- María de Molina 12, 4º Izqda.
28006 - Madrid
SPAIN - +34 91 568 96 00
Enrique Dans
IE, Business School, Faculty Member
- Enrique Dans is Professor of Information Systems and Techologies at IE Business School since 1990. He holds a Ph.D. i... moreEnrique Dans is Professor of Information Systems and Techologies at IE Business School since 1990. He holds a Ph.D. in Management from UCLA, an MBA from Instituto de Empresa and a B.Sc. from Universidade de Santiago de Compostela. His research interests include the effects of technology at three different levels of analysis: people, organizations, and industries. Professor Dans keeps a permanent presence in Spanish and international media, and is also an extremely prolific blogger: his blog, enriquedans.com, started in February 2003, is considered a very influential reference in today's Spanish technology panorama.edit
The recent surge in Customer Relationship Management (CRM) across businesses in various sectors has prompted a reassessment of the marketing concept based on the rules that seem to define what has been termed "the new economy," aiming to... more
The recent surge in Customer Relationship Management (CRM) across businesses in various sectors has prompted a reassessment of the marketing concept based on the rules that seem to define what has been termed "the new economy," aiming to evaluate to what extent these rules have shifted. This article seeks to conduct a conceptual and terminological review of marketing linked to innovative initiatives such as CRM, as well as to develop a normative view of it in its different phases. The findings suggest that tools like CRM are associated with a new vision, a client-centric economy concept that opposes the usual product-centrism and transcends the marketing area. However, a secondary interpretation asserts that these are not generally new concepts but rather a recreation of old ones in light of the possibilities offered by the development of new technologies.
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Redalyc. Red de Revistas Científicas de América Latina y el Caribe, España y Portugal Sistema de Información Científica Redalyc Hemeroteca. ...
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Recent research has demonstrated the existence of a positive relationship between IT investment and productivity in the context of large firms. However, the validity of such relationship for small and medium enterprises (SMEs) has not yet... more
Recent research has demonstrated the existence of a positive relationship between IT investment and productivity in the context of large firms. However, the validity of such relationship for small and medium enterprises (SMEs) has not yet been established. The issue is of critical importance for SMEs, which suffer a constant struggle for survival due to the absence of slack resources and high competitive pressures. The present study analyzes a sample of 1,700 SMEs from Spain using a sample selection model, and examines several indicators of IT investment and their impact on productivity. The results confirm for SMEs the positive relationship between IT investment and productivity previously found in large firms: the so-called "productivity paradox " does not hold true for SMEs either.
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Internet Marketing the News: Same players, different playground In 450 years of existence, the written press has never faced a change with the intensity of the Internet. The present study examines to what extent consumption patterns of... more
Internet Marketing the News: Same players, different playground In 450 years of existence, the written press has never faced a change with the intensity of the Internet. The present study examines to what extent consumption patterns of digital news differ from those of printed news. Both a cross-sectional and a time-series analysis are applied to daily data of 15 Spanish newspapers. On the one hand, we find that the awareness and strength of the brand in the marketplace can be leveraged into the marketspace. On the other hand, the vastly different usage patterns and demographics of the Internet audience require newspapers to adapt to the new medium.
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ABSTRACT In 2001, the largest editorial group in Spanish, Planeta, launched an online venture, casadellibro.com, mainly motivated by the Internet frenzy and the huge growth expectations of the moment. The obvious reality of the market at... more
ABSTRACT In 2001, the largest editorial group in Spanish, Planeta, launched an online venture, casadellibro.com, mainly motivated by the Internet frenzy and the huge growth expectations of the moment. The obvious reality of the market at the beginning of 2002 forced the new management, appointed during that summer in the midst of a high-growth scenario, to face a huge downsizing and cost reduction. Thus, the main problem is to decide whether they should look for a new and inexpensive technological platform, or stick with the initial one, with high maintenance costs but offering a superior functionality for a high number of users. What seemed to be a simple decision about which platform to use became a decision about the future of the firm, confronting financial, technological and cultural factors, among others.
