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Enabling Software

This doctoral dissertation investigates the importance of organizational issues in software process improvement. The research was conducted through multiple empirical studies within large software process improvement projects in Norway. The findings suggest that organizational factors are as important as technical factors for successful process improvement. Six key organizational factors were identified that are critical for success. Additionally, differences were found between how small and large software organizations respond to changing situations. The conclusion is that process improvement depends on creating an environment for learning, knowledge creation, and purposeful action within the software organization. The dissertation contributes to understanding how organizational issues significantly influence the success of software process improvement efforts.

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Najaf Shan
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© Attribution Non-Commercial (BY-NC)
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Download as PDF, TXT or read online on Scribd
0% found this document useful (0 votes)
75 views

Enabling Software

This doctoral dissertation investigates the importance of organizational issues in software process improvement. The research was conducted through multiple empirical studies within large software process improvement projects in Norway. The findings suggest that organizational factors are as important as technical factors for successful process improvement. Six key organizational factors were identified that are critical for success. Additionally, differences were found between how small and large software organizations respond to changing situations. The conclusion is that process improvement depends on creating an environment for learning, knowledge creation, and purposeful action within the software organization. The dissertation contributes to understanding how organizational issues significantly influence the success of software process improvement efforts.

Uploaded by

Najaf Shan
Copyright
© Attribution Non-Commercial (BY-NC)
Available Formats
Download as PDF, TXT or read online on Scribd
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