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There is a growing consensus in research and practice that value-creating networks and ecosystems are supplementing the traditional distinction between the internal firm and market perspectives. To achieve joint value in ecosystems, it is crucial to align the various interests of independently acting ecosystem actors and create a common vision. In this paper, we argue that the ecosystem-wide use of product roadmaps may help with this. To get a better understanding of how roadmapping is conducted in the dynamic ecosystem environment, we systematize the main characteristics of product roadmaps and perform a conceptual comparison with the known challenges of ecosystem management. Comparing the two concepts of ecosystems and product roadmaps, we highlight the fit between the characteristics and objectives of the roadmaps and the challenges of ecosystem management. Hence, we propose to experiment with the ecosystem-wide use of product roadmaps as well as the empirical study of the challenges emerging in the process and the associated redesign of the roadmaps.
In the present tutorial we perform a cross-cut analysis of database systems from the perspective of modern storage technology, namely Flash memory. We argue that neither the design of modern DBMS, nor the architecture of flash storage technologies are aligned with each other. The result is needlessly suboptimal DBMS performance and inefficient flash utilisation as well as low flash storage endurance and reliability. We showcase new DBMS approaches with improved algorithms and leaner architectures, designed to leverage the properties of modern storage technologies. We cover the area of transaction management and multi-versioning, putting a special emphasis on: (i) version organisation models and invalidation mechanisms in multi-versioning DBMS; (ii) Flash storage management especially on append-based storage in tuple granularity; (iii) Flash-friendly buffer management; as well as (iv) improvements in the searching and indexing models. Furthermore, we present our NoFTL approach to native Flash access that integrates parts of the flash-management functionality into the DBMS yielding significant performance increase and simplification of the I/O stack. In addition, we cover the basics of building large Flash storage for DBMS and revisit some of the RAID techniques and principles.
In the present tutorial we perform a cross-cut analysis of database storage management from the perspective of modern storage technologies. We argue that neither the design of modern DBMS, nor the architecture of modern storage technologies are aligned with each other. Moreover, the majority of the systems rely on a complex multi-layer and compatibility oriented storage stack. The result is needlessly suboptimal DBMS performance, inefficient utilization, or significant write amplification due to outdated abstractions and interfaces. In the present tutorial we focus on the concept of native storage, which is storage operated without intermediate abstraction layers over an open native storage interface and is directly controlled by the DBMS.
Neue Modelle für digitale Unternehmensarchitekturen mit Big Data, Services & Cloud Computing, mobilen Systemen, Internet of Things sowie Industrie 4.0 Ökosystemen machen eine enge Kooperation verschiedener Partner aus Wissenschaft, Anwendungsunternehmen, öffentlichen Organisationen, Softwarehersteller und IT- Dienstleister notwendig. Ziel dieser Zusammenarbeit ist die Zusammenführung neuer Konzepte und Möglichkeiten der Informationstechnologie zur bestmöglichen Unterstützung sich verändernder Unternehmensziele und -strategien. Software- und Unternehmensarchitekturen spielen hierbei eine zentrale Rolle. So werden Anforderungen bezüglich Flexibilität und Agilität in digitalen Unternehmen wesentlich durch serviceorientierte Ansätze unterstützt. Der Ordnungsgrad und die kosteneffiziente Gestaltung komplexer IT-Landschaften soll durch Digital Enterprise Architecture Management deutlich verbessert werden – passend zu neuen Möglichkeiten von Services & Cloud Computing, Big Data, sowie kollaborativen Geschäftsprozessen.
Non-fungible tokens (NFTs) are unique digital assets that have recently gained significant popularity, particularly in the digital art sector. The success of NFTs and other blockchain-based innovations depends on their ac-acceptance and use by consumers. This study aims to understand the impact of moral values on the acceptance of NFTs. Based on a quantitative survey with over 800 complete responses, the analysis shows that moral aspects of NFTs are indeed important for potential users. However, there is an attitude-behavior gap, as the positive impact of moral values on the intention to use NFTs is not reflected in the actual current usage of NFTs by the respondents. This study contributes to knowledge by providing new empirical data on the acceptance of NFTs and highlighting the role of moral values on the acceptance decision.
