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Performance and the Use of an Information System

Author

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  • Henry C. Lucas, Jr.

    (New York University)

Abstract

The purpose of this paper is to explore the contributions of information systems to the organization. A descriptive model is presented which identifies (1) expected predictors of performance and the use of an information system and (2) the relationship between the use of a system and performance. The results of a study of sales force performance and the use of a sales information system are presented to provide empirical evidence to support the model. The results confirm the general relationships among classes of variables in the model, but specific relations among variables are complex and depend heavily on the environment of the organization.

Suggested Citation

  • Henry C. Lucas, Jr., 1975. "Performance and the Use of an Information System," Management Science, INFORMS, vol. 21(8), pages 908-919, April.
    • Handle: RePEc:inm:ormnsc:v:21:y:1975:i:8:p:908-919
    DOI: 10.1287/mnsc.21.8.908
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    Cited by:

    1. Giampio Bracchi & Chiara Francalanci, 1997. "A Model for Information Processing Capacity: Formalizing the Impact of Structural and Information System Choices on Organizational Performance," Computational and Mathematical Organization Theory, Springer, vol. 3(3), pages 173-198, September.
    2. Rai, A. & Patnayakuni, R. & Patnayakuni, N., 1996. "Refocusing where and how IT value is realized: An empirical investigation," Omega, Elsevier, vol. 24(4), pages 399-412, August.
    3. Gelderman, M., 1995. "Factors affecting the success of management support systems: analysis and meta-analysis," Serie Research Memoranda 0020, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    4. Katherine A. Duliba & Robert J. Kauffman & Henry C. Lucas, 2001. "Appropriating Value from Computerized Reservation System Ownership in the Airline Industry," Organization Science, INFORMS, vol. 12(6), pages 702-728, December.
    5. Marc Bollecker, 2009. "Contrôleur de gestion : une fonction en danger ?," Post-Print halshs-00456209, HAL.
    6. S Michel & A Michaud-Trévinal & F Cocula, 2019. "Net Impacts in Front Office IS: a First Operationalization of Delone and McLean Model in the Banking Sector," Post-Print hal-02467423, HAL.
    7. Jones, Eugene & Batte, Marvin T. & Schnitkey, Gary D., 1990. "A Socioeconomic Analysis Of Marketing Information Usage Among Ohio Fruit Producers," Southern Journal of Agricultural Economics, Southern Agricultural Economics Association, vol. 22(2), pages 1-9, December.
    8. Dong-Gil Ko & Alan R. Dennis, 2011. "Profiting from Knowledge Management: The Impact of Time and Experience," Information Systems Research, INFORMS, vol. 22(1), pages 134-152, March.
    9. Mouna JEGHAM & Jean-Michel SAHUT, 2014. "ICT acceptation : The case of CRM project," Working Papers 2014-356, Department of Research, Ipag Business School.
    10. Rajiv D. Banker & Robert J. Kauffman, 2004. "50th Anniversary Article: The Evolution of Research on Information Systems: A Fiftieth-Year Survey of the Literature in Management Science," Management Science, INFORMS, vol. 50(3), pages 281-298, March.
    11. Paul M. Leonardi, 2007. "Activating the Informational Capabilities of Information Technology for Organizational Change," Organization Science, INFORMS, vol. 18(5), pages 813-831, October.
    12. Orlikowski, Wanda J. (Wanda Janina)., 2003. "The duality of technology : rethinking the concept of technology in organizations," Working papers #105, Massachusetts Institute of Technology (MIT), Sloan School of Management.

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