Abstract: With customers’ ever-increasing expectations for fast services provisioning for all their business needs, information technology (IT) organizations, as business partners, have to cope with this demanding environment and deliver their services in the most effective and efficient way. The purpose of this paper is to identify optimization and automation opportunities for the top requested IT services in a heterogenic digital environment and widely spread customer base. In collaboration with systems, processes, and subject matter experts (SMEs), the processes in scope were approached by analyzing four-year related historical data, identifying and surveying stakeholders, modeling the as-is processes, and studying systems integration/automation capabilities. This effort resulted in identifying several pain areas, including standardization, unnecessary customer and IT involvement, manual steps, systems integration, and performance measurement. These pain areas were addressed by standardizing the top five requested IT services, eliminating/automating 43 steps, and utilizing a single platform for end-to-end process execution. In conclusion, the optimization of IT service request processes in a heterogenic digital environment and widely spread customer base is challenging, yet achievable without compromising the service quality and customers’ added value. Further studies can focus on measuring the value of the eliminated/automated process steps to quantify the enhancement impact. Moreover, a similar approach can be utilized to optimize other IT service requests, with a focus on business criticality.
Abstract: Customer relationship analysis is vital for retail stores, especially for supermarkets. The point of sale (POS) systems make it possible to record the daily purchasing behaviors of customers as an identification point of sale (ID-POS) database, which can be used to analyze customer behaviors of a supermarket. The customer value is an indicator based on ID-POS database for detecting the customer loyalty of a store. In general, there are many supermarkets in a city, and other nearby competitor supermarkets significantly affect the customer value of customers of a supermarket. However, it is impossible to get detailed ID-POS databases of competitor supermarkets. This study firstly focused on the customer value and distance between a customer's home and supermarkets in a city, and then constructed the models based on logistic regression analysis to analyze correlations between distance and purchasing behaviors only from a POS database of a supermarket chain. During the modeling process, there are three primary problems existed, including the incomparable problem of customer values, the multicollinearity problem among customer value and distance data, and the number of valid partial regression coefficients. The improved customer value, Huff’s gravity model, and inverse attractiveness frequency are considered to solve these problems. This paper presents three types of models based on these three methods for loyal customer classification and competitors’ influence analysis. In numerical experiments, all types of models are useful for loyal customer classification. The type of model, including all three methods, is the most superior one for evaluating the influence of the other nearby supermarkets on customers' purchasing of a supermarket chain from the viewpoint of valid partial regression coefficients and accuracy.
Abstract: Introduction of games has expanded the application area of computer-aided learning tools to wide variety of age groups of learners. Serious games engage the learners into a real-world -type of simulation and potentially enrich the learning experience. Institutional background of a Bachelor’s level engineering program in Information and Communication Technology is introduced, with detailed focus on one of its majors, Health Technology. As part of a Customer Oriented Software Application thematic semester, one particular course of “eHealth Business and Solutions” is described and reflected in a gamified framework. Learning a consistent view into vast literature of business management, strategies, marketing and finance in a very limited time enforces selection of topics relevant to the industry. Health Technology is a novel and growing industry with a growing sector in consumer wearable devices and homecare applications. The business sector is attracting new entrepreneurs and impatient investor funds. From engineering education point of view the sector is driven by miniaturizing electronics, sensors and wireless applications. However, the market is highly consumer-driven and usability, safety and data integrity requirements are extremely high. When the same technology is used in analysis or treatment of patients, very strict regulatory measures are enforced. The paper introduces a course structure using gamification as a tool to learn the most essential in a new market: customer value proposition design, followed by a market entry game. Students analyze the existing market size and pricing structure of eHealth web-service market and enter the market as a steering group of their company, competing against the legacy players and with each other. The market is growing but has its rules of demand and supply balance. New products can be developed with an R&D-investment, and targeted to market with unique quality- and price-combinations. Product cost structure can be improved by investing to enhanced production capacity. Investments can be funded optionally by foreign capital. Students make management decisions and face the dynamics of the market competition in form of income statement and balance sheet after each decision cycle. The focus of the learning outcome is to understand customer value creation to be the source of cash flow. The benefit of gamification is to enrich the learning experience on structure and meaning of financial statements. The paper describes the gamification approach and discusses outcomes after two course implementations. Along the case description of learning challenges, some unexpected misconceptions are noted. Improvements of the game or the semi-gamified teaching pedagogy are discussed. The case description serves as an additional support to new game coordinator, as well as helps to improve the method. Overall, the gamified approach has helped to engage engineering student to business studies in an energizing way.
