{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,10,31]],"date-time":"2025-10-31T06:58:35Z","timestamp":1761893915015,"version":"3.41.2"},"reference-count":36,"publisher":"Emerald","issue":"2","license":[{"start":{"date-parts":[[2004,4,1]],"date-time":"2004-04-01T00:00:00Z","timestamp":1080777600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2004,4,1]]},"abstract":"<jats:p>This paper argues that enterprise scale information systems integration should be driven by business value propositions rather than system level requirements. It reviews the existing literature of value and presents a summary of the issues and insights. A study of attitudes and perceptions from an enterprise system vendor organisation is presented. The study uses cognitive mapping to analyse the data and grounded theory to derive the concept of value proposition as a suitable concept for comprehending integration. The concept is further developed from a synthesis of the issues from literature with the results. The determination of a value proposition is argued to be a process of defining the consumer and providing perspectives. The provider perspective of value proposition is shown to be competency based whilst the consumer is results oriented. Discussion of the implications of value proposition driven integration projects leads onto recommendations for industry and implications for further academic research.<\/jats:p>","DOI":"10.1108\/17410390410518781","type":"journal-article","created":{"date-parts":[[2004,3,15]],"date-time":"2004-03-15T18:20:07Z","timestamp":1079374807000},"page":"142-163","source":"Crossref","is-referenced-by-count":8,"title":["Value propositions: a new conceptualisation for integration"],"prefix":"10.1108","volume":"17","author":[{"given":"Randall","family":"Perrey","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Alex","family":"Johnston","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Mark","family":"Lycett","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Ray","family":"Paul","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"140","reference":[{"key":"key2022032119545225600_B1","unstructured":"Ahola, H., Oinas\u2010Kukkonen, H. and Koivum\u00e4ki, T. (2000), Customer Delivered Value in a Web\u2010ased Supermarket, IEEE, Washington, DC."},{"key":"key2022032119545225600_B2","unstructured":"Bagchi, S. and Tulskie, B. (2000), \u201cE\u2010business models \u2013 integrating learning from strategic development experiences and empirical research\u201d, 20th Annual International Conference of the Strategic Management Society, Vancouver."},{"key":"key2022032119545225600_B3","unstructured":"Beck, K. (2000), Extreme Programming Explained, Addison\u2010Wesley Longman, Reading, MA."},{"key":"key2022032119545225600_B4","unstructured":"Booch, G. (1994), Object\u2010oriented Analysis and Design with Applications, Benjamin Cummings, Redwood City, CA."},{"key":"key2022032119545225600_B5","unstructured":"Christopher, M., Payne, A. and Ballantyne, D. (1993), Relationship Marketing: Bringing Quality, Customer Service and Marketing Together, Butterworth\u2010Heinemann, Oxford."},{"key":"key2022032119545225600_B6","unstructured":"Creese, R. (2000), \u201cValue management: creating competitive advantage\u201d, Cost Engineering."},{"key":"key2022032119545225600_B7","unstructured":"Day, G.S. and Fahey, L. (1990), \u201cPutting strategy into shareholder value analysis\u201d, Harvard Business Review, Vol. 68 No. 2, pp. 156\u201062."},{"key":"key2022032119545225600_B8","doi-asserted-by":"crossref","unstructured":"Dummond, E. (2000), \u201cValue management: an underlying framework\u201d, International Journal of Operations & Production Management, Vol. 20 No. 9, pp. 1062\u201077.","DOI":"10.1108\/01443570010339154"},{"key":"key2022032119545225600_B9","unstructured":"Eden, C. (1989), \u201cUsing cognitive mapping for strategic options development and analysis\u201d, in Rosenhead, J. (Ed.), Rational Analysis for a Problematic World: Problem Structuring Methods for Complexity, Uncertainty and Conflict, John Wiley & Sons, Chichester, pp. 21\u201042."},{"key":"key2022032119545225600_B10","unstructured":"Fallon, C. (1971), Value Analysis to Improve Productivity, Wiley\u2010Interscience, Chichester."},{"key":"key2022032119545225600_B11","unstructured":"Gale, B. (1994), Managing Customer Value: Creating Quality and Service that Customers Can See, The Free Press, New York, NY."},{"key":"key2022032119545225600_B12","doi-asserted-by":"crossref","unstructured":"Glaser, B.G. and Strauss, A.L. (1967), The Discovery of Grounded Theory: Strategies for Qualitative Research, Weidenfeld and Nicholson, London.","DOI":"10.1097\/00006199-196807000-00014"},{"key":"key2022032119545225600_B13","unstructured":"Grant, R.M. (2002), Contemporary Strategy Analysis: Concepts, Techniques, Applications, Blackwell, Oxford."},{"key":"key2022032119545225600_B14","unstructured":"Hamel, G. and Prahalad, C.K. (1989), \u201cStrategic intent\u201d, Harvard Business Review, Vol. 67 No. 3, pp. 63\u201076."