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The Use of Business Intelligence in a Sales Process: Looking at Critical Situations in the Purchase with an Accounting Model
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.ORCID iD: 0000-0003-4459-5555
2017 (English)Conference paper, Oral presentation with published abstract (Refereed)
Abstract [en]

Critical situations are events in a sales process where customers are satisfied or dissatisfied. Sellers have to make decisions to provide a positive customer experience by making decisions to satisfy customers. Business Intelligence (BI) are digital tools, which support sellers’ decisions through performance measurements. In the case illustrated, the Resource-Event-Agency (REA) accounting model is used as a theoretical lens to show how BI is applied in critical situations. The focus is on purchase and follow-up in the car manufacturing company and REA looks at the database-, semantic- and structure orientation of BI and its interaction with people. A result of the study is an extension of the REA accounting model by introducing a cube model and BI as a practical lens. Another result shows how BI is used as a resource through the theoretical lens of the REA accounting model, which could help to use BI better strategically. 

Place, publisher, year, edition, pages
Halden, Norway, 2017. p. 1-18
National Category
Business Administration
Identifiers
URN: urn:nbn:se:uu:diva-357304OAI: oai:DiVA.org:uu-357304DiVA, id: diva2:1238831
Conference
Information Systems Research Seminar in Scandinavia (IRIS40), 6-9 August, 2017, Halden, Norway
Available from: 2018-08-14 Created: 2018-08-14 Last updated: 2019-01-09Bibliographically approved
In thesis
1. Business Intelligence through a sociomaterial lens: The imbrication of people and technology in a sales process
Open this publication in new window or tab >>Business Intelligence through a sociomaterial lens: The imbrication of people and technology in a sales process
2018 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Digitalization and digital devices are on the rise, and as a result, many new products and services have been developed, which has led to greater interaction between people and technology. This thesis explores the interaction between people and technology by looking at the daily use of a business intelligence (BI) system in an automotive company’s sales process, where sellers use the system to analyze, report, and measure sales performance. The thesis is based on a single case study, and the data sources are in-depth interviews, observations, and archival data.

The theoretical perspective is grounded in the concept of sociomateriality and its notion of the imbrication of people and technology. Specifically, this work explores the research question ‘How does imbrication between people and technology develop during daily use of BI systems?’ The main theoretical finding is that three phases of imbrication can describe theses interactions, and these phases coincide with three situations in which people and technology must interact: automation of transactional work (Imbrication Phase 1), ‘informating’ of analytical work (Imbrication Phase 2), and transformation of work (Imbrication Phase 3). These three Imbrication Phases demonstrate the social dynamics at play when people interact with technology (specifically with BI). This contribution therefore extends the concept of imbrication within the field of sociomateriality. The primary empirical contribution is to illustrate the daily use and practice of BI within a sales process.

Place, publisher, year, edition, pages
Uppsala: Department of Business Studies, Uppsala University, 2018. p. 129
Series
Doctoral thesis / Företagsekonomiska institutionen, Uppsala universitet, ISSN 1103-8454 ; 196
Keywords
big data, business intelligence, business intelligence systems, data analytics, digital transformation, imbrication, sales process, sociomateriality, sociomaterial imbrication model, work shadowing
National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-357306 (URN)978-91-506-2719-0 (ISBN)
Public defence
2018-10-02, Hörsal 2, Ekonomikum, Kyrkogårdsgatan 10, Uppsala, 13:15 (English)
Opponent
Supervisors
Available from: 2018-09-07 Created: 2018-08-14 Last updated: 2018-09-13

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Fischer, Tobias Christian

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