121 publications classées par:
type de publication
: Revue avec comité de lecture
Articles Liu Z., Bonazzi R. & Pigneur Y. (2016). Privacy-based adaptive context-aware authentication system for personal mobile devices. Journal of Mobile Multimedia, 12(1-2), 159-180. [abstract]
Over the past decade, mobile devices such as smartphones have become increasingly common as a form of handheld computing platform. The use of mobile applications on these mobile devices is experiencing unprecedented rates of growth. However, when using mobile applications, users are often requested to give context information. Such requests have led to growing privacy concerns. This paper proposes the use of context-awareness to improve single sign-on (SSO) solutions so that mobile users can protect their private information. A privacy-based adaptive SSO (ASSO) may be able to increase users' perceived ease of use of the system and give service providers the necessary authentication security for their applications. The study was based on data gathered from 168 participants as part of the Lausanne Data Collection Campaign. This was led by the Nokia research center in Switzerland and used Nokia N95 phones. The analysis of SVM showed our expectations to be correct. Consequently, a new business model for mobile platforms has been proposed to reinforce our claim that privacy-friendly value propositions are possible and can be used to obtain a competitive advantage.
Fritscher Boris & Pigneur Yves (2015). Business IT Alignment between Business Model and Enterprise Architecture with a Strategic Perspective. International Journal of Information System Modeling and Design (IJISMD), 6(1), 1-23. [doi]
Ondrus Jan, Bui Tung & Pigneur Yves (2015). A Foresight Support System Using MCDM Methods. Group Decision and Negotiation Journal (GDN), 24(2), 333‑358.
Osterwalder Alex & Pigneur Yves (2013). Designing Business Models and Similar Strategic Objects: The Contribution of IS. Journal of the Association for Information Systems, 14(5), 237-244. [abstract]
In this paper, we argue that information systems (IS) research has the potential to contribute to improving strategic planning, just like it has substantially contributed to improving decision making and its support in organizations in the past. Based on our work and experience in the field of business models, we outline how IS research can help strategic management researchers study the design of business models and other similar strategic notions. The paper suggests that the current research focus in strategic management could be improved and enlightened by some of the more conceptual and design-oriented research in IS. We highlight three areas in particular in which IS research has excelled that could inform research in strategic management. The first area concerns the identification, formalization, and visualization of the core constructs and models of interest related to the design and analysis of strategic business issues. The second area corresponds to the exploration of how design techniques and tools might contribute to improving the design of answers and alternatives to strategic business questions. The third area addresses the research in computer-aided design assisting the process of designing strategic management objects such as business models.
Tunkelo T., Hameri A.-P. & Pigneur Y. (2013). Improving globally distributed software development and support processes - A workflow view. Journal of Software Evolution and Process, 25(12), 1305-1324. [doi] [pdf] [abstract]
We propose a new approach and related indicators for globally distributed software support and development¦based on a 3-year process improvement project in a globally distributed engineering company.¦The company develops, delivers and supports a complex software system with tailored hardware components¦and unique end-customer installations. By applying the domain knowledge from operations¦management on lead time reduction and its multiple benefits to process performance, the workflows of¦globally distributed software development and multitier support processes were measured and monitored¦throughout the company. The results show that the global end-to-end process visibility and centrally¦managed reporting at all levels of the organization catalyzed a change process toward significantly better¦performance. Due to the new performance indicators based on lead times and their variation with fixed¦control procedures, the case company was able to report faster bug-fixing cycle times, improved¦response times and generally better customer satisfaction in its global operations. In all, lead times¦to implement new features and to respond to customer issues and requests were reduced by 50%.
Bonazzi R., Golnam A., Pigneur Y. & Wegmann A. (2012). Respecting the deal: Economically sustainable management of open innovation among co-opeting companies. International Journal of E-Services and Mobile Applications, 4(1), 23-41. [url] [abstract]
Platforms like eBay allow product seekers and providers to meet and exchange goods. On eBay, consumers can return a product if it does not correspond to expectations; eBay is the third-party firm in charge of assuring that the agreement among seekers and providers will be respected. Who provides the same service for what concerns open innovation, where specifications might not fully defined? This paper describes the business model of an organizational structure to support the elicitation and respect of agreements among agents, who have conflicting interests but that gain from cooperating together. Extending previous studies, our business model takes into account the economic dimensions concerning the needs of knowledge share and mutual control to allow a third-party to sustainably reinforce trust among untrusted partners and to lower their overall relational risk.
Liu Z., Bonazzi R., Fritscher B. & Pigneur Y. (2011). Privacy-friendly Business Models for Location-Based Mobile Services. Journal of Theoretical and Applied Electronic Commerce Research, 6(2), 90-107. [doi] [abstract]
This paper presents a theoretical model to analyze the privacy issues around location based mobile business models. We report the results of an exploratory field experiment in Switzerland that assessed the factors driving user payoff in mobile business. We found that (1) the personal data disclosed has a negative effect on user payoff; (2) the amount of personalization available has a direct and positive effect, as well as a moderating effect on user payoff; (3) the amount of control over user's personal data has a direct and positive effect, as well as a moderating effect on user payoff. The results suggest that privacy protection could be the main value proposition in the B2C mobile market. From our theoretical model we derive a set of guidelines to design a privacy-friendly business model pattern for third-party services. We discuss four examples to show the mobile platform can play a key role in the implementation of these new business models.
Fang G. & Pigneur Y. (2010). The configuration and performance of international innovation networks: some evidence from the Chinese software industry. International Journal of Learning and Intellectual Capital (IJLTM), 7(2), 167-187.
Ondrus J. & Pigneur Y. (2009). Near field communication: an assessment for future payment systems. Information Systems and E-Business Management (ISEB), 7(3), 347-361. [pdf]
Pigneur Y. & Werthner H. (2009). Design and management of business models and processes in services science. Information Systems and E-Business Management (ISEB), 7(2), 119-121.
Ondrus J. & Pigneur Y. (2007). Cross-industry Preferences for Development of Mobile Payments in Switzerland. Electronic Markets - The International Journal, 17(2), 246-257. [doi] [abstract]
In this paper we present a study that unveils the technological and organizational preferences of various industries for mobile payment developments in Switzerland. Despite the expected success, mobile payments remain at an early stage of development in most countries. At this point, there is a real need for better understanding of the factors hindering the deployment of mobile payments. We conducted several series of interviews involving key Swiss experts to elicit the preferences of the different industries involved in the mobile payment market. The findings indicate that card-based solutions are still preferred to mobile phone-based solutions from an industry point of view. However, in terms of industrial settings, the situation is not as clear for determining the dominant actors who would lead mobile payments solutions in the future. At this stage, this study already reveals some weak market signals concerning the future developments of mobile payments in Switzerland.
Ondrus J. & Pigneur Y. (2006). Towards A Holistic Analysis of Mobile Payments: A Multiple Perspectives Approach. Journal Electronic Commerce Research and Applications, 5(3), 246-257. [pdf] [abstract]
As the mobile technologies and services are in constant evolution, many speculate on whether or not mobile payments will be a killer application for mobile commerce. To have a better understanding of the market, there is a need to analyze not only the technology but also the different actors that are involved. For this purpose, we propose to conduct two disruption analyses to draw the disruptiveness profile of mobile payment solutions compared to other payment instruments. Then, we try to discover what factors have hindered the technical and commercial development by using a DSS based on a multi-criteria decision making method called Electre I.