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Information Technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its role as catalyst of drastic changes in the Galician (NW Spain) artisanal seafood... more
Information Technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its role as catalyst of drastic changes in the Galician (NW Spain) artisanal seafood fisheries. These fisheries are traditionally associated to rural communities of fishers, selling their products in local auction markets known as “lonxas”. Galician seafood is hugely appreciated in the Spanish market, where products can achieve extremely high prices and have luxurious connotations. However, the product passes through a wide array of intermediaries, where lack of transparence prevails, until it finally reaches the market, so fishers achieve just a tiny amount of the potential profits despite assuming all the risks associated to the extractive phase. In order to foster social and economic change, Lonxanet proposes a large e-marketplace initiative integrating marketing and logistic services, partially owned by several fishers ’ organizati...
En el entorno corporativo, los blogs suponen retos, amenazas y oportunidades de diversos tipos, y responden a dinamicas que van desde el desconocimiento total y absoluto hasta su manejo como sofisticadas herramientas de comunicacion o... more
En el entorno corporativo, los blogs suponen retos, amenazas y oportunidades de diversos tipos, y responden a dinamicas que van desde el desconocimiento total y absoluto hasta su manejo como sofisticadas herramientas de comunicacion o coordinacion externas o internas. El presente articulo pretende, a partir del estudio de una serie de casos reales, trazar una dinamica de la evolucion y tipologias existentes en la relacion entre los blogs y la empresa, con un mapa de los diferentes estadios de madurez que parecen sucederse en los blogs corporativos.
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The first paper analyzes the effect of the Internet on the newspaper industry in Spain. Going online represents opportunities and threats that a publisher must carefully weigh. Newspapers find themselves in a different competitive... more
The first paper analyzes the effect of the Internet on the newspaper industry in Spain. Going online represents opportunities and threats that a publisher must carefully weigh. Newspapers find themselves in a different competitive environment, with different business models, customers and patterns of consumption. The present study explores such patterns of consumption by using data from 15 Spanish newspapers, covering from 2 to 20 months. Characteristics of the printed newspapers and general patterns of the Internet are also analyzed to isolate the factors that enable an Internet newspaper to achieve a high level of readership. Findings indicate that reading patterns on the Internet strongly differ from those in the physical world. The use of the newspaper is different too: reading of Internet newspapers is more functional and goal oriented. These and other results can provide editors with insights to understand this new frontier in the history of journalism. The second paper explor...
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In this paper we report an extensive analysis of the different business models for auctions found on the Web. Three hundred websites randomly selected from the main search engines are analyzed, classified, commented and compared in terms... more
In this paper we report an extensive analysis of the different business models for auctions found on the Web. Three hundred websites randomly selected from the main search engines are analyzed, classified, commented and compared in terms of their basic parameters. Departing from a theoretical review of the classical auction theory applied to the online world, twelve business models are defined and analyzed. The confusing terminology regarding the new online auction models is also conveniently organized. The results show that the new possibilities brought by the popularity of the Internet and the World Wide Web are making possible emergent business models in both the business-toconsumer and the business-to-business arena.
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Information technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its potential role as a catalyst of changes in the Galician (northwest Spain) artisanal... more
Information technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its potential role as a catalyst of changes in the Galician (northwest Spain) artisanal seafood fisheries. These fisheries are traditionally associated to rural communities of fishers, selling their products in local auction markets known as lonxas. Galician seafood is hugely appreciated in the Spanish market, where products achieve very high prices and have luxurious connotations. However, the product passes through a wide array of intermediaries where lack of transparence prevails until it reaches the end market, so fishers achieve just a tiny amount of the potential profits despite assuming all the risks associated to the extractive phase. In order to foster social and economic change, Lonxanet proposes a large electronic marketplace initiative partially owned by fishers organizations, integrating marketing and logistic services and...
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Commerce among firms through the Internet, the so-called B2B commerce, constitutes a newly developed area in which most theses are yet to be demonstrated. The value proposition for firms in B2B commerce suggests the creation of highly... more
Commerce among firms through the Internet, the so-called B2B commerce, constitutes a newly developed area in which most theses are yet to be demonstrated. The value proposition for firms in B2B commerce suggests the creation of highly efficient markets, access to a larger number of suppliers and/or customers, or even internal productivity increases. However, firms’ perceptions of such benefits have not been empirically researched yet. In this study, 152 large Spanish firms are surveyed to gain some insights about their perceptions and developments regarding B2B. Results show both positive and negative priorities depending on aspects such as firms’ current state of B2B development, perceived role in a B2B scenario, or characteristics of the industry. These results can help to assess the future diffusion of B2B initiatives, and also to evaluate new functions and areas for development in e-marketplaces.
