Approach to Overcome Existing Limitations for CRM Implementation

The following research report presents the results of studies on CRM solutions and proposes a new approach to overcome identified limitations of CRM implementations. This paper is based on work that has been carried out in a EU founded project on innovative solutions to improve the management of customer relationship and complements previous research of the =mcminstitute in this field. Derived from the identified research gap regarding failures of CRM a market study was carried out among CRM software producers and vendors. Hereby we differentiated in four different perspectives: business, process, functionality and infrastructure. The aim of this differentiation is to better locate the problems of today’s CRM solutions for the different layers within a company. Our main conclusion is that business requirements of today’s companies do not fit with the nowadays CRM solutions. Control, data sharing, multi-modal access, analysis and process flexibility are not supported sufficiently. Based on the research results a first approach for innovative CRM middleware is presented

Exploring knowledge management integration through EAI in local government domain

Information Technology (IT) infrastructure integration and knowledge management share communal objectives e.g. to make organisations more effective and efficient, agile and innovative, and more responsive to market changes. Such association when assimilates bona fide knowledge management philosophy, it offers the IT departments a headship opportunity for organisational transformation in affiliation with the rest of the establishment. Notwithstanding, in the context of Local Government Authorities (LGAs), the non-integrated nature of the IT infrastructure is associated with inefficient data and knowledge exchange and reduction in LGA services’ quality. Therefore, numerous data inconsistencies and redundancies occur that impact LGA services to their citizenry. LGAs have deployed Enterprise Application Integration (EAI) technological solutions to integrate their legacy with new developed Information Systems (IS). Literature indicates that EAI achieves integration at five layers namely: (a) connectivity, (b) transportation, (c) transformation, (d) process integration and (e) knowledge integration. This research adapts a Revised Model for Integration Layers (REAL) and tests through a case study in a local authority. The results indicate that cases leading to data inconsistencies and replication can be prevented by integrating knowledge through EAI

Emergence of ERPII Characteristics within an ERP integration context

It is widely accepted that Enterprise Resource Planning (ERP) can provide organizations with efficiency and productivity gains, in terms of aggregating and streamlining internal business processes. It is also well understood that embarking upon the implementation of such an IT project, also presents many risks and challenges to the incumbent corporation, as witnessed by numerous cases in the normative IS literature on this subject. Through the description of a case study organization’s ERP integration experiences, the authors highlight the emergence of those characteristics which define the componentization, and extension of ERP functionalities (i.e. so-called ERPII) in terms of a failed ERP-led, Enterprise Application Integration (EAI) implementation within an industrial products organization. As a result of the exploratory research approach used, it is hoped that the definition of such factors will provide an insight into the development and management of such technology investments

Value-oriented process modeling - towards a financial perspective on business process redesign

To date, typical process modeling approaches put a strong emphasis on describing behavioral aspects of business operations. However, they often neglect value-related information. Yet, such information is of key importance to strategic decisionmaking, for instance in the context of process improvement or business engineering. In this paper we propose a valueoriented approach to business process modeling based on key concepts and metrics from operations and financial management. A simple case study suggests that our approach facilitates managerial decision-making in the context of process re-design

An agent-based fuzzy cognitive map approach to the strategic marketing planning for industrial firms

This is the post-print version of the final paper published in Industrial Marketing Management. The published article is available from the link below. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. Copyright @ 2013 Elsevier B.V.Industrial marketing planning is a typical example of an unstructured decision making problem due to the large number of variables to consider and the uncertainty imposed on those variables. Although abundant studies identified barriers and facilitators of effective industrial marketing planning in practice, the literature still lacks practical tools and methods that marketing managers can use for the task. This paper applies fuzzy cognitive maps (FCM) to industrial marketing planning. In particular, agent based inference method is proposed to overcome dynamic relationships, time lags, and reusability issues of FCM evaluation. MACOM simulator also is developed to help marketing managers conduct what-if scenarios to see the impacts of possible changes on the variables defined in an FCM that represents industrial marketing planning problem. The simulator is applied to an industrial marketing planning problem for a global software service company in South Korea. This study has practical implication as it supports marketing managers for industrial marketing planning that has large number of variables and their cause–effect relationships. It also contributes to FCM theory by providing an agent based method for the inference of FCM. Finally, MACOM also provides academics in the industrial marketing management discipline with a tool for developing and pre-verifying a conceptual model based on qualitative knowledge of marketing practitioners.Ministry of Education, Science and Technology (Korea

Reasons behind ERP package adoption: a diffusion of innovations perspective

Enterprise Resource Planning (ERP) packages have been widely adopted and it is becoming clear that this is driven by multiple rationales that may be simultaneously at odds and complimentary. In this paper, we aim to develop a greater understanding of these rationales by taking ERP packages to be innovations and analysing their adoption with reference to the theory of diffusion of innovations. In particular, we consider the attributes of ERP packages that may affect their adoption such as relative advantage, compatibility, complexiblity, trialability and observability. We argue that users’ perceptions of these attributes are not always accurate and these ’misconceptions’ can further explain reasons for ERP adoption or rejection. Although our analysis aims to provide rich insights into the adoption of ERP packages, the results of the study are arguably of further interest to the more general study of packaged software and the more established literature on custom development

Using ERP as a basis for Enterprise application integration

Architecting and implementing e-Business supply chain solutions across and within the modern day enterprise, is now becoming a necessity in order to maintain competitive and be adaptable to market needs. As such, the integration of information and processes is a vital step, using technologies such as using Enterprise Resource Planning (ERP), Supply Chain Management (SCM) and enterprise portal platforms. The effective sharing of resource planning and other enterprise related data across and within the enterprise is typically seen as a facet of a business to business (B2B) platform. However, such infrastructures typically involve a tight integration across intra and inter-organisational systems. This paper examines an Enterprise Application Integration (EAI) initiative taken by a global manufacturer of industrial automation products, which attempted to utilise ERP as an integration tool across its internal B2B infrastructure, to achieve such an aim. This paper discusses those integration considerations and complexities, experienced by the case company upon embarking on an EAI integration programme through the adoption of a core ERP as a catalyst for organizational change. In doing so the authors present an analysis of the inherent risks and limitations of this approach in terms of previously published literature in the field, relating to technology-driven organizational change and EAI impact and adoption frameworks