Bendahan S., Camponovo J., Monzani J.S. & Pigneur J. (2005). Negotiation in Technology Landscapes: an Actor-Issue Analysis. Journal of Management Information Systems, 21(4), 137-172. [abstract]
In large-scale negotiation problems and in assessments of complex and uncertain environments, it is vital to analyze the different stakeholders involved and to evaluate their positions in the negotiations. This paper extends a model, which merges previous multi-issue and actor-focused methods, based on power relationships between stakeholders and their ability to bargain in order to increase their utility. The model has already used for assessing a public WLAN landscape. The paper emphasizes the dynamic application of the model we developed for experimenting the negotiation evolution, shifting positions on some issues, and exchanging positions between actors. We also claim that such forecasting analyses of negotiation landscapes can be significantly improved using more appropriate visualization support. We propose new visualization tools for analyzing negotiation outcomes, representing negotiation landscapes, and applying what-if simulations, using passive influence, expected outcome and dissatisfaction, power distribution, proximity, and negotiation maps.
Osterwalder A., Pigneur Y. & Tucci C. (2005). Clarifying Business Models: Origins, Present, and Future of the Concept. Communications of the Association for Information Systems (AIS), 15, 751-775. [url] [abstract]
This paper aims to clarify the concept of business models, its usages, and its roles in the Information Systems domain. A review of the literature shows a broad diversity of understandings, usages, and places in the firm. The paper identifies the terminology or ontology used to describe a business model, and compares this terminology with previous work. Then the general usages, roles and potential of the concept are outlined. Finally, the connection between the business model concept and Information Systems is described in the form of eight propositions to be analyzed in future work.
Bendahan S., Camponovo J. & Pigneur J. (2004). Multi-issue actor analysis: tools and models for assessing technology environments. Journal of Decision Systems, 12(4). [doc] [abstract]
In strategic prospective, scenario thinking and negotiation processes, the analysis of the actor game plays an important role. Such an analysis intends to rank the stakeholders? positions on many strategic issues, assess the convergences and divergences, and anticipates coalitions and conflicts. Many models and tools have been proposed and used which rest on matrix analysis, game theory and simulation. The paper examines two of them: Mactor, a model of scenario planning, and a negotiation model derived from a game theory based political decision model. The paper detects their flaws, similarities and differences. Based on this comparison, the paper proposes a new model, called MASAM, with the advantages of both, but without their detected flaws. The model and its associated tool have been applied for assessing the public WLAN landscape. The paper sketches the first results which have to be integrated in a more sophisticated scenario analysis.
Camponovo G. & Pigneur Y. (2003). Analyzing the m-Business Landscape. Annals of Telecommunications, 58(1-2). [pdf] [abstract]
The m-business landscape never stops to change and the impacts on the mobile market are constant as players reposition themselves on the market according to the new opportunities and threats brought by rapid technological developments. This paper provides a conceptual tool to better understand this player arena and its objective is threefold. The first one is to analyze the role of the key actors using ontology for defining and assessing their business models. The second objective is to analyze and visualize the interaction of actors with each other from a value system perspective. The final objective is to evaluate and represent the dependencies of the actors, their strategies and their convergence or divergence on different issues by using an approach borrowed from policy making.
Ben Lagha S., Osterwalder A. & Pigneur Y. (2002). Towards a Virtual Coaching Service for SMEs. ERCIM News, 48, 44-45.
Dubosson M., Osterwalder A. & Pigneur Y. (2002). eBusiness Model Design, Classification and Measurements. Thunderbird International Business Review, 44(1), 5-23. [pdf] [abstract]
?Business model? is one of the latest buzzwords in the Internet and electronic business world. This paper has the ambition to give this term a more rigorous content. The objective is threefold. The first one is to propose a theoretical e-business model framework for doing business in the Internet era. The second one is to propose a multi-dimensional classification-scheme for eBusiness Models, as opposed to the actual tendency in academic literature to use two-dimensional classifications. The final objective is to define critical success factors, based on a field study in order to find out and compare the performance indicators used by e-business firms which are competing with similar businesses models.
Caflish M., Pfyffer H.K. & Pigneur Y. (1999). National Competence Network on Electronic Commerce. Informatik, 27-30.
Revaz E. & Pigneur Y. (1998). Models for Designing Business Situations in the Context of Mutations. International Journal of Intelligent Systems in Accounting, Finance & Management, 7, 53-66.
Lang A. & Pigneur Y. (1997). An Electronic Market of individual Human Competencies for Team Building. Virtual Organisation. Net, 1(3).
Pigneur Y. (1997). Teamwork, extended enterprise and electronic commerce. ERCIM News, 21-23.
Bloch M., Pigneur Y. & Segev A. (1996). A Business Value Framework for Electronic Commerce. Informatik, 6, 29-36.
Revaz E. & Pigneur Y. (1996). A DSS to Support the Decision Process and the Creativity in the Context of Mutations. Journal of Decision Systems, 5(3-4), 329-354.
Vulgarisation Osterwalder A. & Pigneur Y. (2016). Why your company might be risking a Kodak moment. The Smart Manager, 15(1), 48-53.
Livres Osterwalder Alexander, Pigneur Yves, Bernada Greg & Smith Alan (2014). Value Proposition Design: How to Create Products and Services Customers Want. Wiley.
Clark Tim, Osterwalder Alexander & Pigneur Yves (2012). Business Model You: A One-Page Method For Reinventing Your Career. Wiley.
Maksay Gabor & Pigneur Yves (2010). Modéliser par l'exemple - Pratique des tableurs et des bases de données. 2e édition revue et augmentée. Presse Polytechnique et Universitaire Romande (PPUR).
Osterwalder A. & Pigneur Y. (2010). Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers. Wiley.
Osterwalder A. & Pigneur Y. (2009). Business Model Generation. self-published, Lausanne.
Maksay G. & Pigneur Y. (2008). Modéliser par l'exemple - Pratique des tableurs et des bases de données. Presse Polytechnique et Universitaire Romande (PPUR), Lausanne.
Parties de livre Osterwalder Alexander & Pigneur Yves (2011). Aligning Profit and Purpose Through Business Model Innovation. In Palazzo G. & Wentland M. (Eds.), Responsible Management Practices for the 21st Century (pp. 61-76). Pearson International.
Pigneur Y. (2006). Théories du système d'information. In Akoka J. & Comyn-Wattiau I. (Eds.), Encyclopédie de l'informatique et des systèmes d'information (pp. 1275-1281). Vuibert.
Osterwalder A. & Pigneur Y. (2004). An ontology for e-business models. In Currie Wendy (Ed.), Value Creation from E-Business Models. Butterworth-Heinemann. [pdf]
Camponovo G., Osterwalder A. & Pigneur Y. (2003). Assessing a complex un-certain and disruptive technology environment for better it alignment. In Bodart F. (Ed.), Utility, Usability and Complexity of Emergent IS. Presses Universitaires de Namur.
Pigneur Y. (1999). Les nouvelles technologies changent l'art du possible dans les entreprises. Genève 21ème siècle, 21 défis et 21 talents pour les relever (pp. 80-86). Naef, Genève.
Pigneur Y. (1996). A Framework for Designing New Information Systems. In Bodart F et al. (Ed.), The Future of Information Systems: Challenge and Pitfalls FUNDP (pp. 61-102). Namur.
Chapitre Bonazzi R., Liu Z., Garnière S. & Pigneur Y. (2011). A Dynamic Privacy Manager for Compliance in Pervasive Computing. Privacy Protection Measures and Technologies in Business Organizations: Aspects and Standards (pp. 285-307). IGI Global. [url]
Actes de conférence Pigneur Y. & Woo C. (Eds.). (2006). Proceedings Workshop on Business/IT Alignment and Interoperability (Busital) (237). CEUR, Luxembourg.
Cox K., Dubois E. & Pigneur Y. (Eds.). (2005). Requirements engineering for business needs and information technology alignment. University of New South Wales Press.
Konstantas D., Leonard M., Pigneur Y. & Patel S. (Eds.). (2003). Object-Oriented Information Systems (2817). Springer.
Bui T. & Pigneur Y. (Eds.). (1997). Proceedings of the Fourth Conference of the international Society for Decision Support Systems, ISDSS'97. Université de Lausanne, Lausanne, Switzerland.
