<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Mohamed Amin</style></author><author><style face="normal" font="default" size="100%">Zaid Tariq</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Securing the Car: How Intrusive Manufacturer-Supplier Approaches Can Reduce Cybersecurity Vulnerabilities</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">automobile manufacturing</style></keyword><keyword><style  face="normal" font="default" size="100%">car design</style></keyword><keyword><style  face="normal" font="default" size="100%">control</style></keyword><keyword><style  face="normal" font="default" size="100%">cybersecurity</style></keyword><keyword><style  face="normal" font="default" size="100%">glue code</style></keyword><keyword><style  face="normal" font="default" size="100%">governance</style></keyword><keyword><style  face="normal" font="default" size="100%">intrusiveness</style></keyword><keyword><style  face="normal" font="default" size="100%">outsourcing</style></keyword><keyword><style  face="normal" font="default" size="100%">supplier</style></keyword><keyword><style  face="normal" font="default" size="100%">supplier-manufacturer relationships</style></keyword><keyword><style  face="normal" font="default" size="100%">vulnerabilities</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2015</style></year><pub-dates><date><style  face="normal" font="default" size="100%">01/2015</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/863</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">5</style></volume><pages><style face="normal" font="default" size="100%">21-25</style></pages><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">Today's vehicles depend on numerous complex software systems, some of which have been developed by suppliers and must be integrated using &quot;glue code&quot; 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 “glue code problem” 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. </style></abstract><issue><style face="normal" font="default" size="100%">1</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Mohamed Amin is an MASc student in the Technology Innovation Management program at Carleton University in Ottawa, Canada. His research interests include cybersecurity, API strategy, and industry architecture. He works as a Solution Architect for Alcatel-Lucent Canada, where he designs and delivers network solutions for various internet service providers around the world.</style></custom1><custom2><style face="normal" font="default" size="100%">Carleton University
Zaid Tariq is completing his MEng in Technology Innovation Management at Carleton University in Ottawa, Canada. He also holds a BEng degree in Computer Engineering from McGill University in Montreal, Canada. He is a Senior Network Engineer at Cisco Systems and has 9 years experience working in the network design, architecture, and test domains.</style></custom2></record><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Mika Westerlund</style></author><author><style face="normal" font="default" size="100%">Risto Rajala</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Effective Digital Channel Marketing for Cybersecurity Solutions</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">cybersecurity</style></keyword><keyword><style  face="normal" font="default" size="100%">digital channel marketing</style></keyword><keyword><style  face="normal" font="default" size="100%">marketing</style></keyword><keyword><style  face="normal" font="default" size="100%">retailer</style></keyword><keyword><style  face="normal" font="default" size="100%">sales</style></keyword><keyword><style  face="normal" font="default" size="100%">supplier</style></keyword><keyword><style  face="normal" font="default" size="100%">value-added reseller</style></keyword><keyword><style  face="normal" font="default" size="100%">VAR</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2014</style></year><pub-dates><date><style  face="normal" font="default" size="100%">10/2014</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/836</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">4</style></volume><pages><style face="normal" font="default" size="100%">22-32</style></pages><language><style face="normal" font="default" size="100%">eng</style></language><abstract><style face="normal" font="default" size="100%">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's digital channel marketing can encourage value-added resellers to sell that supplier’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’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’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'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.</style></abstract><issue><style face="normal" font="default" size="100%">10</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Mika Westerlund, D. Sc. (Econ.), is an Assistant Professor at Carleton University’s Sprott School of Business in Ottawa, Canada. He previously held positions as a Postdoctoral Scholar in the Haas School of Business at the University of California Berkeley, in the United States, and in the School of Economics at Aalto University in Helsinki, Finland. Mika earned his first doctoral degree in Marketing from the Helsinki School of Economics in Finland. He is also a PhD student at Aalto University in the Department of Industrial Engineering and Management. His current research interests include user innovation, industrial ecology, business strategy, and management models in high-tech and service-intensive industries. </style></custom1><custom2><style face="normal" font="default" size="100%">Aalto University 
Risto Rajala, D.Sc. (Econ), is an Assistant Professor in the Department of Industrial Engineering and Management at Aalto University in Helsinki, Finland. Dr. Rajala holds a PhD in Information Systems Science from the Aalto University School of Business. His recent research concerns the management of complex service systems, development of digital services, service innovation, and business model performance. Rajala’s specialties include management of industrial services, collaborative service innovation, knowledge management, and design of digital services.</style></custom2></record></records></xml>