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In recent years, the rise of the digital transformation received significant importance in Business-to-Business (B2B) research. Social media applications provide executives with a raft of new options. Consequently, interfaces to social media platforms have also been integrated into B2B salesforce applications, although very little is as yet known about their usage and general impact on B2B sales performance. This paper evaluates 1) the conceptualization of social media usage in a dyadic B2B relationship; 2) the effects of a more differentiated usage construct on customer satisfaction; 3) antecedents of social media usage on multiple levels; and 4) the effectiveness of social media usage for different types of customers. The framework presented here is tested cross-industry against data collected from dyadic buyer seller relationships in the IT service industry. The results elucidate the preconditions and the impact of social media usage strategies in B2B sales relations.
Customer services in the digital transformation: social media versus hotline channel performance
(2015)
Due to the digital transformation online service strategies have gained prominence in practice as well as in the theory of service management. This study examines the efficacy of different types of service channels in customer complaint handling. The theoretical framework, developed using complaint handling and social media literature, is tested against data collected from two different channels (hotline and social media) of a German telecommunication service provider. We contribute to the understanding of firm’s multichannel distribution strategy in two ways: a) by conceptualizing and evaluating complaint handling quality across traditional and social media channels, and b) by testing the impact of complaint handling quality on key performance outcomes like customer loyalty, positive word-of-mouth, and cross purchase intentions.
The stimulation of user engagement has received significant attention in extant research. However, the theory of antecedents for user engagement with an initial electronic word-of-mouth (eWoM) communication is relatively less developed. In an investigation of 576 unique user postings across independent Facebook (FB) communities for two German firms, we contribute to the extant knowledge on user engagement in two different ways. First, we explicate senders’ prior usage experience and the extent of their acquaintance with other community members as the two key drivers of user engagement across a product and a service community. Second, we reveal that these main effects differ according to the type of community. In service communities, experience has a stronger impact on user engagement; whereas, in product communities, acquaintance is more important.
In modern times markets are very dynamic. This situation requires agile enterprises to have the ability to react fast on market influences. Thereby an enterprise’ IT is especially affected, because new or changed business models have to be realized. However, enterprise architectures (EA) are complex structures consisting of many artifacts and relationships between them. Thus analyzing an EA becomes to a complex task for stakeholders. In addition, many stakeholders are involved in decision-making processes, because Enterprise Architecture Management (EAM) targets providing a holistic view of the enterprise. In this article we use concepts of Adaptive Case Management (ACM) to design a decision-making case consisting of a combination of different analysis techniques to support stakeholders in decision-making. We exemplify the case with a scenario of a fictive enterprise.
In a world with rapidly changing customer requirements and the increased role of technology, companies need more flexible systems to adapt their processes and react dynamically to changes. Adaptive Case Management (ACM) comes into consideration by providing a concept to adapt to changing business conditions. Within our research project we did a first foundational evaluation of the potential of ACM in supporting unpredictable sales processes. Based on a set of criteria we tested the concept of ACM with the open source tool Cognoscenti. The evaluation gave us the possibility to experience the concept of ACM. Hence we were able to provide a statement about the potential of ACM within the context of an unpredictable sales process, setting the path to further research and discussion of ACM in the area of sales processes.
The Internet of Things (IoT) fundamentally influences today’s digital strategies with disruptive business operating models and fast changing markets. New business information systems are integrating emerging Internet of Things infrastructures and components. With the huge diversity of Internet of Things technologies and products organizations have to leverage and extend previous enterprise architecture efforts to enable business value by integrating the Internet of Things into their evolving Enterprise Architecture Management environments. Both architecture engineering and management of current enterprise architectures is complex and has to integrate beside the Internet of Things synergistic disciplines like EAM - Enterprise Architecture and Management with disciplines like: services & cloud computing, semantic-based decision support through ontologies and knowledge-based systems, big data management, as well as mobility and collaboration networks. To provide adequate decision support for complex business/IT environments, it is necessary to identify affected changes of Internet of Things environments and their related fast adapting architecture. We have to make transparent the impact of these changes over the integral landscape of affected EAM-capabilities, like directly and transitively impacted IoT-objects, business categories, processes, applications, services, platforms and infrastructures. The paper describes a new metamodel-based approach for integrating partial Internet of Things objects, which are semi-automatically federated into a holistic Enterprise Architecture Management environment.