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... Autores: Ladislao Azcona, Julio Carabaña Morales, Rodolfo Carpintier Santana, Enrique Dans, Mauro F. Guillén, Josu Jon Imaz, Julián Inza, José Antonio Marina Torres, Carsten R. Moser, Sebastián Muriel Herrero, Juan Soto Serrano, Juan... more
... Autores: Ladislao Azcona, Julio Carabaña Morales, Rodolfo Carpintier Santana, Enrique Dans, Mauro F. Guillén, Josu Jon Imaz, Julián Inza, José Antonio Marina Torres, Carsten R. Moser, Sebastián Muriel Herrero, Juan Soto Serrano, Juan Urrutia Elejalde; ...
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R E V I S T A D E E M P R E S A N 9 • Julio 2004 • Septiembre 2004 ¿QUÉ HA CAMBIADO REALMENTE? El efecto más llamativo de la explosión de las nuevas tecnologías ha sido, sin duda, el desarrollo de la llamada «nueva economía». Cuestionada... more
R E V I S T A D E E M P R E S A N 9 • Julio 2004 • Septiembre 2004 ¿QUÉ HA CAMBIADO REALMENTE? El efecto más llamativo de la explosión de las nuevas tecnologías ha sido, sin duda, el desarrollo de la llamada «nueva economía». Cuestionada su existencia en innumerables ocasiones, sobre todo a raíz de la explosión y caída de la denominada «burbuja Internet» o «euforia puntocom», la nueva economía puede, como exponente de los cambios vividos de unos años a esta parte, merecer un análisis sistemático y riguroso, un intento de aislar los factores que pueden, o no, justificar el calificativo de «nueva» que se le aplica. Si el conjunto de factores diferenciales enunciado permite considerar conceptualmente que el escenario ha cambiado merced a la evolución de la tecnología, y que esos cambios afectan de manera radical a la forma de competir de las empresas, será seguramente complicado sostener la afirmación de que la tecnología, como tal, resulta hoy en día una commodity de la que no es posi...
Información del artículo ¿Contact Center 2.0?
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Information technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its potential role as a catalyst of changes in the Galician (northwest Spain) artisanal... more
Information technologies (IT) can be used as an agent to foster social change. This case study describes an Internet start-up, Lonxanet, and analyzes its potential role as a catalyst of changes in the Galician (northwest Spain) artisanal seafood fisheries. These fisheries are traditionally associated to rural communities of fishers, selling their products in local auction markets known as lonxas. Galician seafood is hugely appreciated in the Spanish market, where products achieve very high prices and have luxurious connotations. However, the product passes through a wide array of intermediaries where lack of transparence prevails until it reaches the end market, so fishers achieve just a tiny amount of the potential profits despite assuming all the risks associated to the extractive phase. In order to foster social and economic change, Lonxanet proposes a large electronic marketplace initiative partially owned by fishers’ organizations, integrating marketing and logistic services an...
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... Amistades peligrosas entre operadoras y usuarios. Autores: Enrique Dans; Localización: Interactiva: Revista de la comunicación y el marketing digital, ISSN 1576-4885, Nº. Extra 1, 2009 (Ejemplar dedicado a: ANUARIO 2009) , págs.... more
... Amistades peligrosas entre operadoras y usuarios. Autores: Enrique Dans; Localización: Interactiva: Revista de la comunicación y el marketing digital, ISSN 1576-4885, Nº. Extra 1, 2009 (Ejemplar dedicado a: ANUARIO 2009) , págs. 64-65. Fundación Dialnet. ...
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Vivimos epocas de incesantes y vertiginosos cambios en el entorno tecnologico. Un entorno en el que desarrollamos nuestra actividad personal y profesional y que utilizamos para comunicarnos, acceder a informacion y desarrollar todo tipo... more
Vivimos epocas de incesantes y vertiginosos cambios en el entorno tecnologico. Un entorno en el que desarrollamos nuestra actividad personal y profesional y que utilizamos para comunicarnos, acceder a informacion y desarrollar todo tipo de actividades. Por primera vez en la historia de la tecnologia, el parque de infraestructuras en manos de las empresas empieza a tener prestaciones inferiores al existente en manos de los particulares, dando lugar a un caldo de cultivo de todo tipo de habilidades que, a los ojos de los Departamentos de Sistemas corporativos, suelen resultar preocupantes. ?Como compaginar las ventajas de las modernas tecnologias de informacion, con las necesidades de control y seguridad existentes en los ecosistemas corporativos? La respuesta, que explica este articulo no pretende en modo alguno tener caracter de "bala de plata", y seguramente no sea nada nuevo, por su simpleza, para los responsables de los entornos corporativos. Pero en caso de aproximarno...
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In this paper we report an extensive analysis of the different business models for auctions found on the Web. Three hundred websites randomly selected from the main search engines are analyzed, classified, commented and compared in terms... more
In this paper we report an extensive analysis of the different business models for auctions found on the Web. Three hundred websites randomly selected from the main search engines are analyzed, classified, commented and compared in terms of their basic parameters. Departing from a theoretical review of the classical auction theory applied to the online world, twelve business models are defined and analyzed. The confusing terminology regarding the new online auction models is also conveniently organized. The results show that the new possibilities brought by the popularity of the Internet and the World Wide Web are making possible emergent business models in both the business-to-consumer and the business-to-business arena.
Research Interests:
... Claves para franquiciar en la red. Autores: Enrique Dans; Localización: E-Deusto: conocimiento para ir por delante, ISSN 1579-5934, Nº. 35, 2004 , págs. 50-53. Fundación Dialnet. Acceso de usuarios registrados. Acceso de usuarios... more
... Claves para franquiciar en la red. Autores: Enrique Dans; Localización: E-Deusto: conocimiento para ir por delante, ISSN 1579-5934, Nº. 35, 2004 , págs. 50-53. Fundación Dialnet. Acceso de usuarios registrados. Acceso de usuarios registrados Usuario. Contraseña. Entrar. ...
Los sistemas de automatizacion de la fuerza de ventas generan ventajas competitivas para la empresa. Sin embargo, es recomendable analizar hasta que punto suponene un valor, una obligacion o un imperativo que debemos seguir porque... more
Los sistemas de automatizacion de la fuerza de ventas generan ventajas competitivas para la empresa. Sin embargo, es recomendable analizar hasta que punto suponene un valor, una obligacion o un imperativo que debemos seguir porque alguien, en otro momento y lugar, tomo esa decision por nosotros.
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Recent research has demonstrated the existence of a positive relationship between IT investment and productivity in the context of large firms. However, the validity of such relationship for small and medium enterprises (SMEs) has not yet... more
Recent research has demonstrated the existence of a positive relationship between IT investment and productivity in the context of large firms. However, the validity of such relationship for small and medium enterprises (SMEs) has not yet been established. The issue is of critical importance for SMEs, which suffer a constant struggle for survival due to the absence of slack resources and high competitive pressures. The present study analyzes a sample of 1,700 SMEs from Spain using a sample selection model, and examines several indicators of IT investment and their impact on productivity. The results confirm for SMEs the positive relationship between IT investment and productivity previously found in large firms: the so-called "productivity paradox" does not hold true for SMEs either.
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A principios de la década de los ochenta, la industria bancaria saludó la llegada de una intere-sante innovación: el cajero auto-mático. Consistía en un terminal autónomo que permitía a un usuario introdu-cir una tarjeta provista de una... more
A principios de la década de los ochenta, la industria bancaria saludó la llegada de una intere-sante innovación: el cajero auto-mático. Consistía en un terminal autónomo que permitía a un usuario introdu-cir una tarjeta provista de una banda mag-nética y una clave ...
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... Autores: Ladislao Azcona, Julio Carabaña Morales, Rodolfo Carpintier Santana, Enrique Dans, Mauro F. Guillén, Josu Jon Imaz, Julián Inza, José Antonio Marina Torres, Carsten R. Moser, Sebastián Muriel Herrero, Juan Soto Serrano, Juan... more
... Autores: Ladislao Azcona, Julio Carabaña Morales, Rodolfo Carpintier Santana, Enrique Dans, Mauro F. Guillén, Josu Jon Imaz, Julián Inza, José Antonio Marina Torres, Carsten R. Moser, Sebastián Muriel Herrero, Juan Soto Serrano, Juan Urrutia Elejalde; ...
... La Era de la globalización y de internet. Autores: Enrique Dans; Localización: La globalización en el siglo XXI: retos y dilemas, 2008, ISBN 978-84-934289-4-5 , págs. 255-266. Fundación Dialnet. Acceso de usuarios registrados. ...
B2B e-Marketplaces: What's In It For Me? Enrique Dans and David B. Allen Instituto De Empresa, Spain Enrique. Dans@ ie. edu David. Allen@ ie. edu Commerce among firms through the Internet, the so-called B2B commerce, constitutes... more
B2B e-Marketplaces: What's In It For Me? Enrique Dans and David B. Allen Instituto De Empresa, Spain Enrique. Dans@ ie. edu David. Allen@ ie. edu Commerce among firms through the Internet, the so-called B2B commerce, constitutes a newly developed area in which ...
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RESUMEN: La extensión del uso de Internet a gran velocidad, unida al desarrollo y popularización de herramientas sencillas de publicación ya nuevos patrones de uso han dado lugar a un enorme cambio en la fisonomía de la red, un cambio que... more
RESUMEN: La extensión del uso de Internet a gran velocidad, unida al desarrollo y popularización de herramientas sencillas de publicación ya nuevos patrones de uso han dado lugar a un enorme cambio en la fisonomía de la red, un cambio que tiene importantes consecuencias para ...
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... Claves para franquiciar en la red. Autores: Enrique Dans; Localización: E-Deusto: conocimiento para ir por delante, ISSN 1579-5934, Nº. 35, 2004 , págs. 50-53. Fundación Dialnet. Acceso de usuarios registrados. Acceso de usuarios... more
... Claves para franquiciar en la red. Autores: Enrique Dans; Localización: E-Deusto: conocimiento para ir por delante, ISSN 1579-5934, Nº. 35, 2004 , págs. 50-53. Fundación Dialnet. Acceso de usuarios registrados. Acceso de usuarios registrados Usuario. Contraseña. Entrar. ...
Vivimos épocas de incesantes y vertiginosos cambios en el entorno tecnológico. Un entorno en el que des-arrollamos nuestra actividad personal y profesional y que utilizamos para comunicarnos, acceder a informa-ción y desarrollar todo tipo... more
Vivimos épocas de incesantes y vertiginosos cambios en el entorno tecnológico. Un entorno en el que des-arrollamos nuestra actividad personal y profesional y que utilizamos para comunicarnos, acceder a informa-ción y desarrollar todo tipo de actividades. Por primera ...
Research Interests:
... Amistades peligrosas entre operadoras y usuarios. Autores: Enrique Dans; Localización: Interactiva: Revista de la comunicación y el marketing digital, ISSN 1576-4885, Nº. Extra 1, 2009 (Ejemplar dedicado a: ANUARIO 2009) , págs.... more
... Amistades peligrosas entre operadoras y usuarios. Autores: Enrique Dans; Localización: Interactiva: Revista de la comunicación y el marketing digital, ISSN 1576-4885, Nº. Extra 1, 2009 (Ejemplar dedicado a: ANUARIO 2009) , págs. 64-65. Fundación Dialnet. ...
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Biblioteca de la Universidad Complutense de Madrid, Base de datos de artículos de revistas, ...
If you experience problems downloading a file, check if you have the proper application to view it first. Information about this may be contained in the File-Format links below. In case of further problems read the IDEAS help page. Note... more
If you experience problems downloading a file, check if you have the proper application to view it first. Information about this may be contained in the File-Format links below. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. ...
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E l desarrollo de la Web 2.0 como un ecosistema en Internet en el que los individuos pueden tener tanta im-portancia como las empresas o los medios de comunicación, un entorno en el que lo importante son las personas, está teniendo una... more
E l desarrollo de la Web 2.0 como un ecosistema en Internet en el que los individuos pueden tener tanta im-portancia como las empresas o los medios de comunicación, un entorno en el que lo importante son las personas, está teniendo una influencia cada día mayor en la ...