Category Archives: Publication

Nomination as Best Theory Development Paper at ICIS 2017

Our paper “Leveraging Market Research Techniques in IS – A Review of Conjoint Analysis in IS Research” co-authored by Dana Naous and Christine Legner was nominated as Best Theory Development Paper at the International Conference on Information Systems (ICIS 2017) in Seoul. The paper summarizes results of the SNF project “Don’t Guess, Simulate! – Understanding User Preferences for Cloud Services”.

ICIS is the most prestigious international conference in the Information Systems discipline, and provides a forum for networking and sharing of latest ideas and highest calibre scientific work amongst the IS profession. The ICIS Conference Proceedings are available for download in the AIS Electronic Library.

With the increasing importance of mass-market information systems (IS), understanding individual user preferences for IS design and adoption is essential. However, this has been a challenging task due to the complexity of balancing functional, non-functional, and economic requirements. Conjoint analysis (CA), from marketing research, estimates user preferences by measuring tradeoffs between products attributes. Although the number of studies applying CA in IS has increased in the past years, we still lack fundamental discussion on its use in our discipline. We review the existing CA studies in IS with regard to the application areas and methodological choices along the CA procedure. Based on this review, we develop a reference framework for application areas in IS that serves as foundation for future studies. We argue that CA can be leveraged in requirements management, business model design, and systems evaluation. As future research opportunities, we see domain-specific adaptations e.g., user preference models.

When Sales Meet Process Mining – Presentation at the International Conference on Information Systems

Gaël Bernard presented results of the CTI-funded research project “Real-Time Sales Planning and Performance Management (SPPM)” at the International Conference on Information Systems (ICIS) in Dublin.

G. Bernard, T. Boillat, C. Legner, P. Andritsos:
When Sales Meet Process Mining: A Scientific Approach to Sales Process and Performance Management
Proceedings of the International Conference on Information Systems (ICIS), Dublin, 2016

Selling has long been considered as an ” art ” driven by personal intuition and native sales talent. However, significant changes have occurred over the past 30 years, as a result of technological advances and changing customer expectations. As one answer to these changes, practitioners and scholars have promoted the idea of ” sales as a science ” , relying on documented, repeatable ways of selling that reflect scientific methods. We argue that process mining is a relevant candidate for empowering ” sales as a science ” via its capacity to analyze, discover, and enhance end-to-end processes. Through a design science approach, we propose a framework for applying process mining to sales, comprising a refined notation and seven process mining analysis scenarios. Our study represents a first step towards gaining a better understanding of real-world sales processes based on digital traces from operational systems e.g., customer relationship management (CRM) systems, or emerging technologies e.g., smart watches.

Further information: Article (AIS library, ResearchGate), poster

“HEC Business Game” featured in a video

“HEC Business Game” is a capstone course for 3rd year Bachelor students, which allows them to review and apply the knowledge acquired during their studies in a serious game. A new video (in French) features the course and provides insights into curriculum design and students’ learning experience.

In a real-time business simulation game, students play as muesli manufacturers and have to define and defend their strategy on a dynamic market. Thanks to the suppport of University of Lausanne’s Fund for Pedagogical Innovation (FIP – Fonds de l’Innovation Pédagogique), HEC Business Game has been further extended to cover an additional financial analyst / investor’s role. In this role, students invest in the Muesli manufacturing companies and manage their investment portfolio on a dynamic financial market.

The next round of “HEC Business Game” will take place on February 13-17, 2014! More information is available on Moodle.

International Conference on Information Systems (ICIS 2013) – Three papers accepted

We are proud to announce that our three submissions were accepted at the Conference on Information Systems (ICIS):

  • Dynamics of IS Adaptation in Multinational Corporations: A New Theoretical Lens (Full research paper, co-authored by Kazem Haki and Christine Legner)
  • Designing Capstone Courses in Management Education: Knowledge Activation and Integration Using an ERP-based Simulation Game (Full research paper, co-authored by Christine Legner, Thibault Estier, Hazbi Avdiji and Thomas Boillat) and
  • Designing Business Models for Platforms as a Service – Towards a Design Theory (Research-in-progress, co-authored by Andrea Giessmann and Christine Legner).

ICIS is the most prestigious international conference in information systems and will take place from December 15 to 18 in Milano. More information:

Two papers accepted at European Conference on Information Systems (ECIS)

The BISA research team will present two papers at the European Conference on Information Systems (ECIS) in Utrecht, Netherlands:

  • Giessmann Andrea, Fritz Alexander, Caton Simon & Legner Christine: A Method for Simulating Cloud Business Models: A Case Study on Platform as a Service
  • Haki Kazem & Legner Christine: Enterprise Architecture Principles in Research and Practice: Insights from an Exploratory Analysis.


Journal article on “Architecture-driven IT Management” published

The article “Overcoming implementation challenges in enterprise architecture management: a design theory for architecture-driven IT Management (ADRIMA)” by Jan Löhe and Christine Legner has just been published in Information Systems & eBusiness Management and is available as ‘Online First’ on SpringerLink: