African Journals Online
South African Journal of Information Management

Volume 5, Issue 2, June 2003
ABSTRACTS

Development of a socio-cognitive model for examining consumers' adoption of the Internet for the purchase of apparel

Jacobs, B.M.; De Klerk, H.M.

Abstract: This research was undertaken to provide a conceptual framework from a social-cognitive perspective to study the behaviour of consumers regarding their adoption of the Internet for apparel purchasing. This framework provides an instrument for e-tailers and marketers to study the adoption process, provides a model for reducing the perceived risks in terms of on-line apparel purchasing and provides information regarding on-line user behaviour. Marketers and e-tailers can then develop suitable marketing strategies for Internet marketing of apparel, as well as assist their target market to make better purchasing decisions on the Internet.

Improved contact efficiency of Web sites through value creation: the South African situation

Nel, J.; Human, G.J.P.

Abstract: The Internet provides new opportunities for businesses to market their products and services to potential customers. Although there is a lot of hype and expectations regarding the commercial opportunities, it appears that businesses need a better understanding of how to use the Internet for commercial purposes. The research undertaken addressed this aspect by focusing on how marketers could create value in their Web sites. Through the research, the importance of value in a Web site was explained. Factors were considered that must be taken in consideration in the development of value strategies. Finally, an empirical study was conducted in this regard.

Comparative analysis of the use of data marts in two different manufacturing organizations

Ponelis, S.R.; Britz, J.J.

Abstract: Customer knowledge plays a vital part in organizations today, particularly in sales and marketing processes where customers can either be channel partners or final consumers. Managing customer data and / or information across business units, departments and functions is vital. Frequently, channel partners gather and capture data about downstream customers and consumers, which organizations further upstream in the channel incorporate into their information systems for the purpose of management information delivery to their users. The purpose of the research was to determine whether there was a significant difference in the use of sales and marketing data marts as management information delivery mechanisms where manufacturing organizations use third-party distributions in different industries. The focus was on pharmaceutical and branded consumer products. The case studies presented in this article indicated that there were significant differences between the use of sales and marketing data marts in different manufacturing industries, which can be ascribed to the industry, both directly and indirectly.

Justifying the investment in information systems

Wessels, P.

Abstract: Organizations invest heavily in information systems and technology because of various reasons. For the investment to be approved by the management of the organization, a business plan that justifies the investment should be executed. Traditionally, these investments were justified with easy-to-use financial techniques. Because of the strategic nature of modern information systems in organizations, the relevance of these traditional justification techniques is questioned. This research was undertaken to identify specific issues that contribute to the problem managers have in justifying the investment in information technology.