Online citations, reference lists, and bibliographies.
← Back to Search

The Strategic Context For Information Systems Use: An Empirical Study Of The Financial Services Industry

K. Fletcher, G. Wright
Published 1996 · Economics

Cite This
Download PDF
Analyze on Scholarcy
Share
This paper reports a study into the relationship between the strategic use of information technology in financial service organizations and the strategic context within which such use is made. Using an obtained sample of 46 per cent of all major banks, building societies and insurance companies in the UK, we evaluate the extent to which the financial services industry is, in general, strategically orientated in its utilization of information technology (IT) to support marketing. We find a good degree of integration of marketing and IT groupings with the strategic planning process but document a high degree of strategic ambiguity and lack of strategic time frame for such investment decisions. These results, coupled with a general reliance on traditional cost benefit appraisal methods are, we argue, indicative of a short-term, rather than strategic, focus for information systems use. We conclude that, within the UK financial services industry in general, the strategic vision does not seem to exist to enable the majority of those firms adopting IT innovations to support marketing to gain sustainable strategic advantage.
This paper references
10.1016/0268-4012(95)00005-R
Organizational, strategic and technical barriers to successful implementation of database marketing
K. Fletcher (1995)
Information technology as a competitive burden
Timothy N. Warner (1989)
10.1016/0007-6813(88)90006-7
The rediscovery of the marketing concept
F. Webster (1988)
10.1016/0024-6301(89)90079-4
Building a competitive advantage through information technology
C. Jackson (1989)
Managing the Four Stages of EDP Growth
C. F. Gibson (1974)
10.1016/0024-6301(89)90171-4
Strategic thinking in insurance
Esme F. Howard (1989)
10.1177/030630708801300303
The Successful Exploitation of New Technology in Banking
H. Scarbrough (1988)
10.1108/02634509210018711
Information Systems: The UK Retail Financial Services Sector
J. Watkins (1992)
10.1108/EB054234
Information technology and corporate strategy
M. S. Morton (1988)
10.1086/209021
A Propositional Inventory for New Diffusion Research
H. Gatignon (1985)
10.1108/EB039057
Creating competitive weapons from information systems.
C. Wiseman (1984)
10.1108/EB001313
Information Systems in British Industry
K. Fletcher (1983)
10.1016/0019-8501(73)90050-3
Adoption of innovation by industrial organizations
C. O'Neal (1973)
Interactive Marketing: Exploiting the Age of Addressability
J. Deighton (1991)
10.1108/EB039282
Techniques for Cost Justifying CIM
Jean L. Noble (1989)
10.1016/0268-4012(89)90048-0
The implementation of information system strategies in UK companies: Aims and barriers to success
T. Wilson (1989)
10.1016/0167-8116(92)90029-K
Strategic orientation and corporate performance
P. Doyle (1992)
10.1016/0024-6301(88)90102-1
Competitive superiority through data base marketing
Bob Shaw (1988)
10.1177/002224298304700310
Strategic Marketing Planning by Product Managers—Room for Improvement?
Thomas J. Cossé (1983)
Computerized performance monitors: are they costing you customers?
R. Grant (1994)
Information Technology Review
B. Knupp (1988)
10.1016/0048-7333(85)90021-6
Innovation : Mapping the winds of creative destruction *
W. Abernathy (2003)
Competitive Advantage: Creating and Sustaining Superior Performance
M. E. Porter (1985)
10.1007/978-1-349-20317-8_10
How Competitive Forces Shape Strategy
M. Porter (1989)
10.1016/0024-6301(90)90005-O
Electronic data interchange: How much competitive advantage?
R. I. Benjamin (1990)
10.1108/eb001131
Marketing Information Systems in United States and British Industry
D. Jobber (1977)
Corporate Information Systems Management: Issues Facing Senior Executives
J. Cash (1995)
Rattling SABRE—new ways to compete on information
Max D. Hopper (1990)
10.2307/1251121
Strategic Market Planning: Problems and Analytical Approaches
Vijay Mahajan (1979)
10.1016/0024-6301(90)90040-b
Management Strategies for Information Technology
M. Earl (1989)
10.1108/EB054251
Sustaining the competitive advantage
B. C. Reimann (1989)
10.1057/EJIS.1991.7
Strategic information systems planning: myths, reality and guidelines for successful implementation
R. Galliers (1991)
How Information Gives You Competitive Advantage
M. E. Porter (1985)
10.1002/SMJ.4250040405
Managing strategic responsibility in the MNC
G. Hamel (1983)



