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Due to rapidly changing technologies and business contexts, many products and services are developed under high uncertainties. It is often impossible to predict customer behaviors and outcomes upfront. Therefore, product and service developers must continuously find out what customers want, requiring a more experimental mode of management and appropriate support for continuously conducting experiments. We have analytically derived an initial model for continuous experimentation from prior work and matched it against empirical case study findings from two startup companies. We examined the preconditions for setting up an experimentation system for continuous customer experiments. The resulting RIGHT model for Continuous Experimentation (Rapid Iterative value creation Gained through High-frequency Testing) illustrates the building blocks required for such a system and the necessary infrastructure. The major findings are that a suitable experimentation system requires the ability to design, manage, and conduct experiments, create so-called minimum viable products or features, link experiment results with a product roadmap, and manage a flexible business strategy. The main challenges are proper, rapid design of experiments, advanced instrumentation of software to collect, analyse, and store relevant data, and integration of experiment results in the product development cycle, software development process, and business strategy. This summary refers to the article The RIGHT Model for Continuous Experimentation, published in the Journal of Systems and Software [Fa17].
The ability to develop and deploy high-quality software at a high speed gets increasing relevance for the comptetitiveness of car manufacturers. Agile practices have shown benefits such as faster time to market in several application domains. Therefore, it seems to be promising to carefully adopt agile practices also in the automotive domain. This article presents findings from an interview-based qualitative survey. It aims at understanding perceived forces that support agile adoption. Particularly, it focuses on embedded software development for electronic control units in the automotive domain.
In this paper we build on our research in data management on native Flash storage. In particular we demonstrate the advantages of intelligent data placement strategies. To effectively manage phsical Flash space and organize the data on it, we utilize novel storage structures such as regions and groups. These are coupled to common DBMS logical structures, thus require no extra overhead for the DBA. The experimental results indicate an improvement of up to 2x, which doubles the longevity of Flash SSD. During the demonstration the audience can experience the advantages of the proposed approach on real Flash hardware.
Digitization will require companies to fundamentally reengineer their sales processes. Adapting the concept of value selling to the digital age will enable them to deliver superior value to their customers. Specifically, social selling will provide them with an answer to the ever-increasing complexity of customer journeys. This article, based on a survey among 235 German companies, assesses the status quo and outlines opportunities. Moreover, it introduces a novel approach for developing well-grounded social selling metrics.
In an exploratory study about online communication of large and medium-sized B2B companies from the German state of Baden-Württemberg, their message content communicated via websites, and their websites' appeal for international prospects has been analyzed. It revealed many basic content items absent, making the site less attractive for further exploration, and difficult or international prospects to enter into a dialog, become leads, and possible customers. The subsequent survey elicited organizational backgrounds, available resources, and objectives for online communication. It could trace deficiencies back to a lack of understanding of the importance of digital communication for lead generation, and the customer journey in general, absence of a communication strategy, lack of urgency, and lack of resources to implement desired changes and additions to communication content.
Electronic word-of-mouth (eWoM) communication plays an increasingly important role in modern business. The underlying concept of word-of-mouth (WoM) communication is well researched and has proved highly significant in respect of its impact on customers purchase behavior. However, due to the advent of digital technologies, decision-making among customers is progressively shifting to the online world. Consequently, eWoM has received a lot of attention from the academic community. As multiple research papers focus on specific facets of eWoM, there is a need to integrate current research results systematically. Thus, this paper presents a scientific literature analysis in order to determine the current state-of-the-art in the field of eWoM. Five main research areas were analyzed, supporting the need for further eWoM studies and providing a structured overview of existing results.
This paper investigates the impact of dynamic capabilities (DC) on brand love. From a resource-based view, there is little clarity vis-à-vis the specific capabilities that drive the ability to create brand love. This paper focuses on three research questions: Firstly, which dynamic capabilities are relevant for brand love? Secondly, how strong is the impact of certain dynamic capabilities on brand love? Thirdly, which conditions mediate and moderate the impact of specific dynamic capabilities on brand love? Data from a multi-method research approach have been used to itentify the specific capabilities that corporations need, to enhance brand love. Furthermore, a standardized online survey was conducted on marketing executives and evaluated by structural equation modeling. The results indicate, that customer expertise plays a major role in the relationship between dynamic capabilities and brand love. Furthermore, this relationship is more important in markets that have a low competitive differentiation in products and services.
Pokémon Go was the first mobile Augmented Reality (AR) game that made it to the top of the download charts of mobile applications. However, very little is known about this new generation of mobile online Augmented Reality (AR) games. Existing media usage and technology acceptance theories provide limited applicability to the understanding of its users. Against this background, this research provides a comprehensive framework that incorporates findings from uses & gratification theory (U>), technology acceptance and risk research as well as flow theory. The proposed framework aims at explaining the drivers of attitudinal and intentional reactions, such as continuance in gaming or willingness to conduct in-app purchases. A survey among 642 Pokémon Go players provides insights into the psychological drivers of mobile AR games. Results show that hedonic, emotional and social benefits, and social norms drive, vice versa physical risks (but not privacy risks) hinder consumer reactions. However, the importance of these drivers differs between different forms of user behavior.
The increasing number of connected mobile devices such as fitness trackers and smartphones define new data for health insurances, enabling them to gain deeper insights into the health of their customers. These additional data sources plus the trend towards an interconnected health community, including doctors, hospitals and insurers, lead to challenges regarding data filtering, organization and dissemination. First, we analyze what kind of information is relevant for a digital health insurance. Second, functional and non-functional requirements for storing and managing health data in an interconnected environment are defined. Third, we propose a data architecture for a digitized health insurance, consisting of a data model and an application architecture.
Digitization in the energy sector is a necessity to enable energy savings and energy efficiency potentials. Managing decentralized corporate energy systems is hindered by a non-existence. The required integration of energy objectives into business strategy creates difficulties resulting in inefficient decisions. To improve this, practice-proven methods such as Balanced Scorecard, Enterprise Architecture Management and the Value Network approach are transferred to the energy domain. The methods are evaluated based on a case study. Managing multi-dimensionality, high complexity and multiple actors are the main drivers for an effective and efficient energy management system. The underlying basis to gain the positive impacts of these methods on decentralized corporate energy systems is digitization of energy data and processes.