Search results for: Business buyer

Authors: Pia I. Hautamäki

Abstract:

Selling has changed. Selling has taken on aspects of relationship marketing and sales force play a critical role in developing long-term relationships between buyers and sellers which is seen to serve the company’s targets and create success for a long run. The purpose of this study was to examine what really matters in buyer-seller encounters and determine what expectations business buyers have. We studied 17 business buyers by a qualitative interview. We found that buyers appreciate encounters where the salesperson face the buyer as a way he or she is as a person, map the real needs to improve buyers’ business and build up cooperation for long-term relationship. This study show that personality matters are a key elements when satisfying business buyers’ expectations.

Keywords: Business-to-Business, Business buyer-seller encounters, Business buyer, Expectations, Perceived similarity, Personal selling, Personality types.

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Authors: Laor Boongasame, Veera Boonjing, Ho-fung Leung

Abstract:

Buyer coalition with a combination of items is a group of buyers joining together to purchase a combination of items with a larger discount. The primary aim of existing buyer coalition with a combination of items research is to generate a large total discount. However, the aim is hard to achieve because this research is based on the assumption that each buyer completely knows other buyers- information or at least one buyer knows other buyers- information in a coalition by exchange of information. These assumption contrast with the real world environment where buyers join a coalition with incomplete information, i.e., they concerned only with their expected discounts. Therefore, this paper proposes a new buyer community coalition formation with a combination of items scheme, called the Community Compromised Combinatorial Coalition scheme, under such an environment of incomplete information. In order to generate a larger total discount, after buyers who want to join a coalition propose their minimum required saving, a coalition structure that gives a maximum total retail prices is formed. Then, the total discount division of the coalition is divided among buyers in the coalition depending on their minimum required saving and is a Pareto optimal. In mathematical analysis, we compare concepts of this scheme with concepts of the existing buyer coalition scheme. Our mathematical analysis results show that the total discount of the coalition in this scheme is larger than that in the existing buyer coalition scheme.

Keywords: group decision and negotiations, group buying, gametheory, combinatorial coalition formation, Pareto optimality

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Authors: Daniela Elena Marinescu, Ioana Manafi, Dumitru Marin

Abstract:

We consider a Principal-Agent model with the Principal being a seller who does not know perfectly how much the buyer (the Agent) is willing to pay for the good. The buyer-s preferences are hence his private information. The model corresponds to the nonlinear pricing problem of Maskin and Riley. We assume there are three types of Agents. The model is solved using “informational rents" as variables. In the last section we present the main characteristics of the optimal contracts in asymmetric information and some possible extensions of the model.

Keywords: Adverse selection, asymmetric information, informational rent, nonlinear pricing, optimal contract

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Authors: Andreas Ahrens, Ojaras Purvinis Jelena Zāšcerinska

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A successful shopping experience without overcrowded shops and long waiting times undoubtedly leads to the release of happiness hormones and is generally considered as the goal of any optimization. Factors influencing the shopping experience can be divided into internal and external ones. External factors are related e. g. to the arrival of the customers to the shop whereas internal factors are linked with the service process itself when checking out (waiting in the queue to the cash register and the scanning of the goods as well as the payment process itself) or any other non-expected delay when changing the status from a visitor to a buyer by choosing goods or items. This paper divides the customer-server interaction in five phases starting with the customer arrival at the shop, the selection of goods, the buyer waiting in the queue to the cash register, the payment process and ending with the customer or buyer departure. Our simulation results show how five phases are intertwined and influence the overall shopping experience. Parameters for measuring the shopping experience based on a burstiness level in each of the five phases of the customer-server interaction are estimated.

Keywords: Customers’ burstiness, cash register, customers’ waiting time, gap distribution function.

