BPM ADOPTION IN SMALL AND MEDIUM-SIZED COMPANIES IN BAVARIA

Small and medium sized (SMEs) companies are a pillar of the Bavarian economy. With business process management (BPM) providing an important competitive advantage in the globalized economy, the adap-tion of BPM by SMEs has societal relevance. However, the reasons why, or why not, SMEs implement BPM measures are still not fully understood. Previous research addressed this topic either breadthwise as surveys or in depth as case studies, and thus only has a limited perspective. Therefore, in our work, we carry out a mixed method analysis. We conduct 10 case studies to analyse the current state of adoption as well as the reasons for or against implementing further BPM measures. The insights gained guide the design of the subsequent survey. 114 results allow us to evaluate how widespread a particular reason may be. Lastly, the combined discussion of the results of both the case studies and surveys allow us to identify reasons that hinder or foster BPM adoption in SMEs, which are in-depth as well as generalizable. The study results are analyzed to derive propositions to research and practitioners alike that support SMEs to introduce further measures of BPM and improve their global competitiveness. For example, we could identify that BPM is in some cases enforced by customers, that stricter certifications are nec-essary, and that BPM trainings aligned to the needs of SMEs are desirable

Potentiale von Enterprise Social Networks und Business Process Management zur Gestaltung effizienter Unternehmen

In dieser Dissertation werden ausgewählte Fragestellungen aus den Bereichen Business Process Management (BPM) und Enterprise Social Networks (ESN) beantwortet. Im Kontext des BPM werden drei Forschungsfragen erarbeitet: (1) In welchem Ausmaß sind BPM-Maßnahmen in klein- und mittelständischen Unternehmen umgesetzt? Welche Faktoren können identifiziert werden, die sich fördernd oder hindernd auf die Umsetzung von BPM-Maßnahmen auswirken? (2) Welche Auswirkungen (z.B. Zeit, Kosten) haben BPI-Pattern in verschiedenen Szenarien? Was sind fördernde und hindernde Faktoren für die Anwendung von einzelnen BPI-Pattern? (3) Wie können kulturelle Eigenschaften anhand von Geschäftsprozessen gemessen werden und wie lassen sich die gewonnen Erkenntnisse in Prozessverbesserungsinitiativen nutzen? Im Kontext des ESN werden ebenfalls drei Forschungsfragen erarbeitet: (1) Was ist der aktuelle Stand der Literatur im Themenbereich ESN und welcher Forschungsbedarf besteht weiterhin? (2) Welche Benefits lassen sich durch den Einsatz von ESN erzielen? Können alle Benefits den traditionellen IT Capabilities zugeordnet werden oder schaffen ESN neue IT Capabilities? (3) Wie kann der Erfolg von ESN im Kontext von "Social Capital" gemessen werden und welchen Nutzen bringt ein entsprechender Messansatz? Zur Beantwortung der Forschungsfragen werden unterschiedliche Forschungsmethodiken angewendet, im Speziellen Literature Review, Survey, Case Study, Design Science, Content Analysis und Experiment. Die Forschungsergebnisse werden in wissenschaftlichen Beiträgen aufgearbeitet, wobei je Forschungsfrage ein Beitrag erarbeitet wird

Metriken zur Bewertung und Verbesserung von Prozessmodellen

Die Zielsetzung dieser Arbeit ist die Entwicklung von Artefakten zur Messung der Prozessmodellverständlichkeit. Im Schwerpunkt „Good Decomposition“ wurden hierfür fünf Conditions evaluiert und zwölf Metriken entwickelt. Im Bereich „Coupling“ wurden hierfür neun Metriken entwickelt und jene drei der Kontrollflusskomplexität evaluiert. Insbesondere aber wurden für jeden Schritt des Entwicklungszyklusses von den verschiedenen Theorien bis zu den fertigen Metriken Methoden aufgezeigt und exemplarisch angewendet. Diese Methoden können herangezogen werden, um die Entwicklung weiterer Metriken zu erleichtern

Implementación de procesos empresariales en las pymes a través de la herramienta BPM - Bonita Studio