Actes de conférence (partie) Bonazzi Riccardo & Pigneur Yves (2015, Jan). The Hitchhiker's Guide to the Galaxy of Dynamic Ridesharing. Proc. Annual Hawaii International Conference on System Sciences (HICSS). IEEE Computer Society. [abstract]
Dynamic ridesharing is a form of carpooling that allows anyone in a city to hitchhike a ride on short notice. Firms like Lyft and Uber have location-based applications for smartphones that are said to revolutionize this sector of transportation. Nonetheless, this mobile service is still in its infancy and there is a constellation of alternative solutions, with no reliable way to benchmark their diffusion across cities. We propose a method that treats dynamic ridesharing like a virus and (1) collects data from Google trends, as if it were a flu; (2) monitors its viral diffusion by implementing an epidemiological model; (3) infers strategic choices of a firm and represents them on a business model canvas. Our data analysis illustrates that (a) the Susceptible-Infected-Susceptible model performs better than the traditional S-shaped curve, and (b) our method allows us to estimate the evolution of new users and dropped users in every city.
Boris Fritscher & Yves Pigneur (2015, Juil). Extending the Business Model Canvas: a Dynamic Perspective. Proc. International Symposium on Business Modeling and Software Design (pp. 86-96). ScitePress. [abstract]
When designing and assessing a business model, a more visual and practical ontology and framework is necessary. We show how an academic theory such as Business Model Ontology has evolved into the Business Model Canvas (BMC) that is used by practitioners around the world today. We draw lessons from usage and define three maturity level. We propose new concepts to help design the dynamic aspect of a business model. On the first level, the BMC supports novice users as they elicit their models; it also helps novices to build coherent models. On the second level, the BMC allows expert users to evaluate the interaction of business model elements by outlining the key threads in the business models' story. On the third level, master users are empowered to create multiple versions of their business models, allowing them to evaluate alternatives and retain the history of the business model's evolution. These new concepts for the BMC which can be supported by Computer-Aided Design tools provide a clearer picture of the business model as a strategic planning tool and are the basis for further research.
Joyce Alexandre, Paquin Raymond & Pigneur Yves (2015, Mai). The triple layered business model canvas: a tool to design more sustainable business models. Proc. ARTEM Organizational Creativity International Conference.
Fritscher B. & Pigneur Y. (2014). Computer Aided Business Model Design: Analysis of Key Features Adopted by Users. In Computer Society Press (Ed.), Proceedings of the 47 Annual Hawaii International Conference on System Sciences (pp. 3929-3938). [pdf]
Fritscher Boris & Pigneur Yves (2014). Business model design: an evaluation of paper-based and computer-aided canvases. International Symposium on Business Modeling and Software Design. [pdf] [abstract]
In recent years, Business Model Canvas design has evolved from being a paper-based activity to one that involves the use of dedicated computer-aided business model design tools. We propose a set of guidelines to help design more coherent business models. When combined with functionalities offered by CAD tools, they show great potential to improve business model design as an ongoing activity. However, in order to create complex solutions, it is necessary to compare basic business model design tasks, using a CAD system over its paper-based counterpart. To this end, we carried out an experiment to measure user perceptions of both solutions. Performance was evaluated by applying our guidelines to both solutions and then carrying out a comparison of business model designs. Although CAD did not outperform paper-based design, the results are very encouraging for the future of computer-aided business model design.
Fritscher Boris & Pigneur Yves (2014). Visualizing Business Model Evolution with the Business Model Canvas: Concept and Tool. IEEE Conference on Business Informatics. Institute of Electrical and Electronics Engineers (IEEE). [pdf] [abstract]
The Business Model Canvas (BMC) assists in the design of companies' business models. As strategies evolve so too does the business model. Unfortunately, each BMC is a standalone representation. Thus, there is a need to be able to describe transformation from one version of a business model to the next as well as to visualize these operations. To address this issue, and to contribute to computer-assisted business model design, we propose a set of design principles for business model evolution. We also demonstrate a tool that can assist in the creation and navigation of business model versions in a visual and user-friendly way
Liu Z., Shan J., Bonazzi R. & Pigneur Y. (2014, Jan). Privacy as a Tradeoff: Introducing the Notion of Privacy Calculus for Context-Aware Mobile Applications. Proceedings of the 47st Annual Hawaii International Conference on System Sciences (HICSS 2014) (pp. 1063 - 1072). IEEE Computer Society, Waikoloa, Hawaii, USA. [doi] [pdf] [abstract]
Evidences collected from smartphones users show a growing desire of personalization offered by services for mobile devices. However, the need to accurately identify users' contexts has important implications for user's privacy and it increases the amount of trust, which users are requested to have in the service providers. In this paper, we introduce a model that describes the role of personalization and control in users' assessment of cost and benefits associated to the disclosure of private information. We present an instantiation of such model, a context-aware application for smartphones based on the Android operating system, in which users' private information are protected. Focus group interviews were conducted to examine users' privacy concerns before and after having used our application. Obtained results confirm the utility of our artifact and provide support to our theoretical model, which extends previous literature on privacy calculus and user's acceptance of context-aware technology.
Bonazzi R., Fritscher B., Liu Z. & Pigneur Y. (2011, Oct). From 'Security for Privacy' to 'Privacy for Security'. Proceedings of the Third International Workshop on Business Models for Mobile Platforms (pp. 319-324). IEEE. [pdf] [abstract]
This article envisions the use of context-awareness to improve single sign-on solutions (SSO) for mobile users. The attribute-based SSO is expected to increase users' perceived ease of use of the system and service providers' authentication security of the application. From these two features we derive two value¦propositions for a new business model for mobile platforms.¦The business model can be considered as an instantiation of the privacy-friendly business model pattern presented in our previous work, reinforcing our claim that privacy-friendly value propositions are possible and can be used to obtain a competitive advantage.
Fritscher B. & Pigneur Y. (2011). Business IT Alignment from Business Model to Enterprise Architecture. Lecture Notes in Business Information Processing, Advanced Information Systems Engineering Workshops (CAiSE 2011 Workshops), 83 (pp. 4-15). [doi] [abstract]
In this paper, we show how business model modelling can be connected to IT infrastructure, drawing parallels from enterprise architecture models such as ArchiMate. We then show how the proposed visualization based on enterprise architecture, with a strong focus on business model strategy, can help IT alignment, at both the business model and the IT infrastructure level.
Bonazzi R., Fritscher B. & Pigneur Y. (2010, Oct). Business Model Considerations for Privacy Protection in a Mobile Location Based Context. Proceedings of the Second International Workshop on Business Models for Mobile Platforms. IEEE. [pdf] [abstract]
In this paper we discuss the main privacy issues around mobile business models and we envision new solutions having privacy protection as a main value proposition. We construct a framework to help analyze the situation and assume that a third party is necessary to warrant transactions between mobile users and m-commerce providers. We then use the business model canvas to describe a generic business model pattern for privacy third party services. This pattern is then¦illustrated in two different variations of a privacy business model, which we call privacy broker and privacy management software. We conclude by giving examples for each business model and by¦suggesting further directions of investigation
Bonazzi R., Hussami L., Bienz P.V. & Pigneur Y. (2010, Sep). Respecting the deal: how to manage co-opetitive actors in open innovation. In D'Atri A., De Marco M., Braccini A.M. & Cabiddu F. (Eds.), A Physica Verlag Heidelberg book, Management of the Interconnected World (pp. 421-428). Springer. [pdf]
Bonazzi R., Hussami L. & Pigneur Y. (2010). Compliance management is becoming a major issue in IS design. In D'Atri A. & Saccà D. (Eds.), A Physica Verlag Heidelberg book, Information Systems:People, Organizations, Institutions and Technologies (pp. 391-398). Springer. [pdf] [abstract]
This article aims at improving the information systems management support to Risk and Compliance Management process, i.e. the management of all compliance imperatives that impact an organization, including both legal and stra- tegically self-imposed imperatives. We propose a process to achieve such regula- tory compliance by aligning the Governance activities with the Risk Management ones, and we suggest Compliance should be considered as a requirement for the Risk Management platform. We will propose a framework to align law and IT compliance requirements and we will use it to underline possible directions of investigation resumed in our discussion section. This work is based on an exten- sive review of the existing literature and on the results of a four-month internship done within the IT compliance team of a major financial institution in Switzer- land, which has legal entities situated in different countries.
