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Business Intelligence through a sociomaterial lens: The imbrication of people and technology in a sales process
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies. (MIT Research School)ORCID iD: 0000-0003-4459-5555
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 [en]
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: urn:nbn:se:uu:diva-357306ISBN: 978-91-506-2719-0 (print)OAI: oai:DiVA.org:uu-357306DiVA, id: diva2:1238849
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
List of papers
1. Technology in its context: A literature review of the macro and micro levels of business intelligence
Open this publication in new window or tab >>Technology in its context: A literature review of the macro and micro levels of business intelligence
2018 (English)In: International Journal of Business Intelligence and Data Mining, ISSN 1743-8187, no 1/2/3, p. 347-368Article in journal (Refereed) Published
Abstract [en]

The purpose of the literature review is to identify characteristics, concepts, and theories of business intelligence (BI). The status quo of BI is based on the literature review, which covers 86 journal articles from the three areas of accounting, strategy, and information systems between 2006 and 2014. The review combines two established frameworks to illustrate new insights regarding the macro and micro levels of BI. The complementary combination of both levels produces a new lens that shows the conceptualisation and characteristics of BI in a holistic view. The result of the study shows that BI is used as a monolithic concept and static tool with technical control mechanisms. Another result implies that BI is in a phase of maturity, in which it fulfils an organisational purpose without considering its social context or ecosystem in which it occurs. The literature review contributes to the characterisation and theorisation of BI and shows that a company depend on both characteristics and the purpose for which BI is used.

Place, publisher, year, edition, pages
United Kingdom: , 2018
Keywords
accounting, business intelligence, conceptualisation, information systems, literature review, macro level, measurement system, micro level, strategy, technology
National Category
Business Administration
Research subject
Information Systems; Business Studies
Identifiers
urn:nbn:se:uu:diva-342550 (URN)10.1504/IJBIDM.2018.088439 (DOI)
Available from: 2018-02-22 Created: 2018-02-22 Last updated: 2018-08-14Bibliographically approved
2. The Use of Business Intelligence in a Sales Process: Looking at Critical Situations in the Purchase with an Accounting Model
Open this publication in new window or tab >>The Use of Business Intelligence in a Sales Process: Looking at Critical Situations in the Purchase with an Accounting Model
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
National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-357304 (URN)
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
3. Gamification and Affordances: How Do New Affordances Lead to Gamification in a Business Intelligence System?
Open this publication in new window or tab >>Gamification and Affordances: How Do New Affordances Lead to Gamification in a Business Intelligence System?
2017 (English)In: Systems, Software and Services Process Improvement (EUROSPI 2017) / [ed] Stolfa, Jakub; Stolfa, Svatopluk; O'Connor, Rory V.; Messnarz, Richard, 2017, p. 310-320Conference paper, Published paper (Refereed)
Abstract [en]

Gamification provides new affordances when integrated into BI systems. The paper highlights visibility, editability, persistence and association as organisational affordances that motivate people to use a BI system through gamification functionalities. The study is conducted at a car manufacturer where, for example, rewards and leaderboards are integrated into a BI system that responds to game interface design patterns. The result suggests an affordance model that could be used to develop and implement BI systems better and increase the use in a company.

Series
Communications in Computer and Information Science, ISSN 1865-0929 ; 748
Keywords
Affordance, Association, BI, Business intelligence, BI system, Car manufacturer, Case study, Game design elements, Game thinking elements, Gamification, Gamification elements, Rewards, Sales process, VEPA affordance model
National Category
Business Administration
Research subject
Business Studies; Computer Science; Information Systems
Identifiers
urn:nbn:se:uu:diva-329077 (URN)10.1007/978-3-319-64218-5_26 (DOI)000434331400026 ()978-3-319-64218-5 (ISBN)978-3-319-64217-8 (ISBN)
Conference
24th European Conference on Systems, Software and Services Process Improvement (EuroSPI), 2017, SEP 06-08, Ostrava, Czech Republic.
Available from: 2017-09-07 Created: 2017-09-07 Last updated: 2018-10-22Bibliographically approved
4. Business Intelligence Models and Managerial Actions: Increasing Integration and Output of Technology
Open this publication in new window or tab >>Business Intelligence Models and Managerial Actions: Increasing Integration and Output of Technology
2018 (English)In: Submitted to Journal of Information Systems Management.Article, review/survey (Other academic) Published
Abstract [en]

Business intelligence systems (BIS) are digital tools supporting operational and strategical decisions made by regular employees, experts and managers in their daily work in organizations. In order to function as an effective decision support tool, the BIS have to reach a certain degree of maturity. Business intelligence maturity models (BIMM) are tools used as part of a concept aimed at helping employees, experts and managers to understand the interaction of several key organizational areas such as technologies, people and processes within a firm. Concrete managerial actions are not present in the current body of BIMM research. This paper therefore seeks to address this gap by exploring the following research question: ‘How can managerial actions be integrated into a BIMM to support the use of BIS?’ Based on this, a literature review of BIMM research is presented together with a case study performed at a sales organization of a major car manufacturer. The results of the review and the empirical studies are combined into a BIMM that includes a managerial perspective identifying three maturity phases with a mission: Introduce BIS, Process BIS and Integrate BIS. Managerial roles and actions that managers may take to move the use of BIS from one maturity phase to another are presented in each phase .    

National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-357305 (URN)
Available from: 2018-08-14 Created: 2018-08-14 Last updated: 2018-08-14

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