Leading and lagging indicators in fundraising management: A Canadian case study

Fundraisers, managers, and boards in the charitable sector are faced with an ongoing concern: how do they produce sustainable, predictable financial returns for their causes while minimizing the cost of fundraising? One way to address this is to improve the measurement of fundraising activities and this study asks how fundraising results should be communicated within organizations to support sustainability. This case study focuses on the fundraising program from one Canadian charity with a large, diversified fundraising program to examine how fundraisers can move beyond simple end-of-year financial ratios and implement one managerial technique, leading and lagging indicators, to improve long-term financial performance. A literature review, internal interviews, and internal document review are used to identify 81 potential leading and lagging indicators that fundraisers can use to develop a suite of indicators that fit their context, activities, and goals and to identify potential challenges with implementing indicators. The role of organizational context and characteristics in selecting an appropriate suite of indicators is also discussed.     

Evolutionary Business Information Systems

This article reflects on existing and emerging future challenges arising in the area of “evolutionary business information systems”, a class of systems that demand an evolutionary software development process and which support secondary design of various conceptual layers. We place both existing contributions and future research opportunities in context by referring to an idealized, preliminary system architecture. Finally, we emphasize our pluralistic perspective on the research object and the resulting need for methodological flexibility in the sense of interdisciplinary configurations of research methods.     

Information Systems for “Wicked Problems”

The objective of this commentary is to propose fruitful research directions built upon the reciprocal interplay of social media and collective intelligence. We focus on “wicked problems” – a class of problems that Introne et al. (Künstl. Intell. 27:45–52, 2013) call “problems for which no single computational formulation of the problem is sufficient, for which different stakeholders do not even agree on what the problem really is, and for which there are no right or wrong answers, only answers that are better or worse from different points of view”. We argue that information systems research in particular can aid in designing appropriate systems due to benefits derived from the combined perspectives of both social media and collective intelligence. We document the relevance and timeliness of social media and collective intelligence for business and information systems engineering, pinpoint needed functionality of information systems for wicked problems, describe related research challenges, highlight prospective suitable methods to tackle those challenges, and review examples of initial results.     

User,Use & Utility Research

Business and Information Systems Engineering (BISE) is at a turning point. Planning, designing, developing and operating IT used to be a management task of a few elites in public ad-ministrations and corporations. But the continuous digitization of nearly all areas of life changes the IT landscape fundamentally. Success in this new era requires putting the human perspective – the digital user – at the very heart of the new digitized service-led economy. BISE faces not just a temporary trend but a complex socio-technical phenomenon with far-reaching implications. The challenges are manifold and have major consequences for all stakeholders, both in information systems and management research as well as in practice. Corporate processes have to be re-designed from the ground up, starting with the user’s perspective, thus putting usage experience and utility of the individual center stage. The digital service economy leads to highly personalized application systems while organizational functions are being fragmented. Entirely new ways of interacting with information systems, in particular beyond desktop IT, are being invented and established. These fundamental challenges require novel approaches with regards to innovation and development methods as well as adequate concepts for enterprise or service system architectures. Gigantic amounts of data are being generated at an accelerating rate by an increasing number of devices – data that need to be managed. In order to tackle these extraordinary challenges we introduce ‘user, use & utility’ as a new field of BISE that focuses primarily on the digital user, his or her usage behavior and the utility associated with system usage in the digitized service-led economy. The research objectives encompass the development of theories, methods and tools for systematic requirement elicitation, systems design, and business development for successful Business and Information Systems Engineering in a digitized economy – information systems that digital users enjoy using. This challenge calls for leveraging insights from various scientific disciplines such as Design, Engineering, Computer Science, Psychology and Sociology. BISE can provide an integrated perspective, thereby assuming a pivotal role within the digitized service led economy.     

Modeling Support for Role-Based Delegation in Process-Aware Information Systems

In the paper, an integrated approach for the modeling and enforcement of delegation policies in process-aware information systems is presented. In particular, a delegation extension for process-related role-based access control (RBAC) models is specified. The extension is generic in the sense that it can be used to extend process-aware information systems or process modeling languages with support for process-related RBAC delegation models. Moreover, the detection of delegation-related conflicts is discussed and a set of pre-defined resolution strategies for each potential conflict is provided. Thereby, the design-time and runtime consistency of corresponding RBAC delegation models can be ensured. Based on a formal metamodel, UML2 modeling support for the delegation of roles, tasks, and duties is provided. A corresponding case study evaluates the practical applicability of the approach with real-world business processes. Moreover, the approach is implemented as an extension to the BusinessActivity library and runtime engine.     

Course Allocation via Stable Matching

The allocation of students to courses is a wide-spread and repeated task in higher education, often accomplished by a simple first-come first-served (FCFS) procedure. FCFS is neither stable nor strategy-proof, however. The Nobel Prize in Economic Sciences was awarded to Al Roth and Lloyd Shapley for their work on the theory of stable allocations. This theory was influential in many areas, but found surprisingly little application in course allocation as of yet. In this paper, different approaches for course allocation with a focus on appropriate stable matching mechanisms are surveyed. Two such mechanisms are discussed in more detail, the Gale-Shapley student optimal stable mechanism (SOSM) and the efficiency adjusted deferred acceptance mechanism (EADAM). EADAM can be seen as a fundamental recent contribution which recovers efficiency losses from SOSM at the expense of strategy-proofness. In addition to these two important mechanisms, a survey of recent extensions with respect to the assignment of schedules of courses rather than individual courses is provided. The survey of the theoretical literature is complemented with results of a field experiment, which help understand the benefits of stable matching mechanisms in course allocation applications.     

The sales recovery audit: Learning to walk the talk

Little research attention has been devoted to the impact of salesperson failure and recovery management on customer relationship development. This paper develops a theoretically anchored and externally validated sales recovery audit for the purpose of assessing sales organization performance in these matters. Results based on a survey of 177 sales managers indicate that practice of sales recovery efforts lags behind their perceived importance as they relate to organizational success. The sales recovery audit presented here can be a useful tool to continuously evaluate and enhance sales recovery efforts for the purpose of building a stronger relationship selling organization.     

Nonlinearity in dynamic adjustment: Semiparametric estimation of panel labor supply

We estimate a semiparametric dynamic panel data model by the local linear kernel method and we interpret the slope of the nonparametric component function as a varying slope coefficient. Thus, the slope coefficient is a smooth, but otherwise unknown, function of some of the regressors. A Monte Carlo experiment is reported to examine the finite sample performance of the local linear estimator. We apply the estimation method to a labor supply equation for men from the triannual Survey of Income and Program Participation (SIPP). Specification tests based on the estimated labor supply elasticities, partial adjustment coefficients, and residuals demonstrate the improvements from a semiparametric partially linear model. Our empirical results point to a need by economists to revisit the issue of the speed of labor market adjustment to policy induced shifts in labor demand and to take more formal econometric account of heterogeneity in wage effects when studying the distributional consequences of tax reforms for labor supply earnings. First version received: July 2000/Final version received: January 2001