Abstract
The set of interorganizational information systems used for global cash management in business markets is analyzed. A longitudinal case study of Motorola is presented. Their strategy has evolved from an internal cost saving focus to a cooperative one, yielding significant strategic benefits by the inclusion of trading partners. The financial aspects of Motorola's business relationships with trading partners and its principal bank have been transformed through a process of organizational learning and adaptation coupled with the close integration of information systems (ISs) throughout the cash supply chain. Cooperative behavior between Motorola and its suppliers, with the help of Citibank, has enabled a coordinated response to bring cash flows in line with product flows. The results are compared with existing IS marketing theories on business relationships, market structure, and globalization.
| Original language | Undefined |
|---|---|
| Title of host publication | [1993] Proceedings of the Twenty-sixth Hawaii International Conference on System Sciences |
| Publisher | IEEE |
| Pages | 450-459 |
| Volume | iv |
| DOIs | |
| Publication status | Published - 1 Jan 1993 |
Keywords
- DP industry
- financial data processing
- information systems
- marketing
- Citibank
- IS marketing theories
- Motorola
- business markets
- business relationships
- cash flows
- cash supply chain
- coordinated response
- financial aspects
- global cash management
- internal cost saving focus
- interorganizational information systems
- longitudinal case study
- market structure
- organizational learning
- principal bank
- product flows
- trading partners
- Computer network management
- Consumer electronics
- Costs
- Couplings
- Globalization
- Information systems
- Information technology
- Management information systems
- Manufacturing
- Supply chains