Avatars are in use when interacting in virtual environments in different contexts, in collaborative work, as well as in gaming and also in virtual meetings with friends. Therefore it is important to understand how the relationship between user and avatar works. In this study, an online survey is used to determine how the perception of an avatar changes in different contexts by relating it to existing avatar relationship typologies. Additionally, it is determined whether in each context a realistic, abstract or comic-like representation is preferred by the participants. One result was a preference of low poly representations in the work context, which are associated with the perception of the avatar as a tool. In the context of meeting friends, a realistic representation is perceived as more appropriate, which is perceived as an accurate self-representation. In the gaming context, the results are less clear, which can be attributed to different gaming preferences. Here, unlike in the other contexts, a comic-like representation is also perceived as appropriate, which is associated with the perception of the avatar as a friend. A symbiotic user-avatar relationship is not directly related to any form of representation, but always lies in the midfield, which is attributed to the fact that it represents a whole spectrum between other categories.
In den letzten Jahren beschäftigten sich Forscher und Automobilhersteller mit den Voraussetzungen für die Einführung von autonomem Fahren. Für Innovationen und Geschäftsmodelle im Bereich der intelligenten Mobilität, aber auch innerhalb der digitalen Wertschöpfungskette, spielen generell Zuverlässigkeit und Qualität der digitalen Datenübertragung eine entscheidende Rolle. Bevor das autonome Fahren vollständig eingeführt wird, muss man feststellen, welche Anforderungen an die digitale Infrastruktur beachtet werden müssen, gleichzeitig muss die Bedrohungslandschaft für autonomes Fahren analysiert werden.
Die folgende Arbeit beschäftigt sich damit, die Anforderungen und Gefahren zu analysieren und allgemeine Handlungsempfehlungen vorzuschlagen.
The potentials and opportunities created by digitized healthcare can be further customized through smart data processing and analysis using accurate patient information. This development and the associated new treatment concepts basing on digital smart sensors can lead to an increase in motivation by applying gamification approaches. This effect can also be used in the field of medical treatment, e.g. with the help of a digital spirometer combined with an app. In one of our exemplary applications, we show how to control an airplane within an app by breathing respectively inhaling and exhaling. Using this biofeedback within a game allows us to increase the motivation and fun for children that need to perform necessary exercises.
Die Wahrnehmung unermesslicher Weite kann Ehrfurcht beim Menschen auslösen. Dies kann positive Reaktionen im Menschen zur Folge haben. Während Ehrfurcht theoretisch und praktisch bereits gut erforscht ist, gibt es nur sehr wenig Forschung zum Thema der unermesslichen Weite. Dieses Wissen wäre nützlich, um gezielt Ehrfurcht beim Menschen auszulösen. Aus diesem Grunde wurde eine Studie durchgeführt, mit der festgestellt werden soll, in wie weit sich ein Gefühl unermesslicher Weite in virtueller Realität unter Verwendung eines Head-Mounted Displays erzeugen lässt und ob dadurch Ehrfurcht entsteht.
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.
Im Rahmen dieser Arbeit wurde ein urbaner Mixed-Reality Fahrsimulator umgesetzt. Die reale Umgebung wird hierbei in einer Greenscreen-Kammer mit Hilfe von Kamerabildern aus Nutzersicht und einem Chroma Key Shader innerhalb der virtuellen Umgebung sichtbar gemacht. Dies soll die Immersion und die Interaktivität innerhalb der virtuellen Umgebung durch die Darstellung und Verwendung von realen Elementen erhöhen.
Als virtuelle Umgebung wurde eine zufallsgenerierte Stadt geschaffen, in der KI-Fahrzeuge fahren. Die Ergebnisse der Entwicklung dieses Fahrsimulators werden in dieser Arbeit erläutert.
