{"id":"https://openalex.org/W1870609665","doi":null,"title":"A Study of the Sales Process of ERP Systems: Wasteful Management or Managing the Wasteful?","display_name":"A Study of the Sales Process of ERP Systems: Wasteful Management or Managing the Wasteful?","publication_year":2005,"publication_date":"2005-01-01","ids":{"openalex":"https://openalex.org/W1870609665","mag":"1870609665"},"language":"en","primary_location":{"id":"pmh:oai:lup-student-papers.lub.lu.se:1344291","doi":null,"is_oa":true,"landing_page_url":"http://lup.lub.lu.se/student-papers/record/1344291","pdf_url":"http://lup.lub.lu.se/student-papers/record/1344291","source":{"id":"https://openalex.org/S4306402420","display_name":"Lund University Publications Student Papers (Lund University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I187531555","host_organization_name":"Lund University","host_organization_lineage":["https://openalex.org/I187531555"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"H1"},"volume":null,"type":"dissertation","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"http://lup.lub.lu.se/student-papers/record/1344291","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5070565284","display_name":"\u00c5ke Kullenberg","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"\u00c5ke Kullenberg","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5027560353","display_name":"Anders Mannesson","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Anders Mannesson","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":null,"display_name":"Erik R. Lofgren","orcid":"https://orcid.org/0000-0002-9655-5013","observed_orcids":["https://orcid.org/0000-0002-9655-5013"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Erik R. Lofgren","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0002-9655-5013","affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5012455279","display_name":"Gabriel M\u00e5nsson","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Gabriel M\u00e5nsson","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11938","display_name":"ERP Systems Implementation and Impact","score":0.8422999978065491,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11938","display_name":"ERP Systems Implementation and Impact","score":0.8422999978065491,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10910","display_name":"Corporate Governance and Management","score":0.10320000350475311,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.028999999165534973,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/enterprise-resource-planning","display_name":"enterprise resource planning","score":0.9079999923706055},{"id":"https://openalex.org/keywords/sales-process","display_name":"sales process","score":0.925000011920929},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.4819999933242798},{"id":"https://openalex.org/keywords/opportunism","display_name":"opportunism","score":0.7310000061988831},{"id":"https://openalex.org/keywords/agency-theory","display_name":"agency theory","score":0.9350000023841858},{"id":"https://openalex.org/keywords/relationship-marketing","display_name":"relationship marketing","score":0.9950000047683716},{"id":"https://openalex.org/keywords/contracts","display_name":"contracts","score":0.8799999952316284},{"id":"https://openalex.org/keywords/competition","display_name":"competition","score":0.8579999804496765},{"id":"https://openalex.org/keywords/feedback-loops","display_name":"feedback loops","score":0.597000002861023},{"id":"https://openalex.org/keywords/software-sales","display_name":"software sales","score":0.38100001215934753}],"concepts":[{"id":"https://openalex.org/C129631789","wikidata":"https://www.wikidata.org/wiki/Q334173","display_name":"Opportunism","level":2,"score":0.981952965259552},{"id":"https://openalex.org/C2776743756","wikidata":"https://www.wikidata.org/wiki/Q5097921","display_name":"Safeguarding","level":2,"score":0.5958471894264221},{"id":"https://openalex.org/C200707436","wikidata":"https://www.wikidata.org/wiki/Q1053211","display_name":"Principal\u2013agent problem","level":3,"score":0.5902637839317322},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.5436297655105591},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.520994246006012},{"id":"https://openalex.org/C108170787","wikidata":"https://www.wikidata.org/wiki/Q3951828","display_name":"Agency (philosophy)","level":2,"score":0.5102198123931885},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.4709784984588623},{"id":"https://openalex.org/C91306197","wikidata":"https://www.wikidata.org/wiki/Q45767","display_name":"Competition (biology)","level":2,"score":0.4303675889968872},{"id":"https://openalex.org/C144559511","wikidata":"https://www.wikidata.org/wiki/Q2986279","display_name":"Principal (computer security)","level":2,"score":0.42750129103660583},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3741093873977661},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.32977885007858276},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.324463427066803},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.310535728931427},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.3032068908214569},{"id":"https://openalex.org/C39389867","wikidata":"https://www.wikidata.org/wiki/Q380767","display_name":"Corporate governance","level":2,"score":0.17476990818977356},{"id":"https://openalex.org/C38652104","wikidata":"https://www.wikidata.org/wiki/Q3510521","display_name":"Computer