Document(s) 11 of 17

The following questionnaire is designed to measure internal factors affecting the adoption of ITs.

Centralization
Which levels of management are usually responsible for making decisions of the following types?	Lower levels	Middle levels	Senior levels
1. Capital budgeting	1 — 2 — 3 — 4 — 5 — 6 — 7
2. Introduction of new products	1 — 2 — 3 — 4 — 5 — 6 — 7
3. Acquisition of other companies	1 — 2 — 3 — 4 — 5 — 6 — 7
4. Pricing of major product lines	1 — 2 — 3 — 4 — 5 — 6 — 7
5. Entry into major new markets	1 — 2 — 3 — 4 — 5 — 6 — 7
6. Hiring and firing senior personnel	1 — 2 — 3 — 4 — 5 — 6 — 7

Formalization
To what extent does either in the following pairs of statements reflect reality?
1. There are no written job descriptions	1 — 2 — 3 — 4 — 5 — 6 — 7	There are complete written job descriptions for all jobs
2. Our employees make their own rules on the job	1 — 2 — 3 — 4 — 5 — 6 — 7	Our employees must strictly abide by company rules on the job
3. We always have arguments about job overlap among our managers	1 — 2 — 3 — 4 — 5 — 6 — 7	We never have any argu-ments about job overlap among our managers

Strategic orientation
To what extent do you agree or disagree with the following statements?	Strongly disagree		Strongly agree
Aggressiveness dimension
1. We sacrifice profitability to gain market share	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We cut prices to increase market share	1 — 2 — 3 — 4 — 5 — 6 — 7
3. We set prices below the competition	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We seek a market share position at the expense of cash flow and profitability	1 — 2 — 3 — 4 — 5 — 6 — 7
Analysis dimension
1. We emphasize effective coordination among different functional areas	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We believe that information systems provide support for decision-making	1 — 2 — 3 — 4 — 5 — 6 — 7
3. When confronted with a major decision, we usually try to develop a thorough analysis	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We encourage the use of planning techniques	1 — 2 — 3 — 4 — 5 — 6 — 7
5. We encourage the use of the output of management information and control systems	1 — 2 — 3 —  4 — 5 — 6 — 7
6. We encourage human-resource power planning and performance appraisal of senior managers	1 — 2 — 3 —  4 — 5 — 6 — 7
Defensiveness dimension
1. We have made significant modifications to manufacturing technology	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We encourage the use of cost-control systems for monitoring performance	1 — 2 — 3 — 4 — 5 — 6 — 7
3. We encourage the use of production-management techniques	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We emphasize product quality (for example, through the use of quality circles)	1 — 2 — 3 — 4 — 5 — 6 — 7
Futurity dimension
1. Our criteria for resource allocation generally reflect short-term considerations (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We emphasize basic research to provide us with a future competitive edge	1 — 2 — 3 — 4 — 5 — 6 — 7
3. We forecast key indicators of operations	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We try to obtain a formal tracking of general trends	1 — 2 — 3 — 4 — 5 — 6 — 7
5. We analyze critical issues with "what if"	1 — 2 — 3 —  4 — 5 — 6 — 7
Proactiveness dimension
1. We are constantly seeking new opportunities related to present operations	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We are usually the first ones to introduce new brands or products on the market	1 — 2 — 3 — 4 — 5 — 6 — 7
3. We are constantly on the lookout for business that can be acquired	1 — 2 — 3 — 4 — 5 — 6 — 7
4. Competitors generally preempt us by expanding capacity (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7
5. Our operations in later stages of life cycle are strategically diminished	1 — 2 — 3 —  4 — 5 — 6 — 7
Riskiness dimension
1. Our activities can be generally characterized as high risk	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We adopt a rather conservative view when making major decisions (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7
3. Our new projects are approved on a stage-by-stage basis, rather than with blanket approval (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We tend to support projects where the expected returns are certain (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7
5. Our operations have generally followed the tried-and-true paths (reversed scale)	1 — 2 — 3 — 4 — 5 — 6 — 7

Technology policy
To what extent do you agree or disagree with the following statements?	Strongly disagree	Strongly agree
1. The policy of this firm has always been to explore the most up-to-date production (operations) technology	1 — 2 — 3 — 4 — 5 — 6 — 7
2. We are going ahead with plans to evaluate new processing equipment	1 — 2 — 3 — 4 — 5 — 6 — 7
3. We have a long tradition and reputation in our industry for attempting to be first to try out new methods and equipment	1 — 2 — 3 — 4 — 5 — 6 — 7
4. We plan to increase our spending on research and development over the next 5 years	1 — 2 — 3 — 4 — 5 — 6 — 7
5. We spend more than most firms in our industry on new-product development	1 — 2 — 3 — 4 — 5 — 6 — 7
6. We are actively engaged in a campaign to recruit the best qualified technical personnel (engineering and production)	1 — 2 — 3 — 4 — 5 — 6 — 7
7. We are actively engaged in a campaign to recruit the best qualified marketing personnel	1 — 2 — 3 — 4 — 5 — 6 — 7
8. We are one of the few firms in our industry that does technological forecasting for products	1 — 2 — 3 — 4 — 5 — 6 — 7
9. We are one of the few firms in our industry that does technological forecasting for production processes	1 — 2 — 3 — 4 — 5 — 6 — 7

Technological awareness
Gauge your response to each of the following questions	Minimally	Somewhat	Very
1. Are you aware of the most recent technological developments?	1 — 2 — 3 — 4 — 5 — 6 — 7
2. Are you up to date on the availability of the most recent technological developments on the market?	1 — 2 — 3 — 4 — 5 — 6 — 7
3. Are you aware of the comparative advantages that you can get from these most recent developments?	1 — 2 — 3 — 4 — 5 — 6 — 7

Document(s) 11 of 17