Fritscher B. & Pigneur Y. (2010, Jan). Supporting Business Model Modelling: a Compromise between Creativity and Constraints. In England D., Palanque P., Vanderdonckt J. & Wild P. (Eds.), Lecture Notes in Computer Science, Task Models and Diagrams for User Interface Design, 5963 (pp. 28-43). Springer, Heidelberg. [pdf] [abstract]
Diagrams and tools help to support task modelling in engi- neering and process management. Unfortunately they are unfit to help in a business context at a strategic level, because of the flexibility needed for creative thinking and user friendly interactions. We propose a tool which bridges the gap between freedom of actions, encouraging creativity, and constraints, allowing validation and advanced features.
Bonazzi R. & Pigneur Y. (2009, Juin). Compliance management in multi-actor contexts. Proceedings of the 2nd International Workshop on Governance, Risk and Compliance (GRCIS'09), 459(7). CEUR. [url]
Lyytinen K., Ondrus J. & Pigneur Y. (2009, Jan). A Multi-perspective Analysis of the Mobile Payment Phenomenon. Proceedings of the 42th Annual Hawaii International Conference on System Sciences (HICSS), 42. IEEE Computer Society, Hawaii. [pdf]
Ondrus J. & Pigneur P. (2009, Mai). C-K design theory for information systems research. Proceedings of the 4th International Conference on Design Science Research in Information Systems and Technology (DESRIST'09). ACM digital library, Philadelphia. [pdf]
Gaspoz C., Ondrus J. & Pigneur Y. (2008, Déc). Comparison of Multi-criteria and Prediction Market Approaches for Technology Foresight. Proceedings of the 13th Conference of the Association Information and Management (AIM) (pp. 9). [pdf] [abstract]
This paper presents and compares two original approaches for technology assessment and foresight based on opposite paradigm: a management science approach (Multi-Criteria Decision-Making) versus a participatory approach (Prediction Market). These approaches are intended to support the management of a technology portfolio and the assessment of new technology by an IT organization. In order to explore the relevance of the research, we conducted several experiments in real environments. The results demonstrated that the rigor of management science and the participation of the Web 2.0 approach are complementary strengths for technology foresight. Furthermore, a framework has been established to compare the two approaches.
Gaspoz C. & Pigneur Y. (2008, Jan). Preparing a Negotiated R&D Portfolio with a Prediction Market. Proceedings of the 41st Annual Hawaii International Conference on System Sciences (HICSS 2008) (pp. 52). IEEE Computer Society. [doi] [pdf] [abstract]
The main objective of this research is to use prediction markets as negotiation agents, for supporting R&D portfolio management. To support this research, we iteratively designed, developed, operated and evaluated several prototypes. We start by presenting the weaknesses of the current techniques for managing R&D portfolio. Then, we intend to demonstrate that prediction markets correct these weaknesses in R&D portfolio management. Furthermore, following a design science paradigm, we illustrate the design of our artifacts using build-and- evaluate loops supported with a field study, which consisted in operating the prediction markets in different settings.
Fang G. & Pigneur Y. (2007, Sep). The Integrative Model of International Innovation Network and Performance. Proceedings of the 3rd International Symposium on Global Manufacturing and China. [pdf]
Ondrus J., Gaspoz C. & Pigneur Y. (2007, Déc). Technology Foresight for IT Investment: Multi-Criteria Decision-Making versus Prediction Markets. 6th French affiliated AIM pre-ICIS workshop (pp. 4). [pdf] [abstract]
This paper presents and compares two original techniques for disruptive technology assessment and foresight based on opposite paradigm: a management science approach (Multi-Criteria Decision-Making) versus a Web 2.0 approach (Prediction Market). These approaches are intended to support the management of a technology portfolio and the assessment of new technology by an IT organization. In order to explore the relevance of the research, we conducted several experiments in real environments. The results demonstrated that the rigor of management science and the participation of the Web 2.0 approach are complementary strengths for technology foresight.
Ondrus J. & Pigneur Y. (2007, Juil). An assessment of NFC for future mobile payment systems. Proceedings of the 6th International Conference on Mobile Business (ICMB 2007). IEEE Computer Society, Toronto. [pdf]
Camponovo G. & Pigneur Y. (2006). From Hype to Reality: a Case Study on the Evolution of the Swiss WISP Industry. Fifth International Conference on m>Business. [pdf]
Camponovo G. & Pigneur Y. (2006). Conceptual foundations for designing information systems supporting the strategic analysis of technology environments. Pre-ICIS SIGDSS Research Workshop. [pdf]
Ondrus J., Monzani J.-S. & Pigneur Y. (2006). A GDSS for Visualizing and Assessing a Technology Environment. AMCIS'2006. [pdf]
Ondrus J. & Pigneur Y. (2006). A Multi-stakeholder Multi-criteria Assessment Framework of Mobile Payments: An Illustration with the Swiss Public Transportation Industry. HICSS'2006. [pdf]
Ondrus J. & Pigneur Y. (2006). A Systematic Approach to Explain the Delayed Deployment of Mobile Payments in Switzerland. Fifth International Conference on m>Business. [pdf]
Camponovo G., Ondrus J. & Pigneur Y. (2005). A Multi-Perspective Analysis of the Mobile Payments Environment. m-business'2005. [pdf]
Camponovo G., Pigneur Y., Rangone A. & Renga F. (2005, Juil). Mobile customer relationship management : An explorative investigation of the italian consumer market. Proceedings 4th International Conference on Mobile Business (ICMB). IEEE Computer Society, Sydney. [pdf]
Gordijn J., Osterwalder A. & Pigneur J. (2005). Comparing two Business Model Ontologies for Designing eBusiness Models and Value Constellations. 8th Bled Electronic Commerce Conference (Bled'2005). [pdf]
Ondrus J., Camponovo G. & Pigneur Y. (2005, Juil). Environmental context signiﬁcance in strategic decision support systems. Proceedings International Workshop on Context Modeling and Decision Support. [pdf]
Ondrus J., Camponovo G. & Pigneur Y. (2005). A Proposal for a Multi-Perspective Analysis of the Mobile Payments Environment. The 4th International Conference on Mobile Business (ICMB'05). IEEE Computer Society, Sydney, Australia.
Ondrus J. & Pigneur Y. (2005). A multi-actor, multicriteria approach for technology selection when designing mobile information systems. IFIP TC8 Working Conference on Mobile Information systems (MOBIS'05). [pdf]
Ondrus J. & Pigneur Y. (2005). A Disruption Analysis in the Mobile Payment Market. Proceedings Hawaii International Conference on System Sciences (HICSS'2005). [pdf]
Camponovo G., Bendahan S. & Pigneur Y. (2004). A DSS for assessing a technology environment. ICEIS'2004. [url]
Camponovo G., Debetaz S. & Pigneur Y. (2004). A comparative analysis of published scenarios for m-business. m-business'2004. [doc]
Camponovo G. & Pigneur Y. (2004). Information Systems alignment in uncertain environments. DSS'2004. [url]
Camponovo G. & Pigneur Y. (2004). Extending technology Roadmapping for environmental analysis. VSST'2004. [doc]
Dubosson M., Pigneur Y. & Usunier J.-C. (2004). Business models for music distribution after the P2P revolution. Wedelmusic' 2004. [pdf]
Laperrouza M. & Pigneur Y. (2004). China's broadband wireless industry - A prospective approach. Pacis'2004. [pdf]
Monzani J.-S., Bendahan S. & Pigneur Y. (2004). Decision and Visualization for Negotiation. HICSS 2004. [url]
Ondrus J. & Pigneur Y. (2004). Coupling Mobile Payments and CRM in the Retail Industry. IADIS International e-Commerce 2004 Conference. [pdf]
Osterwalder A., Parent C. & Pigneur Y. (2004). Setting up an ontology of business model. CAISE/EMOI'2004 (Interop workshop). [pdf]
Osterwalder A. & Pigneur Y. (2004). Investigating the Use of the Business Model Concept through Interviews. ICEB'2004. [pdf]
Camponovo G., Heitmann M., Stanoevska-Slabeva K. & Pigneur Y. (2003). Exploring the WISP Industry: Swiss Case Study. 2003 Bled eCommerce Conference. [pdf]
Camponovo G. & Pigneur Y. (2003). Business Model Analysis Applied to Mobile Business. International Conference on Enterprise Information SystemS, ICEIS'2003.