This paper is referenced by
PERAN TEKNOLOGI INFORMASI DALAM RANTAI PASOKAN
Yohanes Suhari (2011)
10.1016/J.IJPE.2012.04.009
Impact of information technology on vendor objectives, capabilities, and competences in contract electronic manufacturing
Z. Perunovic (2012)
The current status of Marketing Information Systems in Jordanian Banking Industry: qualitative evidence
Ghazi A. Al-Weshah (2010)
FACTORS INFLUENCING THE INFORMATION TECHNOLOGY ADOPTION IN MICRO, SMALL AND MEDIUM ENTERPRISES (MSMEs): AN EMPIRICAL STUDY
P. Mangla (2015)
10.1080/713775725
Customer relationship management in financial services: towards information-enabled relationship marketing
L. Ryals (2001)
Customer relations management and productivity in selected hotels in Nakawa division, Kampala district Uganda
Kwakunda Naume (2018)
10.1016/S0263-2373(01)00067-6
Cross-functional issues in the implementation of relationship marketing through customer relationship management
L. Ryals (2001)
Measuring CRM performance: an exploratory case
P. O'Reilly (2004)
10.1016/j.ejor.2003.08.016
Information systems in supply chain integration and management
A. Gunasekaran (2004)
10.1007/978-3-7908-2156-7_12
Logistics and Supply Chain Management Information Systems
S. Rezapour (2009)
FIRM-SPECIFIC COGNITIVE FRAMES AS CO-DETERMINANTS OF PERSISTENT PERFORMANCE DIFFERENTIALS By THORBJØRN KNUDSEN
T. Knudsen (2001)
Quality in services : an examination of Amagerbanken.net and competitive strategies in services
Camilla Fuglesang Vågmo (1999)
A Market-Based Approach to Understanding Communication and Teamworking : A Multi-Disciplinary Literature
Linda D. Peters (2004)
-1- COGNITIVE FRAMES AS CO-DETERMINANTS OF PERSISTENT PERFORMANCE DIFFERENTIALS by THORBJØRN KNUDSEN
R. Burton (2000)
The Impact of the Alignment Between Information Systems and Marketing on Business Performance
Valerie Anne Hooper (2006)
10.1057/palgrave.jit.2000041
A case in customizing e-learning
Karen Neville (2005)
10.1080/1469701042000221687
Leading and coping with change
S. Woodward (2004)
MERC Global's International Journal of Management
Publisher Merc Global (2013)
10.1016/J.INDMARMAN.2007.08.005
Sales force automation systems: An analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry
G. Wright (2008)
10.1080/15228053.2002.10856003
Motivators and Inhibitors of e-Commerce Technology Adoption: Online Stock Trading by Small Brokerage Firms in New Zealand
Patrick Chan (2002)
10.5901/MJSS.2014.V5N23P291
The Impact of Operational Customer Relationship Management on Customer Loyalty
Africa Makasi (2014)
10.1080/1097198X.1998.10856239
Expectations and Impacts of a Global Information System: The Case of a Global Bank from Hong Kong
K. Peffers (1998)
The customer relationship management strategies: personal needs assessment of training and customer turnover
R. Anvari (2010)
10.1080/00909880009365571
Strategic ambiguity in the role development process
K. Miller (2000)
10.1080/02642060412331300842
The RESER survey of service literature, 1996–2001: new information and communication technologies and services. A synthesis from eight national reports
M. C. Monnoyer (2003)
Factors Influencing the Information Technology Adoption of Micro , Small and Medium Enterprises ( MSME ) : An Empirical Study
Subrata Das (2012)
COGNITIVE FRAMES AS CO-DETERMINANTS OF PERSISTENT PERFORMANCE DIFFERENTIALS
T. Knudsen (2000)
A market-based approach to understanding communication and teamworking: a multidisciplinary literature review
Linda D. Peters (2004)
10.1080/10864415.2000.11518381
Information Systems Orientation and Business Use of the Internet: An Empirical Study
T. Teo (2000)
10.1016/S0268-4012(98)00015-2
Barriers to Successful Implementation of Database Marketing: A Cross-Industry Study
Caroline Desai (1998)
Effect of customer perceived value on customer relationship management performance in automobile industry in Iran
Zahra Ehsani (2015)
10.33114/adim.2017.149
The Impact of Collaborative Design on New Product Development: An Empirical Study of B2B E-Commerce Project in Taiwan
Kuo-Pin Chang (2019)
See more
Semantic Scholar Logo Some data provided by SemanticScholar