Proponer un modelo de procesos genéricos para la implantación en las pymes del sector comercial fomentando la gestión por procesos y la automatización de estos a través de la herramienta BPM-Bonita Studio.Las pequeñas y medianas empresas (pymes) del Ecuador muestran una limitada gestión por procesos con el uso de la tecnología lo que genera que estas empresas no puedan mantenerse de una manera competitiva en el mercado, ni superar sus limitaciones. La revisión de la literatura comprueba que actualmente estas empresas manejan sus actividades de manera informal sin contar con la documentación necesaria que describa el flujo de las actividades que realizan en el día a día. El presente trabajo de titulación tiene como objetivo proponer un modelo para una gestión por procesos que ayude a su implementación en las pymes del sector comercial y que además ayude a fortalecer la gestión por procesos a través de la automatización con la herramienta BPM - Bonita Studio. La investigación cuenta de tres etapas, donde primero se realizó una revisión de la literatura para conocer el estado actual de la gestión por procesos en las pymes, después se identificó cuáles son los principales procesos que estas empresas deberían considerar, para finalmente proceder a la automatización de cuatro de estos procesos con la herramienta Bonita Studio. La gestión por procesos genera un aumento en la eficiencia y eficacia de las empresas ayudando a mejorar la manera en cómo estas realizan sus procesos y ayudando a que estos estén alineados con los objetivos y estrategias de las empresas. Y del mismo modo, la automatización de los procesos permite ahorrar tiempos de ejecución, detectar fallos tanto en el diseño como en la ejecución, asegurar que las reglas de negocio se cumplan, entre otros beneficios.Ingenierí

The appraisal of Facebook online community: An exposition of mobile commerce in social media reviews

Peer reviewe

Global opportunity and national political economy: The development of internet ventures in Germany.

In the late 1990s, the internet was heralded as a global opportunity for new ventures. One aspect of this opportunity was the innovation of including small firms and consumers in seamless 'business webs.' The second aspect was the distance insensitivity and internationality of the internet. New ventures appeared in different countries responding to this seemingly global opportunity. In Germany, this response appeared especially strong against the background of years of slow development of the domestic information technology (IT) sector. This thesis examines the role of national government policy in a world being transformed by technology. 'Network thinkers,' following Schumpeter's concept of 'creative destruction,' believed the internet represented a global innovation opportunity. They emphasised the independence and self-governance of globally networked market players, arguing that the territorial basis of national government policy has eroded. The problematique guiding this research effort has emerged from this thinking. Can the concepts associated with network thinking account for the apparently strong entrepreneurial response to the internet in Germany. A detailed study of the development of internet ventures in Germany was carried out to examine this guiding question. The study was supported by quantitative data supplied through a 123-firm survey conducted in the Spring of 1998. This research revealed that the entrepreneurial response in Germany was much weaker than it appeared to contemporary observers. New ventures had to adopt a 'mixed-play' approach which placed them on a less innovative and less international, slower growth trajectory. Two key policy arenas were identified which constrained the development of German internet ventures: (I) The course of telecommunications liberalisation and (2) the initial lack of venture capital. Practitioners have long been aware of the importance of these two determinants for internet development. The main contribution of this thesis has been to add to the understanding of how these two factors have operated in a national environment conditioned by distinctive institutions

Research, innovation and technological performance in Germany - EFI Report 2011

In addition to discussing current trends and requirements for reform in the Federal Government’s research and innovation policy, in its 2011 report the Commission focuses on four main points. In Chapter B 1, firstly, it discusses the tensions between Federal and Länder competencies in education, research and innovation policy. It calls for elimination of the prohibition on competition in education policy and for introduction of consistent distribution of responsibilities between the Federal Government and the Länder for financing of all nonuniversity research institutions. In Chapter B 2 the Expert Commission considers the European dimension of research and innovation, which has been gaining importance since 2000. It recommends that the Federal Government take a stronger role in the European co-ordination process – Germany must lead in the area of research and innovation, if it is to play a useful role in shaping the European Research Area. In Chapter B 3, the Expert Commission comments on the discussion relative to network neutrality. For the sake of innovation, it is vital that the Internet remains open in this regard – and the Expert Commission would like to see the Federal Government play a more active role on behalf of network neutrality. In Chapter B 4, the Expert Commission considers the still largely ignored role of those innovators who succeed even without undertaking research activities. Innovation processes do not conform to simple logical rules. Consequently, research and innovation policy concepts must be open, able to provide latitude for innovators without research and development (R&D) of their own. In its report, the Expert Commission again notes that the idea of introducing tax-based R&D support urgently needs to return to the political agenda. Similar priority needs to be given to providing a legal framework for business angels and venture-capital providers; such a framework is still lacking. Over the past few years, a good basis has been created for the development of Germany’s research and innovation sector. But if lasting growth and prosperity are to assured in Germany, research and innovation in Germany will have to be additionally and substantially reinforced., --