Der Fahrsimulator soll der Entwicklung von menschzentrierten Human-Machine-Interfaces und Motion-Capture-Komponenten dienen.
In dieser Arbeit werden drei verschiedene Testumgebungen vorgestellt, welche in ein iteratives Vorgehen einfließen, um die Entwicklung von Augmented-Reality-Anwendungen zur Darstellung von autonomen Fahrfunktionen zu unterstützen.
Gestaltungsentwürfe und Softwareentwicklungen können in den Testumgebungen für unterschiedliche Zielsetzungen von Personenbefragungen vorgestellt und bewertet werden. Das entwicklungsbegleitende Testen ermöglicht eine frühzeitige Identifizierung von Änderungshinweisen, welche für einen gültigen Lösungsentwurf eingearbeitet werden können. Die entwickelten Testumgebungen sind ein verkleinertes Modell, ein Fahrsimulator und ein reales Fahrzeug. Eigenschaften, Funktionen und Aufbauten resultieren aus Erkenntnissen der Literatur und Erfahrungen aus ersten Entwicklungen. Diese und die Einsatzmöglichkeiten werden mit dieser Arbeit aufgezeigt.
Mammographie-Geräte werden in der Diagnostik von Mammakarzinomen eingesetzt. Die ursprüngliche Technik wurde in den letzten Jahren von analogen Röntgenfilmen zu digital integrierten Systemen weiterentwickelt. Durch die Tomosynthese, bei der in einem Schnittbildverfahren mehrere Schichten des Organismus untersucht werden können, können auch überlagerte Strukturen sichtbar gemacht werden. Um als adäquate Grundlage zur Diagnostik von malignen Tumoren dienen zu können, müssen einige qualitative Anforderungen erfüllt werden. Bisher gibt es wenig Literatur, die Anforderungen und den Aufbau solcher Geräte systematisch beschreiben. Im Rahmen dieser Arbeit werden auf Basis der Literatur und bestehender Systeme die qualitativen Anforderungen identifiziert. Der prinzipielle Aufbau solcher Systeme wird anhand der einzelnen Systembausteine in der semiformalen Notationssprache SysML gezeigt. Die grundlegende Funktionsweise eines tomosynthesefähigen Mammographie Gerätes wird in dieser Arbeit zusammenfassend und anhand der einzelnen Systembausteine beschrieben. Diese Arbeit dient der Vermittlung eines umfassenden Verständnisses für die digitale Mammographie, um als Grundlage für die Dokumentation von qualitativen Anforderungen dienen zu können.
Database management systems and K/V-Stores operate on updatable datasets – massively exceeding the size of available main memory. Tree-based K/V storage management structures became particularly popular in storage engines. B+ -Trees [1, 4] allow constant search performance, however write-heavy workloads yield in inefficient write patterns to secondary storage devices and poor performance characteristics. LSM-Trees [16, 23] overcome this issue by horizontal partitioning fractions of data – small enough to fully reside in main memory, but require frequent maintenance to sustain search performance.
Firstly, we propose Multi-Version Partitioned BTrees (MV-PBT) as sole storage and index management structure in key-sorted storage engines like K/V-Stores. Secondly, we compare MV-PBT against LSM-Trees. The logical horizontal partitioning in MV-PBT allows leveraging recent advances in modern B+ -Tree techniques in a small transparent and memory resident portion of the structure. Structural properties sustain steady read performance, yielding efficient write patterns and reducing write amplification.
We integrated MV-PBT in the WiredTiger [15] KV storage engine. MV-PBT offers an up to 2× increased steady throughput in comparison to LSM-Trees and several orders of magnitude in comparison to B+ -Trees in a YCSB [5] workload.
Modern mixed (HTAP)workloads execute fast update-transactions and long running analytical queries on the same dataset and system. In multi-version (MVCC) systems, such workloads result in many short-lived versions and long version-chains as well as in increased and frequent maintenance overhead.