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Authors: Karim Heidari

Abstract:

Semantic Web Technologies enable machines to interpret data published in a machine-interpretable form on the web. At the present time, only human beings are able to understand the product information published online. The emerging semantic Web technologies have the potential to deeply influence the further development of the Internet Economy. In this paper we propose a scenario based research approach to predict the effects of these new technologies on electronic markets and business models of traders and intermediaries and customers. Over 300 million searches are conducted everyday on the Internet by people trying to find what they need. A majority of these searches are in the domain of consumer ecommerce, where a web user is looking for something to buy. This represents a huge cost in terms of people hours and an enormous drain of resources. Agent enabled semantic search will have a dramatic impact on the precision of these searches. It will reduce and possibly eliminate information asymmetry where a better informed buyer gets the best value. By impacting this key determinant of market prices semantic web will foster the evolution of different business and economic models. We submit that there is a need for developing these futuristic models based on our current understanding of e-commerce models and nascent semantic web technologies. We believe these business models will encourage mainstream web developers and businesses to join the “semantic web revolution."

Keywords: E-Commerce, E-Business, Semantic Web, XML.

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Authors: Kim Nee Goh, Viknesh Kumar Naleyah

Abstract:

Online trading is an alternative to conventional shopping method. People trade goods which are new or pre-owned before. However, there are times when a user is not able to search the items wanted online. This is because the items may not be posted as yet, thus ending the search. Conventional search mechanism only works by searching and matching search criteria (requirement) with data available in a particular database. This research aims to match current search requirements with future postings. This would involve the time factor in the conventional search method. A Car Matching Alert System (CMAS) prototype was developed to test the matching algorithm. When a buyer-s search returns no result, the system saves the search and the buyer will be alerted if there is a match found based on future postings. The algorithm developed is useful and as it can be applied in other search context.

Keywords: Matching algorithm, online trading, search, future postings, car matching

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Authors: T. Saarelainen, O. Piha, P. Makkonen, J. Orkas

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Global competition is tightening and companies have to think how to remain competitive. The main aim of this paper is to discuss how Finnish foundries will remain competitive. To fulfil the aim, we conducted interviews in nine companies using castings and analysed buyer–supplier relationships, current competitive advantages of Finnish foundries and customer perspectives on how Finnish foundries remain competitive. We found that the customerfoundry relationship is still closer to traditional subcontracting than partnering and general image of foundries is negative. Current competitive advantages of Finnish foundries include designing cooperation, proximity and flexibility. Casting users state that Finnish foundries should sell their know-how and services instead of their capacity, concentrate on prototype, single and short series castings and supply ready-to-install cast components directly to customers- assembly lines.

Keywords: Buyer-supplier relationship, casting, competitiveadvantage, customer prespective.

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Authors: K. Bouchbout, Z. Alimazighi

Abstract:

The importance of inter-organizational system (IOS) has been increasingly recognized by organizations. However, IOS adoption has proved to be difficult and, at this stage, why this is so is not fully uncovered. In practice, benefits have often remained concentrated, primarily accruing to the dominant party, resulting in low rates of adoption and usage, and often culminating in the failure of the IOS. The main research question is why organizations initiate or join IOS and what factors influence their adoption and use levels. This paper reviews the literature on IOS adoption and proposes a theoretical framework in order to identify the critical factors to capture a complete picture of IOS adoption. With our proposed critical factors, we are able to investigate their relative contributions to IOS adoption decisions. We obtain findings that suggested that there are five groups of factors that significantly affect the adoption and use decision of IOS in the Supply Chain Management (SCM) context: 1) interorganizational context, 2) organizational context, 3) technological context, 4) perceived costs, and 5) perceived benefits.

Keywords: Business-to-Business relationships, buyer-supplier relationships, Critical factors, Interorganizational Information Systems, IOS adoption and use.