Osterwalder A. & Pigneur Y. (2003). Modeling Value Propositions in e-Business. Fifth International Conference on Electronic Commerce (ICEC). [pdf]
Osterwalder A. & Pigneur Y. (2003). Modelling Customer Relationships in e-Business. 2003 Bled eCommerce Conference. [url]
Osterwalder A. & Pigneur Y. (2003). Towards Strategy and Information Systems Alignment through a Business Model Ontology. Strategic Management Society (SMS). [url]
Camponovo G. & Pigneur Y. (2002). Analyzing the Actor Game in m-Business. First International Conference on Mobile Business. [pdf] [abstract]
The m-business landscape never stops to change and the impacts on the mobile market are constant as players reposition themselves on the market according to the new opportunities and threats brought by rapid technological developments. This paper provides a conceptual tool to better understand this player arena and its objective is threefold. The first one is to analyse the role of the key actors using an ontology for defining and assessing their business models. The second objective is to analyse and visualize the interaction of actors with each other from a value system perspective. The final objective is to evaluate and represent the dependencies of the actors, their strategies and their convergence or divergence on different issues by using an approach borrowed from policy making.
Lang A., Paravicini D., Revaz E. & Pigneur Y. (2002). Collaborative Reputation Mechanisms in a RFP electronic Platform. HICSS'2003. [pdf] [abstract]
Faced with increased pressure to reduce costs companies in every industry are placing emphasis on procurement as it represents the single largest expense at most organization . Procurement can mainly be performed in three ways: through catalogs, auction or request for proposals. RFPs are seen as the most effective way to identify the price of non-standardized goods but also as a time consuming and costly process. E-Commerce solutions are being developed to help reduce inheriting coordination costs as well as to increase competition among suppliers. In this later case, results are however not as brilliant as one could foresee in comparison with the millions of companies using the web on a daily basis. This paper reviews evaluation mechanisms and reputation indexes. It also presents the solution retained to help companies minimizing their business risk by developing a collective memory that will be shareable among and outside the organization to help find new suppliers and evaluate current ones.
Osterwalder A., Ben Lagha S. & Pigneur Y. (2002). An ontology for developing e-business models. IFIP DsiAge'2002. [pdf] [abstract]
In this paper we demonstrate why executives and academics should consider thinking about e-business models. We show that the business model concept is an interesting tool for understanding, designing, sharing, measuring, changing and even simulating businesses. Based on an extensive review of e-business and business model literature we develop an e-business model ontology. This ontology defines the concepts in e-business models and the relationships between them and shall be the foundation for a variety of management tools that facilitate business decisions. Our e-business model ontology outlines what value a company offers to which customer segments. It describes the architecture of the firm and its network of partners for creating, marketing and delivering value and relationship capital, in order to generate profitable and sustainable revenue streams.
Osterwalder A. & Pigneur Y. (2002). An e-business model ontology for modeling e-business. 15th Bled Electronic Commerce Conference. [pdf] [abstract]
After explaining why business executives and academics should consider thinking about a rigorous approach to e-business models, we introduce a new e-Business Model Ontology. Using the concept of business models can help companies understand, communicate and share, change, measure, simulate and learn more about the different aspects of e-business in their firm. The generic e-Business Model Ontology (a rigorous definition of the e-business issues and their interdependencies in a company?s business model), which we outline in this paper is the foundation for the development of various useful tools for e-business management and IS Requirements Engineering. The e-Business Model Ontology is based on an extensive literature review and describes the logic of a ?business system? for creating value in the Internet era. It is composed of four main pillars, which are product innovation, infrastructure management, customer relationship and financials. These elements are then further decomposed.
Osterwalder A. Ben Lagha S. Pigneur Y. (2002). Une ontologie de business model pour la formalisation des stratégies e-business. AIM 2002. [pdf] [abstract]
Dans cet article nous commençons par l?intérêt à utiliser des approches formelles pour décrire des ebusiness modèles. En effet, le concept de business modèle permet aux différents acteurs de comprendre, de communiquer et partager, de modifier, de mesurer et de simuler les différents aspects du e-business dans leurs entreprises. Pour ce faire, nous proposons une ontologie d?e-business modèles. Cette ontologie permet d?envisager une panoplie d?outils logiciels pour la gestion d?entreprise, la conception des processus business et la spécification des systèmes d?information. L?ontologie proposée décrit la logique d?un « système business » pour créer de la valeur à l?ère d?Internet ; son développement est basé sur une analyse exhaustive de la littérature dans ce domaine. Elle est formée de quatre piliers qui sont l?« innovation produit », la « gestion de l?infrastructure », la « relation client » et les « aspects financiers ». Ces éléments sont à leurs tours formés de composants plus spécifiques.
Pigneur Y. (2002). A framework for defining e-business models. Advances in Object-Oriented Information Systems (OOIS 2002). [url]
Pigneur Y. (2002). An ontology for m-business models. 21st International Conference on Conceptual Modeling. [url] [abstract]
The m-business landscape never stops to change and the impacts on the mobile market are constant as players reposition themselves on the market according to the new opportunities and threats brought by rapid technological developments. This paper proposes a conceptual tool to better understand this player arena. Its objective is to provide the researchers with an ontology for analyzing and assessing the business models adopted by these players.
Ben Lagha S., Osterwalder A. & Pigneur Y. (2001). Modelling e-business with eBML. Proc. 5th International Conference on the Management of Networked Enterprises. (CIMRE'2001).
Keller P., Mang P., Oyon D. & Pigneur Y. (2000). M-commerce and Strategic Innovation. 20th International Conference Strategic Management Society. Strategic Management Society, Vancouver.
Lang A. & Pigneur Y. (1999). Digital trade of Human Competencies, Proc. 32nd Annual Hawaii International Conference on System Sciences. IEEE Computer Society (pp. 165).
Bloch M. & Pigneur Y. (1997). Unicible - Outsourcing & Cooperation Between Swiss Cantonal Banks. Proceeding of the 5th European Conference on information Systems, June 19-21.
Pigneur Y. (1997, Juin). Systèmes d'information entreprise étendue et commerce électronique. Acte Inforsid'97 (pp. 21-32).
Bloch M., Pigneur Y. & Segev A. (1996). Leveraging Electronic Commerce for Competitive Advantage: A Business Value Framework. Proceeings 9th International Conference on EDI-IOS, "Electronic Commerce for Trade Efficiency and Effectiveness" (pp. 91-112). Bled, Slovenia.
Bloch M., Pigneur Y. & Steiner T. (1996). The IT-enabled Extended Entreprise Applications in the Tourism Industry. In Klein S et al. (Ed.), Information and Communication Technologies in Tourism (Proceedings ENTER'96) (pp. 113-120). Springer-Verlag.
Pigneur Y. (1996). Electronic Commerce and Extended Enterprise. European Conference on Information Systems (ECIS'96). Round table on "Electronic Commerce". Lisbonne.