Consequently, the index pressure increases significantly. Firstly, the frequent modifications cause frequent creation of new versions, yielding a surge in index maintenance overhead. Secondly and more importantly, index-scans incur extra I/O overhead to determine, which of the resulting tuple versions are visible to the executing transaction (visibility-check) as current designs only store version/timestamp information in the base table – not in the index. Such index-only visibility-check is critical for HTAP workloads on large datasets.
In this paper we propose the Multi Version Partitioned B-Tree (MV-PBT) as a version-aware index structure, supporting index-only visibility checks and flash-friendly I/O patterns. The experimental evaluation indicates a 2x improvement for analytical queries and 15% higher transactional throughput under HTAP workloads. MV-PBT offers 40% higher tx. throughput compared to WiredTiger’s LSM-Tree implementation under YCSB.
Blockchains yield to new workloads in database management systems and K/V-stores. Distributed Ledger Technology (DLT) is a technique for managing transactions in ’trustless’ distributed systems. Yet, clients of nodes in blockchain networks are backed by ’trustworthy’ K/V-Stores, like LevelDB or RocksDB in Ethereum, which are based on Log-Structured Merge Trees (LSM Trees). However, LSM-Trees do not fully match the properties of blockchains and enterprise workloads.
In this paper, we claim that Partitioned B-Trees (PBT) fit the properties of this DLT: uniformly distributed hash keys, immutability, consensus, invalid blocks, unspent and off-chain transactions, reorganization and data state / version ordering in a distributed log-structure. PBT can locate records of newly inserted key-value pairs, as well as data of unspent transactions, in separate partitions in main memory. Once several blocks acquire consensus, PBTs evict a whole partition, which becomes immutable, to secondary storage. This behavior minimizes write amplification and enables a beneficial sequential write pattern on modern hardware. Furthermore, DLT implicate some type of log-based versioning. PBTs can serve as MV-store for data storage of logical blocks and indexing in multi-version concurrency control (MVCC) transaction processing.
Characteristics of modern computing and storage technologies fundamentally differ from traditional hardware. There is a need to optimally leverage their performance, endurance and energy consumption characteristics. Therefore, existing architectures and algorithms in modern high performance database management systems have to be redesigned and advanced. Multi Version Concurrency Control (MVCC) approaches in data-base management systems maintain multiple physically independent tuple versions. Snapshot isolation approaches enable high parallelism and concurrency in workloads with almost serializable consistency level. Modern hardware technologies benefit from multi-version approaches. Indexing multi-version data on modern hardware is still an open research area. In this paper, we provide a survey of popular multi-version indexing approaches and an extended scope of high performance single-version approaches. An optimal multi-version index structure brings look-up efficiency of tuple versions, which are visible to transactions, and effort on index maintenance in balance for different workloads on modern hardware technologies.
Database management systems (DBMS) are critical performance components in large scale applications under modern update intensive workloads. Additional access paths accelerate look-up performance in DBMS for frequently queried attributes, but the required maintenance slows down update performance. The ubiquitous B+ tree is a commonly used key-indexed access path that is able to support many required functionalities with logarithmic access time to requested records. Modern processing and storage technologies and their characteristics require reconsideration of matured indexing approaches for today's workloads. Partitioned B-trees (PBT) leverage characteristics of modern hardware technologies and complex memory hierarchies as well as high update rates and changes in workloads by maintaining partitions within one single B+-Tree. This paper includes an experimental evaluation of PBTs optimized write pattern and performance improvements. With PBT transactional throughput under TPC-C increases 30%; PBT results in beneficial sequential write patterns even in presence of updates and maintenance operations.
Database Management Systems (DBMS) need to handle large updatable datasets in on-line transaction processing (OLTP) workloads. Most modern DBMS provide snapshots of data in multi-version concurrency control (MVCC) transaction management scheme. Each transaction operates on a snapshot of the database, which is calculated from a set of tuple versions. High parallelism and resource-efficient append-only data placement on secondary storage is enabled. One major issue in indexing tuple versions on modern hardware technologies is the high write amplification for tree-indexes.
