An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa

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dc.contributor.advisorTanner, Maureenen_ZA
dc.contributor.authorHassa, Ishmaelen_ZA
dc.date.accessioned2016-04-05T11:41:13Z
dc.date.available2016-04-05T11:41:13Z
dc.date.issued2014en_ZA
dc.descriptionIncludes bibliographical references.en_ZA
dc.description.abstractThe purpose of the study is to explore the perceived factors that contribute to relationship satisfaction between Information and Communication Technologies (ICT) downstream supply chain management (SCM) Vendors and Value-added Resellers (VARs) in South Africa. In addition, the study investigates the motivation for Vendor-VAR relationships as this exposes the antecedent and consequences of the perceived factors. By exploring and exposing the relationship quality in an under-researched industry and country context, the study shall illuminate the challenges faced in these critical dyads. ICT is integral to South Africa's social, economic and technological progress. The successful diffusion and adoption of ICT in South Africa hinges on Vendor-VAR relationships.The dissertation pursued qualitative research methods in which relevant experts from both ICT Vendors and VARs were interviewed. Semi-structured interviews were used to collect data. This allowed deep and underlying thoughts and feelings to be exposed without restrictions. The study draws on existing knowledge in SCM, interpersonal and business relationships. Importantly, the study utilises existing theory, which is the Interaction Approach (IA). IA is suitable for the research as it concentrates on business interactions and the outcomes thereof as they are influenced by individuals, organisations, networks and the environment. The findings of the study indicate that the four-relationship satisfaction factors contained in the "atmosphere" variable within the theory is not comprehensive enough when interpreting business relationships in the ICT industry in South Africa. There are some critical factors, which emerged, such as profitability, communication and value, that are antecedent and consequent factors to other perceived relationship satisfaction factors. For these reasons, the IA model is extended to reflect interesting and important factors that emerged from the study. In addition, the findings revealed that the "environment" variable within IA does not sufficiently represent the ICT industry in South Africa. The South African context exposes unique "environment" issues such as Broad-Based Black Economic Empowerment (B-BBEE) that has a bearing on relationship satisfaction in the ICT industry. An unexpected finding is around the deep influence ICT customers have on SCM .This inquiry minimises the gap in knowledge and is intended to encourage discussions between stakeholders and be a catalyst for further research.en_ZA
dc.identifier.apacitationHassa, I. (2014). <i>An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa</i>. (Thesis). University of Cape Town ,Faculty of Commerce ,Department of Information Systems. Retrieved from http://hdl.handle.net/11427/18598en_ZA
dc.identifier.chicagocitationHassa, Ishmael. <i>"An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa."</i> Thesis., University of Cape Town ,Faculty of Commerce ,Department of Information Systems, 2014. http://hdl.handle.net/11427/18598en_ZA
dc.identifier.citationHassa, I. 2014. An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa. University of Cape Town.en_ZA
dc.identifier.ris TY - Thesis / Dissertation AU - Hassa, Ishmael AB - The purpose of the study is to explore the perceived factors that contribute to relationship satisfaction between Information and Communication Technologies (ICT) downstream supply chain management (SCM) Vendors and Value-added Resellers (VARs) in South Africa. In addition, the study investigates the motivation for Vendor-VAR relationships as this exposes the antecedent and consequences of the perceived factors. By exploring and exposing the relationship quality in an under-researched industry and country context, the study shall illuminate the challenges faced in these critical dyads. ICT is integral to South Africa's social, economic and technological progress. The successful diffusion and adoption of ICT in South Africa hinges on Vendor-VAR relationships.The dissertation pursued qualitative research methods in which relevant experts from both ICT Vendors and VARs were interviewed. Semi-structured interviews were used to collect data. This allowed deep and underlying thoughts and feelings to be exposed without restrictions. The study draws on existing knowledge in SCM, interpersonal and business relationships. Importantly, the study utilises existing theory, which is the Interaction Approach (IA). IA is suitable for the research as it concentrates on business interactions and the outcomes thereof as they are influenced by individuals, organisations, networks and the environment. The findings of the study indicate that the four-relationship satisfaction factors contained in the "atmosphere" variable within the theory is not comprehensive enough when interpreting business relationships in the ICT industry in South Africa. There are some critical factors, which emerged, such as profitability, communication and value, that are antecedent and consequent factors to other perceived relationship satisfaction factors. For these reasons, the IA model is extended to reflect interesting and important factors that emerged from the study. In addition, the findings revealed that the "environment" variable within IA does not sufficiently represent the ICT industry in South Africa. The South African context exposes unique "environment" issues such as Broad-Based Black Economic Empowerment (B-BBEE) that has a bearing on relationship satisfaction in the ICT industry. An unexpected finding is around the deep influence ICT customers have on SCM .This inquiry minimises the gap in knowledge and is intended to encourage discussions between stakeholders and be a catalyst for further research. DA - 2014 DB - OpenUCT DP - University of Cape Town LK - https://open.uct.ac.za PB - University of Cape Town PY - 2014 T1 - An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa TI - An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa UR - http://hdl.handle.net/11427/18598 ER - en_ZA
dc.identifier.urihttp://hdl.handle.net/11427/18598
dc.identifier.vancouvercitationHassa I. An investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africa. [Thesis]. University of Cape Town ,Faculty of Commerce ,Department of Information Systems, 2014 [cited yyyy month dd]. Available from: http://hdl.handle.net/11427/18598en_ZA
dc.language.isoengen_ZA
dc.publisher.departmentDepartment of Information Systemsen_ZA
dc.publisher.facultyFaculty of Commerceen_ZA
dc.publisher.institutionUniversity of Cape Town
dc.subject.otherInformation Systemsen_ZA
dc.titleAn investigation into the ICT Vendor–Value Added Reseller (VAR) partnerships and the perceived factors that influence their relationship satisfaction in South Africaen_ZA
dc.typeMaster Thesis
dc.type.qualificationlevelMasters
dc.type.qualificationnameMScen_ZA
uct.type.filetypeText
uct.type.filetypeImage
uct.type.publicationResearchen_ZA
uct.type.resourceThesisen_ZA
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