A framework based on expectancy theory, equity theory, and integrative negotiation strategies is ... more A framework based on expectancy theory, equity theory, and integrative negotiation strategies is proposed for improving the success rates of technology implementations. Negotiation strategies can be used to create integrative solutions such that the incentives to use the technology are distributed most effectively. Many of the current approaches to technology implementation focus on increasing the ease of use of the technology by lowering organizational and/or technological barriers blocking implementation success. An additional approach is to increase motivation to use the technology. Ease of use must be combined with making technology use desirable to the users. Implementers who approach implementation as an integrative negotiation will be best able to structure successful solutions.
Negotiated implementation is suggested as a cogent approach to meeting user and implementer needs... more Negotiated implementation is suggested as a cogent approach to meeting user and implementer needs, and thus, to increasing technology implementation. Negotiated implementation is expected to have its effect through three well‐known dimensions: ease of use, usefulness, and commitment. The efficacy of negotiated implementation is tested in the context of a university‐based field study of World Wide Web site use. Empirical support is found for the negotiated implementation approach. Implications and future research related to both theory and application are provided.
Venture Capital: An International Journal of Entrepreneurial Finance, 2007
We question the popular contention of a ‘one-hour’ rule of venture capital investing using data f... more We question the popular contention of a ‘one-hour’ rule of venture capital investing using data from two studies. A survey of 20 Silicon Valley (SV) venture capital general partners representing 122 portfolio firms finds 52% of their round one deals are done with exclusively SV firms (firms with no outside locations), 30% are done exclusively outside of the SV, and 18% are headquartered in the SV but also have locations elsewhere. A broader study of 3 826 SV venture capital deals finds 42% of round one deals are done with SV headquartered firms (this includes both exclusively SV deals and deals where only the headquarters is in the SV). There are significant effects for the industry of the portfolio company (high tech firms are more likely to be located in the SV) and the age of the venture capital firm, with younger firms roaming further a field in some cases. We describe ‘return on location’ (ROI) as a crucial component of due diligence, and consider the role that virtual management can play in mitigating distance issues. Six prominent Silicon Valley venture capitalists provide insights on the results.
Information Systems Research is a leading international journal of theory, research, and intellec... more Information Systems Research is a leading international journal of theory, research, and intellectual development, focused on information systems in organizations, institutions, the economy, and society. It is a quarterly journal published by the Institute for Operations Research ...
A framework based on expectancy theory, equity theory, and integrative negotiation strategies is ... more A framework based on expectancy theory, equity theory, and integrative negotiation strategies is proposed for improving the success rates of technology implementations. Negotiation strategies can be used to create integrative solutions such that the incentives to use the technology are distributed most effectively. Many of the current approaches to technology implementation focus on increasing the ease of use of the technology by lowering organizational and/or technological barriers blocking implementation success. An additional approach is to increase motivation to use the technology. Ease of use must be combined with making technology use desirable to the users. Implementers who approach implementation as an integrative negotiation will be best able to structure successful solutions.
Negotiated implementation is suggested as a cogent approach to meeting user and implementer needs... more Negotiated implementation is suggested as a cogent approach to meeting user and implementer needs, and thus, to increasing technology implementation. Negotiated implementation is expected to have its effect through three well‐known dimensions: ease of use, usefulness, and commitment. The efficacy of negotiated implementation is tested in the context of a university‐based field study of World Wide Web site use. Empirical support is found for the negotiated implementation approach. Implications and future research related to both theory and application are provided.
Venture Capital: An International Journal of Entrepreneurial Finance, 2007
We question the popular contention of a ‘one-hour’ rule of venture capital investing using data f... more We question the popular contention of a ‘one-hour’ rule of venture capital investing using data from two studies. A survey of 20 Silicon Valley (SV) venture capital general partners representing 122 portfolio firms finds 52% of their round one deals are done with exclusively SV firms (firms with no outside locations), 30% are done exclusively outside of the SV, and 18% are headquartered in the SV but also have locations elsewhere. A broader study of 3 826 SV venture capital deals finds 42% of round one deals are done with SV headquartered firms (this includes both exclusively SV deals and deals where only the headquarters is in the SV). There are significant effects for the industry of the portfolio company (high tech firms are more likely to be located in the SV) and the age of the venture capital firm, with younger firms roaming further a field in some cases. We describe ‘return on location’ (ROI) as a crucial component of due diligence, and consider the role that virtual management can play in mitigating distance issues. Six prominent Silicon Valley venture capitalists provide insights on the results.
Information Systems Research is a leading international journal of theory, research, and intellec... more Information Systems Research is a leading international journal of theory, research, and intellectual development, focused on information systems in organizations, institutions, the economy, and society. It is a quarterly journal published by the Institute for Operations Research ...
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Papers by Terri Griffith