Partitioned B-Trees (PBT) [5] is based on the structure of the ubiquitous B+ Tree [8]. They achieve a near optimal write amplification and beneficial sequential writes on secondary storage. Yet they have not been implemented in a MVCC enabled DBMS to date.
In this paper we present the implementation of PBTs in PostgreSQL extended with SIAS. Compared to PostgreSQL’s B+–Trees PBTs have 50% better transaction throughput under TPC-C and a 30% improvement to standard PostgreSQL with Heap-Only Tuples.
Delivering value to customers in real-time requires companies to utilize real-time deployment of software to expose features to users faster, and to shorten the feedback loop. This allows for faster reaction and helps to ensure that the development is focused on features providing real value. Continuous delivery is a development practice where the software functionality is deployed continuously to customer environment. Although this practice has been established in some domains such as B2C mobile software, the B2B domain imposes specific challenges. This article presents a case study that is conducted in a medium-sized software company operating in the B2B domain. The objective of this study is to analyze the challenges and benefits of continuous delivery in this domain. The results suggest that technical challenges are only one part of the challenges a company encounters in this transition. The company must also address challenges related to the customer and procedures. The core challenges are caused by having multiple customers with diverse environments and unique properties, whose business depends on the software product. Some customers require to perform manual acceptance testing, while some are reluctant towards new versions. By utilizing continuous delivery, it is possible for the case company to shorten the feedback cycles, increase the reliability of new versions, and reduce the amount of resources required for deploying and testing new releases.
Rapid value delivery requires a company to utilize empirical evaluation of new features and products in order to avoid unnecessary product risks. This helps to make data-driven decisions and to ensure that the development is focused on features that provide real value for customers. Short feedback loops are a prerequisite as they allow for fast learning and reduced reaction times. Continuous experimentation is a development practice where the entire R&D process is guided by constantly conducting experiments and collecting feedback. Although principles of continuous experimentation have been successfully applied in domains such as game software or SAAS, it is not obvious how to transfer continuous experimentation to the business to-business domain. In this article, a case study from a medium-sized software company in the B2B domain is presented. The study objective is to analyze the challenges, benefits and organizational aspects of continuous experimentation in the B2B domain. The results suggest that technical challenges are only one part of the challenges a company encounters in this transition. The company also has to address challenges related to the customer and organizational culture. Unique properties in each customers business play a major role and need to be considered when designing experiments. Additionally, the speed by which experiments can be conducted is relative to the speed by which production deployments can be made. Finally, the article shows how the study results can be used to modify the development in the case company in a way that more feedback and data is used instead of opinions.
The goal of this paper pretends to show how a bed system with an embedded system with sensor is able to analyze a person’s movement, breathing and recognizing the positions that the subject is lying on the bed during the night without any additional physical contact. The measurements are performed with sensors placed between the mattress and the frame. An Intel Edison board was used as an endpoint that served as a communication node from the mesh network to external service. Two nodes and Intel Edison are attached to the bottom of the bed frame and they are connected to the sensors.
Deep learning-based EEG detection of mental alertness states from drivers under ethical aspects
(2021)
One of the most critical factors for a successful road trip is a high degree of alertness while driving. Even a split second of inattention or sleepiness in a crucial moment, will make the difference between life and death. Several prestigious car manufacturers are currently pursuing the aim of automated drowsiness identification to resolve this problem. The path between neuro-scientific research in connection with artificial intelligence and the preservation of the dignity of human individual’s and its inviolability, is very narrow. The key contribution of this work is a system of data analysis for EEGs during a driving session, which draws on previous studies analyzing heart rate (ECG), brain waves (EEG), and eye function (EOG). The gathered data is hereby treated as sensitive as possible, taking ethical regulations into consideration. Obtaining evaluable signs of evolving exhaustion includes techniques that obtain sleeping stage frequencies, problematic are hereby the correlated interference’s in the signal. This research focuses on a processing chain for EEG band splitting that involves band-pass filtering, principal component analysis (PCA), independent component analysis (ICA) with automatic artefact severance, and fast fourier transformation (FFT). The classification is based on a step-by-step adaptive deep learning analysis that detects theta rhythms as a drowsiness predictor in the pre-processed data. It was possible to obtain an offline detection rate of 89% and an online detection rate of 73%. The method is linked to the simulated driving scenario for which it was developed. This leaves space for more optimization on laboratory methods and data collection during wakefulness-dependent operations.