Rapports Lang A., Pigneur Y., Revaz E. & Stricker C. (1998). Business to Business Electronic Commerce - Research Opportunities for Switzerland. SNSF (Swiss National Science Foundation), SPP ICS (Swiss Priority programm).
Klein S., Pigneur Y., Schmid B. & Schiesser G. (1996). Electronic Markets - Importance and Meaning for Switzerland. TA-SWISS Centre for Technology Assessment.
Thèses Emad S., Pigneur Y. (Dir.) (2014). LEVERAGING SANDBOX IMMERSIVE 3D VIRTUAL WORLDS TO DEVELOP DO-IT- YOURSELF TEACHING GAMES: IMPLEMENTATION TO MARKETING CASE STUDY TEACHING IN SECOND LIFE. Université de Lausanne, Faculté des hautes études commerciales. [abstract]
Games are powerful and engaging. On average, one billion people spend at least 1 hour a day playing computer and videogames. This is even more true with the younger generations. Our students have become the < digital natives >, the < gamers >, the < virtual generation >. Research shows that those who are most at risk for failure in the traditional classroom setting, also spend more time than their counterparts, using video games. They might strive, given a different learning environment. Educators have the responsibility to align their teaching style to these younger generation learning styles. However, many academics resist the use of computer-assisted learning that has been "created elsewhere". This can be extrapolated to game-based teaching: even if educational games were more widely authored, their adoption would still be limited to the educators who feel a match between the authored games and their own beliefs and practices. Consequently, game-based teaching would be much more widespread if teachers could develop their own games, or at least customize them. Yet, the development and customization of teaching games are complex and costly. This research uses a design science methodology, leveraging gamification techniques, active and cooperative learning theories, as well as immersive sandbox 3D virtual worlds, to develop a method which allows management instructors to transform any off-the-shelf case study into an engaging collaborative gamified experience. This method is applied to marketing case studies, and uses the sandbox virtual world of Second Life.¦--¦Les jeux sont puissants et motivants, En moyenne, un milliard de personnes passent au moins 1 heure par jour jouer à des jeux vidéo sur ordinateur. Ceci se vérifie encore plus avec les jeunes générations, Nos étudiants sont nés à l'ère du numérique, certains les appellent des < gamers >, d'autres la < génération virtuelle >. Les études montrent que les élèves qui se trouvent en échec scolaire dans les salles de classes traditionnelles, passent aussi plus de temps que leurs homologues à jouer à des jeux vidéo. lls pourraient potentiellement briller, si on leur proposait un autre environnement d'apprentissage.¦Les enseignants ont la responsabilité d'adapter leur style d'enseignement aux styles d'apprentissage de ces jeunes générations. Toutefois, de nombreux professeurs résistent lorsqu'il s'agit d'utiliser des contenus d'apprentissage assisté par ordinateur, développés par d'autres. Ceci peut être extrapolé à l'enseignement par les jeux : même si un plus grand nombre de jeux éducatifs était créé, leur adoption se limiterait tout de même aux éducateurs qui perçoivent une bonne adéquation entre ces jeux et leurs propres convictions et pratiques. Par conséquent, I'enseignement par les jeux serait bien plus répandu si les enseignants pouvaient développer leurs propres jeux, ou au moins les customiser. Mais le développement de jeux pédagogiques est complexe et coûteux.¦Cette recherche utilise une méthodologie Design Science pour développer, en s'appuyant sur des techniques de ludification, sur les théories de pédagogie active et d'apprentissage coopératif, ainsi que sur les mondes virtuels immersifs < bac à sable > en 3D, une méthode qui permet aux enseignants et formateurs de management, de transformer n'importe quelle étude de cas, provenant par exemple d'une centrale de cas, en une expérience ludique, collaborative et motivante. Cette méthode est appliquée aux études de cas Marketing dans le monde virtuel de Second Life.
Fritscher B., Pigneur Y. (Dir.) (2014). Computer-Aided Business Model Design. Université de Lausanne, Faculté des hautes études commerciales. [pdf] [abstract]
There is a lack of dedicated tools for business model design at a strategic level. However, in today's economic world the need to be able to quickly reinvent a company's business model is essential to stay competitive. This research focused on identifying the functionalities that are necessary in a computer-aided design (CAD) tool for the design of business models in a strategic context. Using design science research methodology a series of techniques and prototypes have been designed and evaluated to offer solutions to the problem. The work is a collection of articles which can be grouped into three parts:¦First establishing the context of how the Business Model Canvas (BMC) is used to design business models and explore the way in which CAD can contribute to the design activity.¦The second part extends on this by proposing new technics and tools which support elicitation, evaluation (assessment) and evolution of business models design with CAD. This includes features such as multi-color tagging to easily connect elements, rules to validate coherence of business models and features that are adapted to the correct business model proficiency level of its users. A new way to describe and visualize multiple versions of a business model and thereby help in addressing the business model as a dynamic object was also researched.¦The third part explores extensions to the business model canvas such as an intermediary model which helps IT alignment by connecting business model and enterprise architecture. And a business model pattern for privacy in a mobile environment, using privacy as a key value proposition.¦The prototyped techniques and proposition for using CAD tools in business model modeling will allow commercial CAD developers to create tools that are better suited to the needs of practitioners.
Liu Z., Pigneur Y. (Dir.) (2014). Adaptive Privacy Management System Design For Context-Aware Mobile Devices. Université de Lausanne, Faculté des hautes études commerciales. [pdf] [abstract]
While mobile technologies can provide great personalized services for mobile users, they also threaten their privacy. Such personalization-privacy paradox are particularly salient for context aware technology based mobile applications where user's behaviors, movement and habits can be associated with a consumer's personal identity.¦In this thesis, I studied the privacy issues in the mobile context, particularly focus on an adaptive privacy management system design for context-aware mobile devices, and explore the role of personalization and control over user's personal data. This allowed me to make multiple contributions, both theoretical and practical. In the theoretical world, I propose and prototype an adaptive Single-Sign On solution that use user's context information to protect user's private information for smartphone. To validate this solution, I first proved that user's context is a unique user identifier and context awareness technology can increase user's perceived ease of use of the system and service provider's authentication security. I then followed a design science research paradigm and implemented this solution into a mobile application called "Privacy Manager". I evaluated the utility by several focus group interviews, and overall the proposed solution fulfilled the expected function and users expressed their intentions to use this application. To better understand the personalization-privacy paradox, I built on the theoretical foundations of privacy calculus and technology acceptance model to conceptualize the theory of users' mobile privacy management. I also examined the role of personalization and control ability on my model and how these two elements interact with privacy calculus and mobile technology model. In the practical realm, this thesis contributes to the understanding of the tradeoff between the benefit of personalized services and user's privacy concerns it may cause. By pointing out new opportunities to rethink how user's context information can protect private data, it also suggests new elements for privacy related business models.
Bonazzi R., Pigneur Y. (Dir.) (2011). Designing a compliance support system. Université de Lausanne, Faculté des hautes études commerciales. [pdf] [url]
Gaspoz C., Pigneur Y. (Dir.) (2010). Prediction markets supporting technology assessment. Université de Lausanne, Faculté des hautes études commerciales. [pdf] [abstract]
In this thesis, we study the use of prediction markets for technology assessment. We particularly focus on their ability to assess complex issues, the design constraints required for such applications and their efficacy compared to traditional techniques. To achieve this, we followed a design science research paradigm, iteratively developing, instantiating, evaluating and refining the design of our artifacts. This allowed us to make multiple contributions, both practical and theoretical.¦We first showed that prediction markets are adequate for properly assessing complex issues. We also developed a typology of design factors and design propositions for using these markets in a technology assessment context. Then, we showed that they are able to solve some issues related to the R&D portfolio management process and we proposed a roadmap for their implementation. Finally, by comparing the instantiation and the results of a multi-criteria decision method and a prediction market, we showed that the latter are more efficient, while offering similar results. We also proposed a framework for comparing forecasting methods, to identify the constraints based on contingency factors. In conclusion, our research opens a new field of application of prediction markets and should help hasten their adoption by enterprises.¦Résumé français:¦Dans cette thèse, nous étudions l'utilisation de marchés de prédictions pour l'évaluation de nouvelles technologies. Nous nous intéressons plus particulièrement aux capacités des marchés de prédictions à évaluer des problématiques complexes, aux contraintes de conception pour une telle utilisation et à leur efficacité par rapport à des techniques traditionnelles.¦Pour ce faire, nous avons suivi une approche Design Science, développant itérativement plusieurs prototypes, les instanciant, puis les évaluant avant d'en raffiner la conception. Ceci nous a permis de faire de multiples contributions tant pratiques que théoriques.¦Nous avons tout d'abord montré que les marchés de prédictions étaient adaptés pour correctement apprécier des problématiques complexes. Nous avons également développé une typologie de facteurs de conception ainsi que des propositions de conception pour l'utilisation de ces marchés dans des contextes d'évaluation technologique. Ensuite, nous¦avons montré que ces marchés pouvaient résoudre une partie des problèmes liés à la gestion des portes-feuille de projets de recherche et développement et proposons une feuille de route pour leur mise en oeuvre. Finalement, en comparant la mise en oeuvre et les résultats d'une méthode de décision multi-critère et d'un marché de prédiction, nous avons montré que ces derniers étaient plus efficaces, tout en offrant des résultats semblables. Nous proposons également un cadre de comparaison des méthodes d'évaluation technologiques, permettant de cerner au mieux les besoins en fonction de facteurs de contingence. En conclusion, notre recherche ouvre un nouveau champ d'application des marchés de prédiction et devrait permettre d'accélérer leur adoption par les entreprises.
Hendaoui A., Pigneur Y. (Dir.) (2010). Consumer shopping behavior in 3D virtual worlds : a theoretical and empirical investigation. Université de Lausanne, Faculté des hautes études commerciales.
Méliane R. E., Pigneur Y. (Dir.) (2010). Understanding consumers repurchase in the context of online shopping: an empirical study. Université de Lausanne, Faculté des hautes études commerciales. [abstract]
L'utilisation de l'Internet comme medium pour faire ses courses et achats a vu une croissance exponentielle. Cependant, 99% des nouveaux business en ligne échouent. La plupart des acheteurs en ligne ne reviennent pas pour un ré-achat et 60% abandonnent leur chariot avant de conclure l'achat. En effet, après le premier achat, la rétention du consommateur en ligne devient critique au succès du vendeur de commerce électronique. Retenir des consommateurs peut sauver des coûts, accroître les profits, et permet de gagner un avantage compétitif.Les recherches précédentes ont identifié la loyauté comme étant le facteur le plus important dans la rétention du consommateur, et l'engagement ("commitment") comme étant un des facteurs les plus importants en marketing relationnel, offrant une réflexion sur la loyauté. Pourtant, nous n'avons pu trouver d'étude en commerce électronique examinant l'impact de la loyauté en ligne et de l'engagement en ligne ("online commitment") sur le ré-achat en ligne. Un des avantages de l'achat en ligne c'est la capacité à chercher le meilleur prix avec un clic. Pourtant, nous n'avons pu trouver de recherche empirique en commerce électronique qui examinait l'impact de la perception post-achat du prix sur le ré-achat en ligne.L'objectif de cette recherche est de développer un modèle théorique visant à comprendre le ré-achat en ligne, ou la continuité d'achat ("purchase continuance") du même magasin en ligne.Notre modèle de recherche a été testé dans un contexte de commerce électronique réel, sur un échantillon total de 1,866 vrais acheteurs d'un même magasin en ligne. L'étude est centrée sur le ré-achat. Par conséquent, les répondants sélectionnés aléatoirement devaient avoir acheté au moins une fois de ce magasin en ligne avant le début de l'enquête. Cinq mois plus tard, nous avons suivi les répondants pour voir s'ils étaient effectivement revenus pour un ré-achat.Notre analyse démontre que l'intention de ré-achat en ligne n'a pas d'impact significatif sur le ré-achat en ligne. La perception post-achat du prix en ligne ("post-purchase Price perception") et l'engagement normatif en ligne ("Normative Commitment") n'ont pas d'impact significatif sur l'intention de ré-achat en ligne. L'engagement affectif en ligne ("Affective Commitment"), l'attitude loyale en ligne ("Attitudinal Loyalty"), le comportement loyal en ligne ("Behavioral Loyalty"), l'engagement calculé en ligne ("Calculative Commitment") ont un impact positif sur l'intention de ré-achat en ligne. De plus, l'attitude loyale en ligne a un effet de médiation partielle entre l'engagement affectif en ligne et l'intention de ré-achat en ligne. Le comportement loyal en ligne a un effet de mediation partielle entre l'attitude loyale en ligne et l'intention de ré-achat en ligne.Nous avons réalisé deux analyses complémentaires : 1) Sur un échantillon de premiers acheteurs, nous trouvons que la perception post-achat du prix en ligne a un impact positif sur l'intention de ré-achat en ligne. 2) Nous avons divisé l'échantillon de l'étude principale entre des acheteurs répétitifs Suisse-Romands et Suisse-Allemands. Les résultats démontrent que les Suisse-Romands montrent plus d'émotions durant l'achat en ligne que les Suisse-Allemands. Nos résultats contribuent à la recherche académique mais aussi aux praticiens de l'industrie e-commerce.AbstractThe use of the Internet as a shopping and purchasing medium has seen exceptional growth. However, 99% of new online businesses fail. Most online buyers do not comeback for a repurchase, and 60% abandon their shopping cart before checkout. Indeed, after the first purchase, online consumer retention becomes critical to the success of the e-commerce vendor. Retaining existing customers can save costs, increase profits, and is a means of gaining competitive advantage.Past research identified loyalty as the most important factor in achieving customer retention, and commitment as one of the most important factors in relationship marketing, providing a good description of what type of thinking leads to loyalty. Yet, we could not find an e-commerce study investing the impact of both online loyalty and online commitment on online repurchase. One of the advantages of online shopping is the ability of browsing for the best price with one click. Yet, we could not find an e- commerce empirical research investigating the impact of post-purchase price perception on online repurchase.The objective of this research is to develop a theoretical model aimed at understanding online repurchase, or purchase continuance from the same online store.Our model was tested in a real e-commerce context with an overall sample of 1, 866 real online buyers from the same online store.The study focuses on repurchase. Therefore, randomly selected respondents had purchased from the online store at least once prior to the survey. Five months later, we tracked respondents to see if they actually came back for a repurchase.Our findings show that online Intention to repurchase has a non-significant impact on online Repurchase. Online post-purchase Price perception and online Normative Commitment have a non-significant impact on online Intention to repurchase, whereas online Affective Commitment, online Attitudinal Loyalty, online Behavioral Loyalty, and online Calculative Commitment have a positive impact on online Intention to repurchase. Furthermore, online Attitudinal Loyalty partially mediates between online Affective Commitment and online Intention to repurchase, and online Behavioral Loyalty partially mediates between online Attitudinal Loyalty and online Intention to repurchase.We conducted two follow up analyses: 1) On a sample of first time buyers, we find that online post-purchase Price perception has a positive impact on Intention. 2) We divided the main study's sample into Swiss-French and Swiss-German repeated buyers. Results show that Swiss-French show more emotions when shopping online than Swiss- Germans. Our findings contribute to academic research but also to practice.