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Authors: Guguloth Ramesh, T. K. Sunil Kumar

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This paper presents congestion management in deregulated power systems. In a deregulated environment, every buyer wants to buy power from the cheapest generator available, irrespective of relative geographical location of buyer and seller. As a consequence of this, the transmission corridors evacuating the power of cheaper generators would get overloaded if all such transactions are approved. Congestion management is a mechanism to prioritize the transactions and commit to such a schedule which would not overload the network. The congestions in the transmission lines are determined by Optimal Power Flow (OPF) solution, which is carried by primal liner programming method. Congestion in the transmission lines are alleviated by connected Distributed Generation (DG) of micro grid at load bus. A method to determine the optimal location of DG unit has been suggested based on transmission line relief sensitivity based approach. The effectiveness of proposed method has been demonstrated on modified IEEE-14 and 30 bus test systems.

Keywords: Congestion management, Distribution Generation (DG), Transmission Line Relief (TLR) sensitivity index, OPF.

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Authors: Ljubica Milanović Glavan

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Because of the increasing business pressures, companies must be adaptable and flexible in order to withstand them. Inadequate business processes and low level of business process orientation, that in its core accentuates business processes as opposed to business functions and focuses on process performance and customer satisfaction, hider the ability to adapt to changing environment. It has been shown in previous studies that the companies which have reached higher business process maturity level consistently outperform those that have not reached them. The aim of this paper is to provide a basic understanding of business process orientation concept and business process maturity model. Besides that the paper presents the state of business process orientation in Croatia that has been captured with a study conducted in 2013. Based on the results some practical implications and guidelines for managers are given.

Keywords: Business process orientation, business process maturity, Croatia, maturity score.

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Authors: Zeljko Panian

Abstract:

Through the course of this paper we define Locationbased Intelligence (LBI) which is outgrowing from process of amalgamation of geolocation and Business Intelligence. Amalgamating geolocation with traditional Business Intelligence (BI) results in a new dimension of BI named Location-based Intelligence. LBI is defined as leveraging unified location information for business intelligence. Collectively, enterprises can transform location data into business intelligence applications that will benefit all aspects of the enterprise. Expectations from this new dimension of business intelligence are great and its future is obviously bright.

Keywords: Business intelligence, geolocation, location-based intelligence, innovation, location-intelligent business

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Authors: Adla Bentellis, Zizette Boufaïda

Abstract:

Nowadays, the pace of business change is such that, increasingly, new functionality has to be realized and reliably installed in a matter of days, or even hours. Consequently, more and more business processes are prone to a continuous change. The objective of the research in progress is to use the MAP model, in a conceptual modeling method for flexible and adaptive business process. This method can be used to capture the flexibility dimensions of a business process; it takes inspiration from modularity concept in the object oriented paradigm to establish a hierarchical construction of the BP modeling. Its intent is to provide a flexible modeling that allows companies to quickly adapt their business processes.

Keywords: Business Process, Business process modeling, flexibility, MAP Model.

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Authors: Bernhard G. Humm, Janina Fengel

Abstract:

Business process modeling has become an accepted means for designing and describing business operations. Thereby, consistency of business process models, i.e., the absence of modeling faults, is of upmost importance to organizations. This paper presents a concept and subsequent implementation for detecting faults in business process models and for computing a measure of their consistency. It incorporates not only syntactic consistency but also semantic consistency, i.e., consistency regarding the meaning of model elements from a business perspective.

Keywords: Business process modeling, model analysis, semantic consistency, Semantic Web

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Authors: Pejman Hosseinioun, Rose Shayeghi, Ghasem Ghorbani Rostam

Abstract:

Nowadays, obtaining traditional statistics and reports is not adequate for the needs of organizational managers. The managers need to analyze and to transform the raw data into knowledge in the world filled with information. Therefore in this regard various processes have been developed. In the meantime the artificial intelligence-based processes are used and the new topics such as business intelligence and knowledge discovery have emerged. In the current paper it is sought to study the business intelligence and its applications in the organizations.

Keywords: Business intelligence, business intelligence infrastructures, business processes.