Abstract: Given the increase in the number of e-commerce sites,
the number of competitors has become very important. This means
that companies have to take appropriate decisions in order to meet the
expectations of their customers and satisfy their needs. In this paper,
we present a case study of applying LRFM (length, recency,
frequency and monetary) model and clustering techniques in the
sector of electronic commerce with a view to evaluating customers’
values of the Moroccan e-commerce websites and then developing
effective marketing strategies. To achieve these objectives, we adopt
LRFM model by applying a two-stage clustering method. In the first
stage, the self-organizing maps method is used to determine the best
number of clusters and the initial centroid. In the second stage, kmeans
method is applied to segment 730 customers into nine clusters
according to their L, R, F and M values. The results show that the
cluster 6 is the most important cluster because the average values of
L, R, F and M are higher than the overall average value. In addition,
this study has considered another variable that describes the mode of
payment used by customers to improve and strengthen clusters’
analysis. The clusters’ analysis demonstrates that the payment method is
one of the key indicators of a new index which allows to assess the
level of customers’ confidence in the company's Website.
Abstract: The service industry accounts for about 70% of GDP of
Japan, and the importance of the service innovation is pointed out. The
importance of the system use and the support service increases in the
information system that is one of the service industries. However,
because the system is not used enough, the purpose for which it was
originally intended cannot often be achieved in the CRM system. To
promote the use of the system, the effective service method is needed.
It is thought that the service model's making and the clarification of the
success factors are necessary to improve the operation service of the
CRM system. In this research the model of the operation service in the
CRM system is made.
Abstract: This research proposes an Interactive 3D Experience to
enhance customer value in the fantasy era. As products reach maturity,
they become more similar in the range of functions that they provide.
This leads to competition via reduced retail price and ultimately
reduced profitability. A competitive design method is therefore
needed that can produce higher value products. An Enhanced Value
Experience has been identified that can assist designers to provide
quality products and to give them a unique positioning. On the basis of
this value opportunity, the method of Interactive 3D Experience has
been formulated and applied to the domain of retail furniture. Through
this, customers can create their own personalized styling via the
interactive 3D platform.
Abstract: This article is an extension and a practical application
approach of Wheeler-s NEBIC theory (Net Enabled Business
Innovation Cycle). NEBIC theory is a new approach in IS research
and can be used for dynamic environment related to new technology.
Firms can follow the market changes rapidly with support of the IT
resources. Flexible firms adapt their market strategies, and respond
more quickly to customers changing behaviors. When every leading
firm in an industry has access to the same IT resources, the way that
these IT resources are managed will determine the competitive
advantages or disadvantages of firm. From Dynamic Capabilities
Perspective and from newly introduced NEBIC theory by Wheeler,
we know that only IT resources cannot deliver customer value but
good configuration of those resources can guarantee customer value
by choosing the right emerging technology, grasping the right
economic opportunities through business innovation and growth. We
found evidences in literature that SOA (Service Oriented
Architecture) is a promising emerging technology which can deliver
the desired economic opportunity through modularity, flexibility and
loose-coupling. SOA can also help firms to connect in network which
can open a new window of opportunity to collaborate in innovation
and right kind of outsourcing. There are many articles and research
reports indicates that failure rate in outsourcing is very high but at the
same time research indicates that successful outsourcing projects
adds tangible and intangible benefits to the service consumer.
Business executives and policy makers in the west should not afraid
of outsourcing but they should choose the right strategy through the
use of emerging technology to significantly reduce the failure rate in
outsourcing.
Abstract: This article is an extension and a practical application
approach of Wheeler-s NEBIC theory (Net Enabled Business
Innovation Cycle). NEBIC theory is a new approach in IS research
and can be used for dynamic environment related to new technology.
Firms can follow the market changes rapidly with support of the IT
resources. Flexible firms adapt their market strategies, and respond
more quickly to customers changing behaviors. When every leading
firm in an industry has access to the same IT resources, the way that
these IT resources are managed will determine the competitive
advantages or disadvantages of firm. From Dynamic Capabilities
Perspective and from newly introduced NEBIC theory by Wheeler,
we know that only IT resources cannot deliver customer value but
good configuration of those resources can guarantee customer value
by choosing the right emerging technology, grasping the economic
opportunities through business innovation and growth. We found
evidences in literature that SOA (Service Oriented Architecture) is a
promising emerging technology which can deliver the desired
economic opportunity through modularity, flexibility and loosecoupling.
SOA can also help firms to connect in network which can
open a new window of opportunity to collaborate in innovation and
right kind of outsourcing