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This study examines the underexplored areas of customer success management, focusing on the impact of leadership and companywide collaboration, and the role of customer success in overall firm performance. A qualitative research approach was utilized, which involved reviewing relevant literature and conducting an interview with the Vice President of Customer Success Management in B2B at a case company. Findings revealed that both leadership and pervasive collaboration greatly enhance the customer journey experience. Given that 75% of Annual Recurring Revenue is derived from existing customers, the substantial role of customer success in propelling business growth is affirmed. The study also demonstrated the importance of proactive customer engagement, assimilating customer feedback into products and services, and nurturing personal relationships with customers for fostering innovation. It further stressed the need for service provision and decision-making at various levels, as well as the implementation of a range of communication channels, to ensure customer success.
Wertschätzung zählt
(2023)
Wie steht es mit den Sitten im B2B-Geschäft? Im Beitrag werden Wahrnehmung und Ursachen für den Sittenwandel im wirtschaftlichen Kontext in Deutschland und der Schweiz beleuchtet. Anhand einer Analyse der Werteforschung und Experteninterviews im B2B-Sales werden die Erscheinungsformen des Sittenwandels kritisch untersucht. Die Ergebnisse zeigen, dass Wertschätzung, Respekt und Vertrauen im Vertriebsbereich zwar einen hohen Wert besitzen, aber oft missachtet werden.
„Tue Gutes und rede darüber“ lautet eine leicht verständliche Ur-Definition von Öffentlichkeitsarbeit, die längst zu einem Sprichwort geworden ist. Im Laufe der Zeit kamen auf die Public Relations zahlreiche Veränderungen zu: Die Sozialen Medien bewirkten, dass der interaktive Dialog und das Zuhören in den Fokus der PR rückten: „Tue Gutes und lasse andere darüber reden“ war die hierzu passende Aktualisierung. Einer der jüngsten Trends in der PR ist die Nachhaltigkeitskommunikation, die sogenannte „Green PR“, das heißt die Umsetzung glaubwürdiger, nachhaltiger Kommunikationsstrategien. Damit erfährt das Sprichwort ein weiteres Update zu „Tue nachhaltig Gutes und lasse andere dabei mitreden.“
This study examines the phenomenon of Virtual Influencer (VI) marketing and its impact on customer purchase behavior. The aim is to understand the scope and impact of VI marketing. The study compares VI marketing to traditional Human Influencer (HI) marketing and identifies the unique benefits and challenges associated with VIs. A survey was conducted to gain insight into consumer attitudes and behaviors toward VIs. Key findings reveal varying levels of trust and acceptance of VIs among consumers. While some participants expressed openness to buying products promoted by VIs, others had reservations about their authenticity. The study also explores the potential role of VIs in the metaverse, highlighting business opportunities and challenges in this evolving digital landscape. Overall, this research sheds light on the growing influence of VIs and the need for further research in the field of marketing.
Sprachassistenten gewinnen als Alltagshelfer immer mehr an Bedeutung. Sie beeinflussen die Art und Weise, wie Menschen Aufgaben erledigen und mit Unternehmen interagieren. Eine qualitative Studie hat die Nutzungsbereitschaft beim Kauf von High-Involvement-Produkten über Sprachassistenten untersucht. Zukünftig könnte Voice Commerce für diese Produkte an Relevanz gewinnen.