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Authors: Olga Novikova, Timo Vuori

Abstract:

This paper describes topology of business models in market ecosystem of the emerging electric mobility industry. The business model topology shows that firm-s participation in the ecosystem is associated with different requirements on resources and capabilities, and different levels of risk. Business model concept is used together with concepts of networked value creation and shows that firms can achieve higher levels of sustainable advantage by cooperation, not competition. Hybrid business models provide companies a viable alternative possibility for participation in the market ecosystem.

Keywords: Business model, ecosystem, topology.

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Authors: K. Liagkouras, K. Metaxiotis

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Customer relationship management (CRM) systems in business are a reality of the contemporary business world for the last decade or so. Still, there are grey areas regarding the successful implementation and operation of CRM systems in business. This paper, through the systematic study of the CRM implementation paradigm, attempts to identify the most important challenges and opportunities that the CRM systems face in a rapidly changing business world.

Keywords: Customer Relationship Management, CRM, Business, Information Systems.

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Authors: Haiyan Wang

Abstract:

Business interpreting talents are in badly need for local economic development, but currently there are problems of traditional business interpreting training mode in China. In view of the good opportunity for college business interpreters provided by international trading center development in Qingdao China and with the aim of being in line with market demand and enhancing business interpreters' employment competitive advantage, this paper aims to explore how to cultivate interdisciplinary business interpreting talents based on market demand.

Keywords: Interdisciplinary talents, business interpreting, market demand.

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Authors: K. Shoylekova, K. Grigorova

Abstract:

The Petri nets are the first standard for business process modeling. Most probably, it is one of the core reasons why all new standards created afterwards have to be so reformed as to reach the stage of mapping the new standard onto Petri nets. The paper presents a business process repository based on a universal database. The repository provides the possibility the data about a given process to be stored in three different ways. Business process repository is developed with regard to the reformation of a given model to a Petri net in order to be easily simulated. Two different techniques for business process simulation based on Petri nets - Yasper and Woflan are discussed. Their advantages and drawbacks are outlined. The way of simulating business process models, stored in the Business process repository is shown.

Keywords: Business process repository, Petri nets, Simulation, Woflan, Yasper.

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Authors: Cielito F. Habito, Michael O. Santos, Andres G. Victorio

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A property-s selling price is described as the result of sequential bargaining between a buyer and a seller in an environment of asymmetric information. Hedonic housing prices are estimated based upon 17,333 records of New Zealand residential properties sold during the years 2006 and 2007.

Keywords: Housing demand, hedonics and valuation, residentialmarkets.

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Authors: Ramakrishnan Ramanathan, Yanqing Duan, Guangming Cao, Elaine Philpott

Abstract:

We discuss a theoretical conceptual framework to help understand how the new business analytics technologies have diffused in firms. We draw on three theoretical perspectives for this purpose. They are innovation diffusion theory, IT Business Value and the technology-organization-environment theory. We develop a conceptual framework that helps understand the interlinkages among factors affecting diffusion of business analytics and its impact on performance.

Keywords: Innovation diffusion, IT-Business Value, Technology-Organization-Environment, Business Analytics, Business performance

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Authors: Imran S.Bajwa

Abstract:

The trends of design and development of information systems have undergone a variety of ongoing phases and stages. These variations have been evolved due to brisk changes in user requirements and business needs. To meet these requirements and needs, a flexible and agile business solution was required to come up with the latest business trends and styles. Another obstacle in agility of information systems was typically different treatment of same diseases of two patients: business processes and information services. After the emergence of information technology, the business processes and information systems have become counterparts. But these two business halves have been treated under totally different standards. There is need to streamline the boundaries of these both pillars that are equally sharing information system's burdens and liabilities. In last decade, the object orientation has evolved into one of the major solutions for modern business needs and now, SOA is the solution to shift business on ranks of electronic platform. BPM is another modern business solution that assists to regularize optimization of business processes. This paper discusses how object orientation can be conformed to incorporate or embed SOA in BPM for improved information systems.

Keywords: Object Oriented Business Solutions, Services forBusiness Processes; Mixing SOA and BPM.