},{"key":"key2022032119545225600_B15","unstructured":"Hamel, G. and Prahalad, C.K. (1990), \u201cThe core competencies of the corporation\u201d, Harvard Business Review."},{"key":"key2022032119545225600_B16","unstructured":"Hedberg, B., Dahlgren, G., Hansson, J. and Olve, N.G. (1994), Virtual Organizations and Beyond, John Wiley & Sons, Chichester."},{"key":"key2022032119545225600_B17","unstructured":"Heskett, J.L., Sasser, E. and Schlesinger, L.A. (1997), The Service Profit Chain, The Free Press, New York, NY."},{"key":"key2022032119545225600_B18","unstructured":"Kelly, G. (1955), The Psychology of Personal Constructs, W.W. Norton, New York, NY."},{"key":"key2022032119545225600_B19","unstructured":"Linen, S. (2000), \u201cCustomer percieved value: power point in a global economy\u201d, European Financial Management, Vol. 16."},{"key":"key2022032119545225600_B20","unstructured":"Loomis, W.R. (1999), \u201cQS\u20109000 customer satisfaction monitoring isn\u2019t working\u201d, Quality Progress, pp. 54\u20109."},{"key":"key2022032119545225600_B21","unstructured":"Martin, J. (1996), Cybercorp the New Business Revolution, American Management Association, New York, NY."},{"key":"key2022032119545225600_B22","unstructured":"Miles, L.D. (1972), Techniques of Value Analysis and Engineering, McGraw\u2010Hill, New York, NY."},{"key":"key2022032119545225600_B23","doi-asserted-by":"crossref","unstructured":"Papazoglou, M.P., Riebbers, P. and Tsalgatidon, A. (2000), \u201cIntegrated value chains and their implications from a business and technology standpoint\u201d, Decision Support Systems, Vol. 29 No. 4, pp. 323\u201042.","DOI":"10.1016\/S0167-9236(00)00081-6"},{"key":"key2022032119545225600_B24","unstructured":"Piller, F.T., Reichwald, R. and Mslein, K. (2000), \u201cInformation as a critical success factor for mass customization or: why even a customized shoe not always fits\u201d, paper presented at the ASAC\u2010IFSAM 2000 Conference, Montreal."},{"key":"key2022032119545225600_B25","unstructured":"Porter, M.E. (1980), Competitive Strategy: Techniques for Aanalysing Industries and Competitors, The Free Press, New York, NY."},{"key":"key2022032119545225600_B26","unstructured":"Porter, M.E. (1985), Competitive Advantage, Free Press, New York, NY."},{"key":"key2022032119545225600_B27","unstructured":"Porter, M.E. (2001), \u201cStrategy and the Internet\u201d, Harvard Business Review, March\u2010April, pp. 63\u201078."},{"key":"key2022032119545225600_B28","unstructured":"Reichheld, F.F. (1996), The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value, Harvard Business School Press, Boston, MA."},{"key":"key2022032119545225600_B29","doi-asserted-by":"crossref","unstructured":"Scott Morton, M.S. (1991), The Corporation of the 1990s: Information Technology and Organizational Transformation, Oxford University Press, New York, NY.","DOI":"10.1093\/oso\/9780195063585.001.0001"},{"key":"key2022032119545225600_B30","unstructured":"Simon, H.A. (1996), The Sciences of the Artificial, MIT Press, Cambridge, MA."},{"key":"key2022032119545225600_B31","unstructured":"Strauss, A.L. and Corbin, J. (1998), Basics of Qualitative Research, Sage Publications, Thousand Oaks, CA."},{"key":"key2022032119545225600_B32","unstructured":"Tassinari, R. (1985), Le Rapport Qualit\u00e9\/Prix, Les \u00c9ditions d\u2019Organisation, Paris."},{"key":"key2022032119545225600_B33","unstructured":"Thiry, M. (1997), Value Management Practice, Project Management Institute, Philadelphia, PA."},{"key":"key2022032119545225600_B34","doi-asserted-by":"crossref","unstructured":"Truex, D.P., Baskerville, R. and Klein, H. (1999), \u201cGrowing systems in emergent organisations\u201d, Communications of the ACM, Vol. 42 No. 8, pp. 117\u201022.","DOI":"10.1145\/310930.310984"},{"key":"key2022032119545225600_B35","unstructured":"Wallin, J. (2000), \u201cOperationalizing competencies\u201d, paper presented at the 5th Annual International Conference on Competence\u2010ased Management, Helsinki."},{"key":"key2022032119545225600_B36","unstructured":"Zuboff, S. (1988), In the Age of the Smart Machine: The Future of Work and Power, Basic Books, New York, NY."}],"container-title":["Journal of Enterprise Information Management"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/www.emeraldinsight.com\/doi\/full-xml\/10.1108\/17410390410518781","content-type":"unspecified","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/17410390410518781\/full\/xml","content-type":"application\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/17410390410518781\/full\/html","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,7,25]],"date-time":"2025-07-25T00:18:44Z","timestamp":1753402724000},"score":1,"resource":{"primary":{"URL":"http:\/\/www.emerald.com\/jeim\/article\/17\/2\/142-163\/219557"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2004,4,1]]},"references-count":36,"journal-issue":{"issue":"2","published-print":{"date-parts":[[2004,4,1]]}},"alternative-id":["10.1108\/17410390410518781"],"URL":"https:\/\/doi.org\/10.1108\/17410390410518781","relation":{},"ISSN":["1741-0398"],"issn-type":[{"type":"print","value":"1741-0398"}],"subject":[],"published":{"date-parts":[[2004,4,1]]}}}