Turning complainers into fans : towards a framework for customer services in social media channels
(2012)
In recent years, marketing scholars have invested heavily in exploring the role of social media in marketing theory and practice. One valuable strategy for using social media in marketing communication is to provide customer services in applications like Facebook or Twitter. This paper evaluates a) the concept of perceived service quality in different service channels and b) the impact customer service strategies have on customer loyalty, word of mouth communication, and cross-sell preferences. The framework presented here is tested cross-channel against data collected from the customer service department of a large telecommunication provider. The results elucidate the effectiveness of customer service strategies in different channels.
Relationship Marketing (RM) presumes trust as an important antecedent for the performance of interfirm relationships. Current research is dominated by an interpersonal perspective. In this research tack, trust chiefly emerges as a result of interpersonal relationships. But multiple risks arise if customer trust rests solely on elements inextricably linked to single representatives. Hence, this paper evaluates the impact of organizational capabilities and the moderating role of customer preferences on the trust creation process. The framework presented here is tested cross-industry on 220 customers for IT solutions. The results offer significant insight into the effectiveness of individual and organizational RM strategies.
This paper addresses the following four research questions: 1. How should customer service quality in social media channels be conceptualized on multiple levels? 2. Which aspects of customer service quality are important in enhancing customer satisfaction? 3. What outcomes are effected by customer service quality and customer satisfaction? 4. How effective are customer services delivered through social media channels (as compared to customer services delivered through other channels)?
Suppliers need to improve their relational capabilities if they are to enhance customer trust. Debate about such capabilities is dominated by an interpersonal approach. This paper provieds novel marketing options by expanding insights into alternative types of relational capabilities. Furthermore, the moderating role of customer preferences on the effectiveness of relational capabilities is evaluated.
The rise of digital technologies has become an important driver for change in multiple industries. Therefore, firms need to develop digital capabilities to manage the transformation process successfully. Prior research assumes that the development of a specific set of digital capabilities leads to higher digital maturity. However, a measurement framework for digital maturity does not exist in scholarly work. Therefore, this paper develops a conceptualization and measuremnent model for digital maturity.
Digital twins: a meta-review on their conceptualization, application, and reference architecture
(2022)
The concept of digital twins (DTs) is receiving increasing attention in research and management practice. However, various facets around the concept are blurry, including conceptualization, application areas, and reference architectures for DTs. A review of preliminary results regarding the emerging research output on DTs is required to promote further research and implementation in organizations. To do so, this paper asks four research questions: (1) How is the concept of DTs defined? (2) Which application areas are relevant for the implementation of DTs? (3) How is a reference architecture for DTs conceptualized? and (4) Which directions are relevant for further research on DTs? With regard to research methods, we conduct a meta-review of 14 systematic literature reviews on DTs. The results yield important insights for the current state of conceptualization, application areas, reference architecture, and future research directions on DTs.
Der vorliegende Artikel beleuchtet die grundsätzlichen Möglichkeiten der Integration von Funktionalitäten der sozialen Medien in Unternehmen. Darauf aufbauend wird Social Commerce als zentraler Gegenstand der Unternehmensführung hergeleitet. Dabei stehen der kundenseitige Kaufprozess und dessen Schnittstellen zu Kommunikationsinstrumenten des Social Webs im Vordergrund. Gezeigt wird die Beeinflussung des individuellen Kaufprozesses durch Social Media. Diese Wirkungsdynamiken sind nachfolgend die Grundlage für die Deskription von möglichen strategischen Einsatzfeldern und Bereichen des Social Commerce in der Unternehmensführung.
