This book examines B2B decision making processes for software application development. To learn what really happens and why it happens, this study provides a multi-level hermeneutic system starting with written accounts of decision-making associated with development and delivery of new software applications these accounts are then revisited through multiple rounds of researcher and informant interpretations. The framework and supporting analysis is applied to six application software case studies that created new Internet-based software applications which were either disruptive or supporting disruptive innovations. The findings from six case studies suggest that the hermeneutic research framework proposals provide a strong systematic platform to analyse and interpret decision-making with deep prospective, introspective, retrospective, and with imaginatively unbounded current and future perspectives.The author, Arch Woodside received the 1998 Living Legend in Marketing Award. This book is International in scope. It provides DSA Models, event chronology maps, and cognitive maps for more comprehensive analysis. It includes individual case study and cross-case findings for new theory development.

Innovation And Diffusion Of Internet Technologies

Pattinson, Hugh; Woodside, Arch G

Arch G. Woodside, Hugh Pattinson

Emerald Group Publishing Limited, Turpin Distribution, Incorporated [distributor

Elsevier Science; Elsevier

Woodhead Publishing Ltd

John Murray Press

Oxford: Elsevier

Focal Press

United Kingdom and Ireland, United Kingdom

Bingley, New Milford, Nov. 2007

November 11, 2007

Amsterdam, 2007

"This book creates and empirically examines an advanced hermeneutic framework for the study of B2B decision-making processes for software application development. The book builds dynamic sensemaking elements onto existing hermeneutic (i.e., multiple rounds of data sifting and updating) analysis frameworks used in marketing research (e.g. Arnold & Fisher 1994; Thompson 1997; Thompson, Pollio, & Locander 1994). The "hermeneutic circle" is extended to a multilevel "hermeneutic system" starting with written accounts of the decision-making associated with the development and delivery of new software applications - these accounts are then revisited through multiple rounds of etic and emic interpretations. The book proposes and confirms an extended form of marketing decision systems analysis (DSA) that complements the advanced hermeneutic analysis framework. This framework builds on existing B2B marketing DSA models (Hulbert, Farley & Howard 1972; Woodside 1994; Woodside & Samuel 1981; Woodside & Voss 1999) with extended DSA models, events chronology maps, and cognitive maps. The proposed framework and supporting analysis are applied to six application software houses that created new Internet-based software applications which were either disruptive (Christensen 2003) or supporting disruptive software applications. Findings from six case studies suggest that the advanced research framework provides a strong systematic platform for analyzing and interpreting decisionmaking with deep prospective, introspective, retrospective, and with imaginatively unbounded current and future perspectives. Individual case-study and cross-case findings are incorporated into a set of new and revised theory propositions for software application developer structuration at individual, firm (including multi-firm) and industry levels. The propositions provide a base of knowledge for the further development of a cognitive view of a software application development firm."--Jacket

Annotation. This book examines B2B decision making processes for software application development. to learn what really happens and why it happens, this study provides a multi-level hermeneutic system starting with written accounts of decision-making associated with development and delivery of new software applications these accounts are then revisited through multiple rounds of researcher and informant interpretations. The framework and supporting analysis is applied to six application software case studies that created new Internet-based software applications which were either disruptive or supporting disruptive innovations. The findings from six case studies suggest that the hermeneutic research framework proposals provide a strong systematic platform to analyse and interpret decision-making with deep prospective, introspective, retrospective, and with imaginatively unbounded current and future perspectives. *The author, Arch Woodside received the 1998 Living Legend in Marketing Award *International in scope *Provides DSA Models, event chronology maps, and cognitive maps for more comprehensive analysis *Includes individual case study and cross-case findings for new theory development

xiv, 470 p. : 25 cm
Includes bibliographical references (p. [453]-459) and index
1. Storytelling Research on Innovation and Diffusion of Software Technology (IDST) -- 2. Research on New Software Application Development -- 3. Research Method -- 4. Advanced Case Study - Red Hat -- 5. Advanced Case Study - Zaplet -- 6. Advanced Case Study - NetDynamics -- 7. Advanced Case Study - Kana Communications -- 8. Advanced Case Study - Intuit QuickBooks -- 9. Advanced Case Study - Trilogy -- 10. Theory Development, Generalization, and Conclusions

2024-07-01