Organizational agility may be an antidote against threats from volatile, uncertain, complex, or ambiguous corporate environments. While agility has been extensively examined in manufacturing enterprises, comparably less is known about agility in knowledge-intensive organizations. As results may not be transferable, there is still some confusion about how agility in knowledge-intensive organizations can be characterized, what factors facilitate its development, what its organizational effects are, and what environmental conditions favor these effects. This study closes these gaps by presenting a systematic literature review on agility in knowledge-intensive organizations. A systematic literature search led to a sample of 37 relevant papers for our review. Integrating the knowledge-based view and a dynamic capabilities perspective, we (1) present different relevant conceptualizations of organizational agility, (2) discuss relevant knowledge management-related as well as information technology-related capabilities that support the development of organizational agility, and (3) shed light on the moderating role of environmental conditions in enhancing organizational agility and its effect on organizational performance. This academic paper adds value to theory by synthesizing existing research on agility in knowledge-intensive organizations. It furthermore may serve as a map for closing research gaps by proposing an extensive agenda for future research. Our study expands existing literature reviews on agility with its specific focus on a knowledge-intensive context and its integration of the research streams of knowledge management capabilities as well as information technology capabilities. It integrates relevant organizational knowledge management practices and the use of knowledge management systems to ensure superior performance effects. Our study can serve as a base for future examinations of organizational agility by illustrating fruitful topics for further examination as well as open questions. It may also provide value to practitioners by showing what factors favor the development of agility in knowledge-intensive organizations and what organizational effects can be achieved under which conditions.
Facing ever-looming climate change, studying the drivers for individuals' Information Systems (IS) Use to reduce environmental harm gains momentum. While extant research on the antecedents of sustainable IS Use has focused on specific theories, interventions, contexts, and technologies, a holistic understanding has become increasingly elusive, with a synthesis remaining absent. We employ a systematic literature review methodology to shed light on the driving antecedents for sustainable IS Use among individual consumers. Our results build on findings of 29 empirical studies drawn from 598 articles retrieved from our premier outlets and a forward/backward search. The analysis reveals six salient complementary antecedents: Relief, Empowerment, Default, User-centricity, Salience, and Encouragement. We recommend considering these concepts when developing, deploying, promoting, or regulating digital technologies to mitigate individual consumers' emissions. Along with memorable and implementable concepts, our theoretical framework offers a novel conceptualization and four promising avenues for researchers on sustainable IS Use.
Purpose
Digital transformation of organizations has major implications for required skills and competencies of the workforce, both as a prerequisite for implementation, and, as a consequence of the transformation. The purpose of this study is to analyze required skills and competencies for digital transformation using the context of robotic process automation (RPA) as an example.
Design/methodology/approach
This study is based on an explorative, thematic coding analysis of 119 job advertisements related to RPA. The data was collected from major online job platforms, qualitatively coded and subsequently analyzed quantitatively.
Findings
The research highlights the general importance of specific skills and competencies for digital transformation and shows a gap between available skills and required skills. Moreover, it is concluded that reskilling the existing workforce might be difficult. Many emerging positions can be found in the consulting sector, which raises questions about the permanent vs temporary nature of the requirements, as well as the difficulty of acquiring the required knowledge.
Originality/value
This paper contributes to knowledge by providing new empirical findings and a novel perspective to the ongoing discussion of digital skills, employment effects and reskilling demands of the existing workforce owing to recent technological developments and automation in the overall context of digital transformation.
Das Buch „The Crisis of Democratic Capitalism“ von Martin Wolf ist eine gut 500-seitige Untersuchung des aktuellen Zustands des demokratischen Kapitalismus. Wolf liefert eine eingehende Analyse der Ursachen und Folgen, die zu dieser Krise geführt haben, sowie mögliche Lösungsansätze. Dieses Buch ist eine unverzichtbare Lektüre für jeden, der verstehen will, wie sich unser Wirtschaftssystem im kommenden Jahrzehnt ändern muss.
The blockchain technology represents a decentralised database that stores information securely in immutable data blocks. Regarding supply chain management, these characteristics offer potentials in increasing supply chain transparency, visibility, automation, and efficiency. In this context, first token-based mapping approaches exist to transfer certain manufacturing processes to the blockchain, such as the creation or assembly of parts as well as their transfer of ownership. This paper proposes a prototypical blockchain application that adopts an authority concept and a concept of smart non-fungible tokens. The application enables the mapping of complex products in dynamic supply chains that require the auditability of changeable assembling processes on the blockchain. Finally, the paper demonstrates the practical feasibility of the proposed application based on a prototypical implementation created on the Ethereum blockchain.