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 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.
Social media usage in business-to-business sales : conceptualization, antecedents, and outcomes
(2015)
In recent years, the rise of social media received significant importance in marketing research. Social media applications now provide executives with a raft of new options. Consequently, interfaces to social media platforms have also been integrated into Business to-Business (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.
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.
This paper examines the efficacy of social media systems in customer complaint handling. The emergence of social media, as a useful complement and (possibly) a viable alternative to the traditional channels of service delivery, motivates this research. The theoretical framework, developed from literature on social media and complaint handling, is tested against data collected from two different channels (hotline and social media) of a German telecommunication services provider, in order to gain insights into channel efficacy in complaint handling. We contribute to the understanding of firm’s technology usage for complaint handling in two ways:
(a) by conceptualizing and evaluating complaint handling quality across traditional and social media channels and (b) by comparing the impact of complaint handling quality on key performance outcomes such as customer loyalty, positive word-of-mouth, and crosspurchase intentions across traditional and social media channels.
The advent of chatbots in customer service solutions received increasing attention by research and practice throughout the last years. However, the relevant dimensions and features for service quality and service performance for chatbots remain quite unclear. Therefore, this research develops and tests a conceptual model for customer service quality and customer service performance in the context of chatbots. Additionally, the impact of the developed service dimensions on different customer relationship metrics is measured across different service channels (hotline versus chatbots). Findings of six independent studies indicate a strong main effect of the conceptualized service dimensions on customer satisfaction, service costs, intention to service reusage, word-of-mouth, and customer loyalty. However, different service dimensions are relevant for chatbots compared to a traditional service hotline.
Das Ziel dieser Arbeit ist, die Infrastruktur einer modernen Fahrzeug-zu Fahrzeug-Kommunikation auf ihre Sicherheit zu prüfen. Dazu werden die Sicherheitsstandards für die Funkkommunikation genauer beschrieben und anschließend mit möglichen Angriffsmodellen geprüft. Mit dem erläuterten Wissen der VANET Architektur werden verschiedene Angriffe verständlicher. Dadurch werden die Schwachstellen offengelegt und Gegenmaßnahmen an passenden Punkten in der Architektur verdeutlicht.
Going forward with the requirements of missions to the Moon and further into deep space, the European Space Agency is investigating new methods of astronaut training that can help accelerate learning, increase availability and reduce complexity and cost in comparison to currently used methods. To achieve this, technologies such as virtual reality may be utilized. In this paper, an investigation into the benefits of using virtual reality as a means for extravehicular activity training in comparison to conventional training methods, such as neutral buoyancy pools is given. To help determine the requirements and current uses of virtual reality for extravehicular activity training first hand tests of currently available software as well as expert interviews are utilized. With this knowledge a concept is developed that may be used to further advance training methods in virtual reality. The resulting concept is used as a basis for development of a prototype to showcase user interactions and locomotion in microgravity simulations.
Digitalization of products and services commonly causes substantial changes in business models, operations, organization structures and IT infrastructures of enterprises. Motivated by experiences and observations from digitalization projects, the paper investigates the effects of digitalization on enterprise architectures (EA). EA models serve as representation of business, information system and technical aspects of an enterprise to support management and development. By comparing EA models before and after digitalization, the paper analyzes the kinds of changes visible in the EA model. The most important finding is that newly created digitized products and the associated (product)- and enterprise architecture are no longer properly integrated into the overall architecture and even exist in parallel. Thus, the focus of this work is on showing these parallel architectures and proposing derivations for a better integration.
