual and user-group differences in systems design. User background differences may also considerably complicate the design of graphical output for information systems. Experimental research involving human interaction with information systems is a very difficult undertaking. The experiences gained from this project and reported in this paper should aid other researchers in designing effective experiments. The findings discussed also point toward several areas offering potential for further research. Many different variables influence the development and use of computer-based information systems. This paper presents the results of an experiment designed to examine the impact of the amount of information provided, the mode of presentation of that information, and the differences in personal backgrounds on the performance and rate of performance change for users of a computer-based system. [ABSTRACT FROM AUTHOR]

The purpose of this paper is to explore the contributions of information systems to the organization. A descriptive model is presented which identifies 1) expected predictors of performance and the use of an information system and 2) the relationship between the use of a system and performance. The results of a study of sales force performance and the use of a sales information system are presented to provide empirical evidence to support the model. The results confirm the general relationships among classes of variables in the model, but specific relations among variables are complex and depend heavily on the environment of the organization. [ABSTRACT FROM AUTHOR]

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Six frameworks for information systems are reviewed. Each framework is evaluated on a series of criteria describing its usefulness for academicians and practitioners. The evaluation demonstrates that each of the frameworks is best suited for certain purposes. An example is presented to illustrate the use of two of the frameworks in analysing an actual information systems problem. It is suggested that frameworks serve an important function, in organizing ideas and approaches to problem solving in the emerging information systems field. [ABSTRACT FROM AUTHOR]

This paper argues that information technology can have a significant impact on organizational flexibility. Information technology (IT) contributes to flexibility, by 1) changing the nature of organization boundaries and the time when work occurs 2) altering the nature and pace of work, and 3) helping firms respond to changing market conditions. But, there are also aspects of technology which can decrease flexibility, and there may be second-order impacts of flexibility that are not easily predicted. Examples to illustrate the impact of information technology on two industries and three companies are presented. The paper concludes that management should consider the use of information technology to increase flexibility and suggests strategies for implementing flexible systems. [ABSTRACT FROM AUTHOR]