@article {863,
	title = {Securing the Car: How Intrusive Manufacturer-Supplier Approaches Can Reduce Cybersecurity Vulnerabilities},
	journal = {Technology Innovation Management Review},
	volume = {5},
	year = {2015},
	month = {01/2015},
	pages = {21-25},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {Today{\textquoteright}s vehicles depend on numerous complex software systems, some of which have been developed by suppliers and must be integrated using "glue code" so that they may function together. However, this method of integration often introduces cybersecurity vulnerabilities at the interfaces between electronic systems. In this article we address the {\textquotedblleft}glue code problem{\textquotedblright} by drawing insights from research on supplier-manufacturer outsourcing relationships in the automotive industry. The glue code problem can be framed as a knowledge coordination problem between manufactures and suppliers. Car manufacturers often employ different levels of intrusiveness in the design of car subsystems by their suppliers: the more control over the supplier the manufacturer exerts in the design of the subsystem, the more intrusive the manufacturer is. We argue that high intrusiveness by car manufacturers in defining module interfaces and subcomponents for suppliers would lead to more secure cars. },
	keywords = {automobile manufacturing, car design, control, cybersecurity, glue code, governance, intrusiveness, outsourcing, supplier, supplier-manufacturer relationships, vulnerabilities},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/863},
	url = {http://timreview.ca/article/863},
	author = {Mohamed Amin and Zaid Tariq}
}
@article {836,
	title = {Effective Digital Channel Marketing for Cybersecurity Solutions},
	journal = {Technology Innovation Management Review},
	volume = {4},
	year = {2014},
	month = {10/2014},
	pages = {22-32},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {Smaller organizations are prime targets for hackers and malware, because these businesses lack cybersecurity plans and the resources to survive a serious security incident. To exploit this market opportunity, cybersecurity solution providers need to leverage the power of downstream channel members. We investigate how a supplier{\textquoteright}s digital channel marketing can encourage value-added resellers to sell that supplier{\textquoteright}s cybersecurity solutions. Our analysis of survey data from 109 value-added resellers of a multinational supplier shows that resellers are more committed to stock and sell cybersecurity products and services if the supplier{\textquoteright}s digital channel marketing provides tools that help them sell the solutions to end customers. This support is likely needed because cybersecurity offerings are technologically complex and systemic by nature, as supported by the finding that value-added resellers pay little attention to supplier{\textquoteright}s campaigns and price discounts. Thus, cybersecurity suppliers should maintain trusted and informative relationships with their resellers and provide them with hands-on sales tools, because a reseller{\textquoteright}s commitment to selling cybersecurity solutions is linked with their ability to understand the offering and with the extent of their supplier relationship. These findings are in line with previous literature on the challenges perceived by salespeople in selling novel and complex technology.},
	keywords = {cybersecurity, digital channel marketing, marketing, retailer, sales, supplier, value-added reseller, VAR},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/836},
	url = {http://timreview.ca/article/836},
	author = {Mika Westerlund and Risto Rajala}
}