Fang G., Pigneur Y. (Dir.) (2009). Firm's network capability and innovation performance: evidences from China hi-tech industry. Université de Lausanne, Faculté des hautes études commerciales. [abstract]
ABSTRACT :¦A firm's competitive advantage can arise from internal resources as well as from an interfirm network. -This dissertation investigates the competitive advantage of a firm involved in an innovation network by integrating strategic management theory and social network theory. It develops theory and provides empirical evidence that illustrates how a networked firm enables the network value and appropriates this value in an optimal way according to its strategic purpose. The four inter-related essays in this dissertation provide a framework that sheds light on the extraction of value from an innovation network by managing and designing the network in a proactive manner.¦The first essay reviews research in social network theory and knowledge transfer management, and identifies the crucial factors of innovation network configuration for a firm's learning performance or innovation output. The findings suggest that network structure, network relationship, and network position all impact on a firm's performance. Although the previous literature indicates that there are disagreements about the impact of dense or spare structure, as well as strong or weak ties, case evidence from Chinese software companies reveals that dense and strong connections with partners are positively associated with firms' performance.¦The second essay is a theoretical essay that illustrates the limitations of social network theory for explaining the source of network value and offers a new theoretical model that applies resource-based view to network environments. It suggests that network configurations, such as network structure, network relationship and network position, can be considered important network resources. In addition, this essay introduces the concept of network capability, and suggests that four types of network capabilities play an important role in unlocking the potential value of network resources and determining the distribution of network rents between partners. This essay also highlights the contingent effects of network capability on a firm's innovation output, and explains how the different impacts of network capability depend on a firm's strategic choices. This new theoretical model has been pre-tested with a case study of China software industry, which enhances the internal validity of this theory.¦The third essay addresses the questions of what impact network capability has on firm innovation performance and what are the antecedent factors of network capability. This essay employs a structural equation modelling methodology that uses a sample of 211 Chinese Hi-tech firms. It develops a measurement of network capability and reveals that networked firms deal with cooperation between, and coordination with partners on different levels according to their levels of network capability. The empirical results also suggests that IT maturity, the openness of culture, management system involved, and experience with network activities are antecedents of network capabilities. Furthermore, the two-group analysis of the role of international partner(s) shows that when there is a culture and norm gap between foreign partners, a firm must mobilize more resources and effort to improve its performance with respect to its innovation network.¦The fourth essay addresses the way in which network capabilities influence firm innovation performance. By using hierarchical multiple regression with data from Chinese Hi-tech firms, the findings suggest that there is a significant partial mediating effect of knowledge transfer on the relationships between network capabilities and innovation performance. The findings also reveal that the impacts of network capabilities divert with the environment and strategic decision the firm has made: exploration or exploitation. Network constructing capability provides a greater positive impact on and yields more contributions to innovation performance than does network operating capability in an exploration network. Network operating capability is more important than network constructing capability for innovative firms in an exploitation network. Therefore, these findings highlight that the firm can shape the innovation network proactively for better benefits, but when it does so, it should adjust its focus and change its efforts in accordance with its innovation purposes or strategic orientation.
Ondrus J., Pigneur Y. (Dir.) (2007). A design science approach to support the assessment of disruptive technology : the Swiss mobile payment case. Université de Lausanne, Faculté des hautes études commerciales. [abstract]
Abstract¦In this thesis we present the design of a systematic integrated computer-based approach for detecting potential disruptions from an industry perspective. Following the design science paradigm, we iteratively develop several multi-actor multi-criteria artifacts dedicated to environment scanning. The contributions of this thesis are both theoretical and practical. We demonstrate the successful use of multi-criteria decision-making methods for technology foresight. Furthermore, we illustrate the design of our artifacts using build and-evaluate loops supported with a field study of the Swiss mobile payment industry. To increase the relevance of this study, we systematically interview key Swiss experts for each design iteration. As a result, our research provides a realistic picture of the current situation in the Swiss mobile payment market and reveals previously undiscovered weak signals for future trends. Finally, we suggest a generic design process for environment scanning.
Camponovo G., Pigneur Y. (Dir.) (2006). Conceptual models for designing information systems supporting the strategic analysis of technology environments. Université de Lausanne, Faculté des hautes études commerciales. [abstract]
1 6 STRUCTURE OF THIS THESIS¦-Chapter I presents the motivations of this dissertation by illustrating two gaps in the current body of knowledge that are worth filling, describes the research problem addressed by this thesis and presents the research methodology used to achieve this goal.¦-Chapter 2 shows a review of the existing literature showing that environment analysis is a vital strategic task, that it shall be supported by adapted information systems, and that there is thus a need for developing a conceptual model of the environment that provides a reference framework for better integrating the various existing methods and a more formal definition of the various aspect to support the development of suitable tools.¦-Chapter 3 proposes a conceptual model that specifies the various enviromnental aspects that are relevant for strategic decision making, how they relate to each other, and ,defines them in a more formal way that is more suited for information systems development.¦-Chapter 4 is dedicated to the evaluation of the proposed model on the basis of its application to a concrete environment to evaluate its suitability to describe the current conditions and potential evolution of a real environment and get an idea of its usefulness.¦-Chapter 5 goes a step further by assembling a toolbox describing a set of methods that can be used to analyze the various environmental aspects put forward by the model and by providing more detailed specifications for a number of them to show how our model can be used to facilitate their implementation as software tools.¦-Chapter 6 describes a prototype of a strategic decision support tool that allow the analysis of some of the aspects of the environment that are not well supported by existing tools and namely to analyze the relationship between multiple actors and issues. The usefulness of this prototype is evaluated on the basis of its application to a concrete environment.¦-Chapter 7 finally concludes this thesis by making a summary of its various contributions and by proposing further interesting research directions.
Osterwalder A., Pigneur Y. (Dir.) (2004). The business model ontology a proposition in a design science approach. Université de Lausanne, Faculté des hautes études commerciales. [pdf] [abstract]
The goal of this dissertation is to find and provide the basis for a managerial tool that allows a firm to easily express its business logic. The methodological basis for this work is design science, where the researcher builds an artifact to solve a specific problem. In this case the aim is to provide an ontology that makes it possible to explicit a firm's business model. In other words, the proposed artifact helps a firm to formally describe its value proposition, its customers, the relationship with them, the necessary intra- and inter-firm infrastructure and its profit model. Such an ontology is relevant because until now there is no model that expresses a company's global business logic from a pure business point of view. Previous models essentially take an organizational or process perspective or cover only parts of a firm's business logic. The four main pillars of the ontology, which are inspired by management science and enterprise- and processmodeling, are product, customer interface, infrastructure and finance. The ontology is validated by case studies, a panel of experts and managers. The dissertation also provides a software prototype to capture a company's business model in an information system. The last part of the thesis consists of a demonstration of the value of the ontology in business strategy and Information Systems (IS) alignment.¦Structure of this thesis:¦The dissertation is structured in nine parts:¦Chapter 1 presents the motivations of this research, the research methodology with which the goals shall be achieved and why this dissertation present a contribution to research.¦Chapter 2 investigates the origins, the term and the concept of business models. It defines what is meant by business models in this dissertation and how they are situated in the context of the firm. In addition this chapter outlines the possible uses of the business model concept.¦Chapter 3 gives an overview of the research done in the field of business models and enterprise ontologies.¦Chapter 4 introduces the major contribution of this dissertation: the business model ontology. In this part of the thesis the elements, attributes and relationships of the ontology are explained and described in detail.¦Chapter 5 presents a case study of the Montreux Jazz Festival which's business model was captured by applying the structure and concepts of the ontology. In fact, it gives an impression of how a business model description based on the ontology looks like.¦Chapter 6 shows an instantiation of the ontology into a prototype tool: the Business Model Modelling Language BM2L. This is an XML-based description language that allows to capture and describe the business model of a firm and has a large potential for further applications.¦Chapter 7 is about the evaluation of the business model ontology. The evaluation builds on literature review, a set of interviews with practitioners and case studies.¦Chapter 8 gives an outlook on possible future research and applications of the business model ontology. The main areas of interest are alignment of business and information technology IT/information systems IS and business model comparison. Finally, chapter 9 presents some conclusions.
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