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Authors: Meng Fanchao, Zhan Dechen, Xu Xiaofei

Abstract:

Software reuse can be considered as the most realistic and promising way to improve software engineering productivity and quality. Automated assistance for software reuse involves the representation, classification, retrieval and adaptation of components. The representation and retrieval of components are important to software reuse in Component-Based on Software Development (CBSD). However, current industrial component models mainly focus on the implement techniques and ignore the semantic information about component, so it is difficult to retrieve the components that satisfy user-s requirements. This paper presents a method of business component retrieval based on specification matching to solve the software reuse of enterprise information system. First, a business component model oriented reuse is proposed. In our model, the business data type is represented as sign data type based on XML, which can express the variable business data type that can describe the variety of business operations. Based on this model, we propose specification match relationships in two levels: business operation level and business component level. In business operation level, we use input business data types, output business data types and the taxonomy of business operations evaluate the similarity between business operations. In the business component level, we propose five specification matches between business components. To retrieval reusable business components, we propose the measure of similarity degrees to calculate the similarities between business components. Finally, a business component retrieval command like SQL is proposed to help user to retrieve approximate business components from component repository.

Keywords: Business component, business operation, business data type, specification matching.

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Authors: Lu Wei, Yunhao Zhu, Ping Deng, Wentao Yu

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Past literature on business incubators distinguished incubators based on their mission statements. However, more and more mission statements become a slogan rather than a reality. It is therefore more appropriate to identify business incubators based on their real activities, rather than the missions they declared. With a sample of technology business incubators (TBIs) in China, we try to investigate business incubators’ real activities by examining the incubation efficiency along the following five dimensions, i.e., survival of new ventures, technology transfer, local economic growth, job creation, and profit generation. Furthermore, we identified six types of business incubators. The results indicate that generally Chinese TBIs have a greater preference for acquiring profits over other dimensions. 

Keywords: Business incubators, mission statements, real activities, incubation efficiency, technology business incubators, China.

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Authors: Sinnakkrishnan Perumal, Nitish Pandey

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Business transformation initiatives are required by any organization to jump from its normal mode of operation to the one that is suitable for the change in the environment such as competitive pressures, regulatory requirements, changes in labor market, etc., or internal such as changes in strategy/vision, changes in the capability, change in the management, etc. Recent advances in information technology in automating the business processes have the potential to transform an organization to provide it with a sustained competitive advantage. Process constitutes the skeleton of a business. Thus, for a business to exist and compete well, it is essential for the skeleton to be robust and agile. This paper details “transformation" from a business perspective, methodologies to bring about an effective transformation, process-based transformation, and the role of services computing in this. Further, it details the benefits that could be achieved through services computing.

Keywords: Business Transformation, Services Oriented Architecture, Business Processes, Process-based Transformation.

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Authors: K. Venclova, H. Urbancova, H. Vostra Vydrova

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In current global economics the application of Business Continuity Management is the prerequisite for sustainable competitive advantage in an organization. Business Continuity Management is a managerial which identifies the potential impact of losses in an organization. The aim of this paper is to identify and critically evaluate the relative advantages and disadvantages of deploying Business Continuity Management in an organization on the basis of seven criteria. The strongest advantage of Business Continuity Management is in its capacity to identify a crisis situation and help the organization to flexibly and also to keep the critical knowledge within the organization. By contrast the main disadvantage is that establishing Business Continuity Management in an organization is time-consuming and its implementation as an integral part of the organizational culture present significant difficulties.

Keywords: Business continuity management, criteria, advantages, disadvantages, organisations, survey.