Enterprise architecture management (EAM) is a holistic approach to tackle the complex Business and IT architecture. The transformation of an organization’s EA towards a strategy-oriented system is a continuous task. Many stakeholders have to elaborate on various parts of the EA to reach the best decisions to shape the EA towards an optimized support of the organizations’ capabilities. Since the real world is too complex, analyzing techniques are needed to detect optimization potentials and to get all information needed about an issue. In practice visualizations are commonly used to analyze EAs. However these visualizations are mostly static and do not provide analyses. In this article we combine analyzing techniques from literature and interactive visualizations to support stakeholders in EA decision-making.
The digital transformation of our society changes the way we live, work, learn, communicate, and collaborate. This disruptive change interacts with all information processes and systems that are important business enablers for the digital transformation since years. The Internet of Things, social collaboration systems for adaptive case management, mobility systems and services for Big Data in cloud services environments are emerging to support intelligent user-centered and social community systems. They will shape future trends of business innovation and the next wave of information and communication technology. Biological metaphors of living and adaptable ecosystems provide the logical foundation for self-optimizing and resilient run-time environments for intelligent business services and related distributed information systems with service-oriented enterprise architectures. The present research investigates mechanisms for flexible adaptation and evolution of digital enterprise architectures in the context of integrated synergistic disciplines like distributed service-oriented architectures and information systems, EAM - Enterprise Architecture and Management, metamodeling, semantic echnologies, web services, cloud computing and Big Data technology. Our aim is to support flexibility and agile transformations for both business domains and related enterprise systems through adaptation and evolution of digital enterprise architectures. The present research paper investigates digital transformations of business and IT and integrates fundamental mappings between adaptable digital enterprise architectures and service-oriented information systems.
The character of knowledge-intense processes is that participants decide the next process activities on base of the present information and their expert knowledge. The decisions of these knowledge workers are in general non-deterministic. It is not possible to model these processes in advance and to automate them using a process engine of a BPM system. Hence, in this context a process instance is called a case, because there is no predefined model that could be instantiated. Domain-specific or general case management systems are used to support the knowledge workers. These systems provide all case information and enable users to define the next activities, but they have no or only limited activity recommendation capabilities. In the following paper, we present a general concept for a self-learning system based on process mining that suggests the next best activity on quantitative and qualitative data for a given case. As a proof of concept, it was applied to the area of insurance claims settlement.
Location-based services in buildings represent a great advantage for people to search places, products or people. In our paper we examine the feasibility of Bluetooth iBeacons for indoor localization. In the first part we define and evaluate the iBeacon technology through different experiments. In the second part our solution application is described. Our system is able to estimate the position of the user’s smartphone based on RSSI measurements. Therefore we used the built-in smartphone sensor and a building map with required sender information. Trilateration is used as positioning technique in contrast to fingerprinting to minimize beforehand effort. Results are promising but cannot reach the same accuracy level as sensor-fusion or fingerprinting approaches.
Business processes are important knowledge resources of a company. The knowledge contained in business processes impart procedures used to create products and services. However, modelling and application of business processes are affected by problems connected to knowledge transfer. This paper presents and implements a layered model to improve the knowledge transfer. Thus modelling and understanding of business process models is supported. An evaluation of the approach is presented and results and other areas of application are discussed.
Enterprise Architecture (EA) management is an activity that seeks to foster the alignment of business and IT, and pursues various goals further operationalizing this alignment. Key to effective EA management is a framework that defines the roles, activities, and viewpoints used for EA management in accordance to the concerns that the stakeholders aim to address. Consensus holds that such frameworks are organization-specific and hence they are designed in governance activities for EA management. As of today, top-down approaches for governance are used to derive organization-specific frameworks. These usually lack systematic mechanisms for improving the framework based on the feedback of the responsible stakeholders. We outline a bottom-up approach for EA management governance that systematically observes the behavior of the actors to learn user concerns and recommend appropriate viewpoints. With this approach, we complement traditional top-down governance activities.
A sequence of transactions represents a complex and multi dimensional type of data. Feature construction can be used to reduce the data´s dimensionality to find behavioural patterns within such sequences. The patterns can be expressed using the blue prints of the constructed relevant features. These blue prints can then be used for real time classification on other sequences.
Decision-making in the field of Enterprise Architecture (EA) is a complex task. Many organizations establish a set of complex processes and hierarchical structures to enable strategy-driven development of their EA. This leads to slow and inefficient decision-making entailing bad time-to-market and discontented stakeholders. Collaborative EA delineates a lightweight approach to enable EA decisions but often neglects strategic alignment. In this paper, we present an approach to integrate the concept of collaborative EA and goal-driven decision-making through collaborative modeling of goal-oriented information demands based on ArchiMate’s motivation extension to reach a goal-oriented EA decision support in a collaborative EA environment.