security","level":1,"score":0.11369433999061584},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.10133269429206848},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.0798477828502655},{"id":"https://openalex.org/C34447519","wikidata":"https://www.wikidata.org/wiki/Q179522","display_name":"Market economy","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0},{"id":"https://openalex.org/C18903297","wikidata":"https://www.wikidata.org/wiki/Q7150","display_name":"Ecology","level":1,"score":0.0},{"id":"https://openalex.org/C71924100","wikidata":"https://www.wikidata.org/wiki/Q11190","display_name":"Medicine","level":0,"score":0.0},{"id":"https://openalex.org/C159110408","wikidata":"https://www.wikidata.org/wiki/Q121176","display_name":"Nursing","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:lup-student-papers.lub.lu.se:1344291","doi":null,"is_oa":true,"landing_page_url":"http://lup.lub.lu.se/student-papers/record/1344291","pdf_url":"http://lup.lub.lu.se/student-papers/record/1344291","source":{"id":"https://openalex.org/S4306402420","display_name":"Lund University Publications Student Papers (Lund University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I187531555","host_organization_name":"Lund University","host_organization_lineage":["https://openalex.org/I187531555"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"H1"},{"id":"mag:1870609665","doi":null,"is_oa":false,"landing_page_url":"https://lup.lub.lu.se/student-papers/record/1344291/file/2434029.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":{"id":"pmh:oai:lup-student-papers.lub.lu.se:1344291","doi":null,"is_oa":true,"landing_page_url":"http://lup.lub.lu.se/student-papers/record/1344291","pdf_url":"http://lup.lub.lu.se/student-papers/record/1344291","source":{"id":"https://openalex.org/S4306402420","display_name":"Lund University Publications Student Papers (Lund University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I187531555","host_organization_name":"Lund University","host_organization_lineage":["https://openalex.org/I187531555"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"H1"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W1870609665.pdf","grobid_xml":"https://content.openalex.org/works/W1870609665.grobid-xml"},"referenced_works_count":37,"referenced_works":["https://openalex.org/W56306129","https://openalex.org/W1481223100","https://openalex.org/W1508976176","https://openalex.org/W1524237663","https://openalex.org/W1536465007","https://openalex.org/W1547944138","https://openalex.org/W1561054077","https://openalex.org/W1965077518","https://openalex.org/W1965099162","https://openalex.org/W1981958831","https://openalex.org/W1990081677","https://openalex.org/W2003119263","https://openalex.org/W2011466099","https://openalex.org/W2011541836","https://openalex.org/W2014314145","https://openalex.org/W2026225787","https://openalex.org/W2030780155","https://openalex.org/W2034339870","https://openalex.org/W2046133031","https://openalex.org/W2053658073","https://openalex.org/W2056048547","https://openalex.org/W2061671527","https://openalex.org/W2070018672","https://openalex.org/W2080258928","https://openalex.org/W2092925905","https://openalex.org/W2092985225","https://openalex.org/W2093748909","https://openalex.org/W2095299437","https://openalex.org/W2097273566","https://openalex.org/W2102467277","https://openalex.org/W2131253066","https://openalex.org/W2136823593","https://openalex.org/W2146740775","https://openalex.org/W2162448899","https://openalex.org/W2166373025","https://openalex.org/W2482497309","https://openalex.org/W3124528066"],"related_works":["https://openalex.org/W2266006456","https://openalex.org/W2898513305","https://openalex.org/W2077926084","https://openalex.org/W2067736266","https://openalex.org/W2800567092","https://openalex.org/W2978746960","https://openalex.org/W3014373336","https://openalex.org/W2089105679","https://openalex.org/W3011561071","https://openalex.org/W1849391153"],"abstract_inverted_index":{"A":[0],"description":[1],"and":[2,76,87,99,107],"analysis":[3,40,58],"of":[4,8,32,41,93],"the":[5,14,17,42,54,57,97,100,102,108],"sales":[6],"process":[7],"ERP":[9],"systems":[10],"is":[11,26,45,59,114,120],"presented;":[12],"also":[13],"consequences":[15],"for":[16,123],"parties":[18],"involved":[19],"are":[20,66,80],"discussed.":[21],"The":[22,39],"chosen":[23],"methodological":[24],"basis":[25],"an":[27],"inductive":[28],"research":[29],"design":[30],"consisting":[31],"a":[33,48,121,124],"case":[34],"study":[35],"based":[36],"on":[37,53],"interviews.":[38],"empirical":[43],"data":[44],"done":[46],"with":[47,63],"proposed":[49],"analytical":[50],"framework.":[51],"Based":[52],"agency":[55],"theory,":[56],"tightly":[60],"knitted":[61],"together":[62],"opportunism.":[64,130],"There":[65],"three":[67],"controlling":[68],"factors:":[69],"relationships":[70],"(relationship":[71],"marketing),":[72],"contracts":[73],"(principal-agent":[74],"theory),":[75],"competition.":[77],"Three":[78],"results":[79],"proposed:":[81],"First,":[82],"two":[83,91],"factors":[84],"forms":[85],"opportunism-safeguarding":[86],"fringe":[88],"selling.":[89],"Second,":[90],"possibilities":[92],"minimizing":[94],"opportunism":[95],"exist,":[96],"contract":[98],"relationship,":[101],"former":[103],"largely":[104],"being":[105,111],"overlooked,":[106],"latter":[109],"not":[110],"what":[112],"it":[113],"thought":[115],"to":[116,127],"be.":[117],"Third,":[118],"there":[119],"need":[122],"feedback":[125],"loop":[126],"correctly":[128],"address":[129]},"counts_by_year":[],"updated_date":"2026-10-27T15:51:10.671819","created_date":"2016-06-24T00:00:00"}