Study programs in higher education have to reflect important societal and industrial challenges to prepare the next generations of professionals for future tasks. The focus of this paper is the challenge of digitalization and digital transformation. The paper proposes the IS education profile of a Digital Business Architect (DBA). The study program emphasizes design thinking, model centricity, and capability thinking as a response to domain requirements from digital transformation and educational system and structure requirements. Experiences in implementing the DBA include the need for integrating deductive and inductive teaching, a strong basis in real-world cases, and collaborative learning approaches to develop adequate competences in business model management, enterprise modeling, enterprise architecture management, and capability management.
Digital technologies are main strategic drivers for digitalization and offer ubiquitous data availability, unlimited connectivity, and massive processing power for a fundamentally changing business. This leads to the development and application of intelligent digital systems. The current state of research and practice of architecting digital systems and services lacks a solid methodological foundation that fully accommodates all requirements linked to efficient and effective development of digital systems in organizations. Research presented in this paper addresses the question, how management of complexity in digital systems and architectures can be supported from a methodological perspective. In this context, the current focus is on a better understanding of the causes of increased complexity and requirements to methodological support. For this purpose, we take an enterprise architecture perspective, i.e. how the introduction of digital systems affects the complexity of EA. Two industrial case studies and a systematic literature analysis result in the proposal of an extended Digital Enterprise Architecture Cube as framework for future methodical support.
In summary, we believe that current “sleep monitoring” consumer devices on the market must undergo a more robust validation process before being made available and distributed in the general public. This is especially noteworthy as there have been first reports in the literature that inaccurate feedback of such consumer devices can worry subjects and may even lead to compromised well-being of the user.
When forecasting sales figures, not only the sales history but also the future price of a product will influence the sales quantity. At first sight, multivariate time series seem to be the appropriate model for this task. Nontheless, in real life history is not always repeatable, i.e. in the case of sales history there is only one price for a product at a given time. This complicates the design of a multivariate time series. However, for some seasonal or perishable products the price is rather a function of the expiration date than of the sales history. This additional information can help to design a more accurate and causal time series model. The proposed solution uses an univariate time series model but takes the price of a product as a parameter that influences systematically the prediction. The price influence is computed based on historical sales data using correlation analysis and adjustable price ranges to identify products with comparable history. Compared to other techniques this novel approach is easy to compute and allows to preset the price parameter for predictions and simulations. Tests with data from the Data Mining Cup 2012 demonstrate better results than established sophisticated time series methods.
The recent years and especially the Internet have changed the way on how data is stored. We now often store data together with its creation time-stamp. These data sequences potentially enable us to track the change of data over time. This is quite interesting, especially in the e-commerce area, in which classification of a sequence of customer actions, is still a challenging task for data miners. However, before Standard algorithms such as Decision Trees, Neuronal Nets, Naive Bayes or Bayesian Belief Networks can be applied on sequential data, preparations need to be done in order to capture the information stored within the sequences. Therefore, this work presents a systematic approach on how to reveal sequence patterns among data and how to construct powerful features out of the primitive sequence attributes. This is achieved by sequence aggregation and the incorporation of time dimension into the Feature construction step. The proposed algorithm is described in detail and applied on a real life data set, which demonstrates the ability of the proposed algorithm to boost the classification performance of well known data mining algorithms for classification tasks.
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.
The relevance of Robotic Process Automation (RPA) has increased over the last few years. Combining RPA with Artificial Intelligence (AI) can further enhance the business value of the technology. The aim of this research was to analyze applications, terminology, benefits, and challenges of combining the two technologies. A total of 60 articles were analyzed in a systematic literature review to evaluate the aforementioned areas. The results show that by adding AI, RPA applications can be used in more complex contexts, it is possible to minimize the human factor during the development process, and AI-based decision-making can be integrated into RPA routines. This paper also presents a current overview of the used terminology. Moreover, it shows that by integrating AI, some unseen challenges in RPA projects can emerge, but also a lot of new benefits will come along with it. Based on the outcome, it is concluded that the topic offers a lot of potential, but further research and development is required. The result of this study help researches to gain an overview of the state-of-the-art in combining RPA and AI.