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Authors: Hala A. Alrumaih

Abstract:

It is widely believed that mobile device is a promising technology for lending the opportunity for the third wave of electronic commerce. Mobile devices have changed the way companies do business. Many applications are under development or being incorporated into business processes. In this day, mobile applications are a vital component of any industry strategy.One of the greatest benefits of selling merchandise and providing services on a mobile application is that it widens a company’s customer base significantly.Mobile applications are accessible to interested customers across regional and international borders in different electronic business (e-business) area. But there is a dark side to this success story. The security risks associated with mobile devices and applications are very significant. This paper introduces a broad risk analysis for the various threats, vulnerabilities, and risks in mobile e-business applications and presents some important risk mitigation approaches. It reviews and compares two different frameworks for security assurance in mobile e-business applications. Based on the comparison, the paper suggests some recommendations for applications developers and business owners in mobile e-business application development process.

Keywords: E-business, Mobile Applications, Risk mitigations, Security assurance.

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Authors: E. Podhovnik

Abstract:

Cultures play a role in business communication and in research. At the example of language in international business, this paper addresses the issue of how the research cultures of management research and linguistics as well as cultures as such can be linked. After looking at existing research on language in international business, this paper approaches communication in international business from a linguistic angle and attempts to explain communication issues in businesses based on linguistic research. Thus the paper makes a step into cross-disciplinary research combining management research with linguistics.

Keywords: Language in international business, sociolinguistics, ethnopragmatics, cultural scripts.

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Authors: Zeljko Panian

Abstract:

Through the course of this paper we outline how mobile Business Intelligence (m-BI) can help businesses to work smarter and to improve their agility. When we analyze the industry from the usage perspective or how interaction with the enterprise BI system happens via mobile devices, we may easily understand that there are two major types of mobile BI: passive and active. Active mobile BI gives provisions for users to interact with the BI systems on-the-fly. Active mobile business intelligence often works as a combination of both “push and pull" techniques. Some mistakes were done in the up-to-day progress of mobile technologies and mobile BI, as well as some problems that still have to be resolved. We discussed in the paper rather broadly.

Keywords: Business intelligence, mobile business intelligence, business agility, mobile technologies, optimization

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Authors: Jeffrey Chang, Barun Dasgupta

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E-business technologies, whereby business transactions are conducted remotely using the Internet, present unique opportunities and challenges for business. E-business technologies are applicable to a wide range of organizations and small and medium-sized enterprises (SMEs) are no exception. There is an established body of literature about e-business, looking at definitions, concepts, benefits and challenges. In general, however, the research focus has been on larger organizations, not SMEs. In an attempt to redress the balance of research, this paper looks at ebusiness technologies specifically from a small business perspective. It seeks to identify the possible barriers that SMEs might face when considering adoption of the e-business concept and practice as part of their business process change initiatives and implementation. To facilitate analysis of these barriers a conceptual framework has been developed which outlines the key conceptual and practical challenges of e-business implementation in SMEs. This is developed following a literature survey comprised of three categories: characteristics of SMEs, issues of IS/IT use in SMEs and general e-business adoption and implementation issues. The framework is then empirically assessed against 7 SMEs who have yet to implement e-business or whose e-business efforts have been unsatisfactory. Conclusions from the case studies can be used to verify the framework, and set parameters for further larger scale empirical investigation.

Keywords: Business process change, disruptive technologies, electronic business (e-Business), electronic commerce (e-Commerce), ICT adoption, small and medium-sized enterprises (SMEs).

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Authors: Dongkyoo Shin, Dongil Shin, Sukil Cha, Seyoung Kim

Abstract:

ebXML (Electronic Business using eXtensible Markup Language) is an e-business standard, sponsored by UN/CEFACT and OASIS, which enables enterprises to exchange business messages, conduct trading relationships, communicate data in common terms and define and register business processes. While there is tremendous e-business value in the ebXML, security remains an unsolved problem and one of the largest barriers to adoption. XML security technologies emerging recently have extensibility and flexibility suitable for security implementation such as encryption, digital signature, access control and authentication. In this paper, we propose ebXML business transaction models that allow trading partners to securely exchange XML based business transactions by employing XML security technologies. We show how each XML security technology meets the ebXML standard by constructing the test software and validating messages between the trading partners.

Keywords: Electronic commerce, e-business standard, ebXML, XML security, secure business transaction.

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