Information Management in Supply Chain Partnering: Improving Maintenance Processes in Dutch Housing Associations

From the article: "Abstract Maintenance processes of Dutch housing associations are often still organized in a traditional manner. Contracts are based on lowest price instead of ‘best quality for lowest price’ considering users’ demands. Dutch housing associations acknowledge the need to improve their maintenance processes in order to lower maintenance cost, but are not sure how. In this research, this problem is addressed by investigating different supply chain partnering principles and the role of information management. The main question is “How can the organisation of maintenance processes of Dutch housing associations, in different supply chain partnering principles and the related information management, be improved?” The answer is sought through case study research.

Human Practice. Digital Ecologies. Our Future. : 14. Internationale Tagung Wirtschaftsinformatik (WI 2019) : Tagungsband

Erschienen bei: universi - Universitätsverlag Siegen. - ISBN: 978-3-96182-063-4Aus dem Inhalt: Track 1: Produktion & Cyber-Physische Systeme Requirements and a Meta Model for Exchanging Additive Manufacturing Capacities Service Systems, Smart Service Systems and Cyber- Physical Systems—What’s the difference? Towards a Unified Terminology Developing an Industrial IoT Platform – Trade-off between Horizontal and Vertical Approaches Machine Learning und Complex Event Processing: Effiziente Echtzeitauswertung am Beispiel Smart Factory Sensor retrofit for a coffee machine as condition monitoring and predictive maintenance use case Stakeholder-Analyse zum Einsatz IIoT-basierter Frischeinformationen in der Lebensmittelindustrie Towards a Framework for Predictive Maintenance Strategies in Mechanical Engineering - A Method-Oriented Literature Analysis Development of a matching platform for the requirement-oriented selection of cyber physical systems for SMEs Track 2: Logistic Analytics An Empirical Study of Customers’ Behavioral Intention to Use Ridepooling Services – An Extension of the Technology Acceptance Model Modeling Delay Propagation and Transmission in Railway Networks What is the impact of company specific adjustments on the acceptance and diffusion of logistic standards? Robust Route Planning in Intermodal Urban Traffic Track 3: Unternehmensmodellierung & Informationssystemgestaltung (Enterprise Modelling & Information Systems Design) Work System Modeling Method with Different Levels of Specificity and Rigor for Different Stakeholder Purposes Resolving Inconsistencies in Declarative Process Models based on Culpability Measurement Strategic Analysis in the Realm of Enterprise Modeling – On the Example of Blockchain-Based Initiatives for the Electricity Sector Zwischenbetriebliche Integration in der Möbelbranche: Konfigurationen und Einflussfaktoren Novices’ Quality Perceptions and the Acceptance of Process Modeling Grammars Entwicklung einer Definition für Social Business Objects (SBO) zur Modellierung von Unternehmensinformationen Designing a Reference Model for Digital Product Configurators Terminology for Evolving Design Artifacts Business Role-Object Specification: A Language for Behavior-aware Structural Modeling of Business Objects Generating Smart Glasses-based Information Systems with BPMN4SGA: A BPMN Extension for Smart Glasses Applications Using Blockchain in Peer-to-Peer Carsharing to Build Trust in the Sharing Economy Testing in Big Data: An Architecture Pattern for a Development Environment for Innovative, Integrated and Robust Applications Track 4: Lern- und Wissensmanagement (e-Learning and Knowledge Management) eGovernment Competences revisited – A Literature Review on necessary Competences in a Digitalized Public Sector Say Hello to Your New Automated Tutor – A Structured Literature Review on Pedagogical Conversational Agents Teaching the Digital Transformation of Business Processes: Design of a Simulation Game for Information Systems Education Conceptualizing Immersion for Individual Learning in Virtual Reality Designing a Flipped Classroom Course – a Process Model The Influence of Risk-Taking on Knowledge Exchange and Combination Gamified Feedback durch Avatare im Mobile Learning Alexa, Can You Help Me Solve That Problem? - Understanding the Value of Smart Personal Assistants as Tutors for Complex Problem Tasks Track 5: Data Science & Business Analytics Matching with Bundle Preferences: Tradeoff between Fairness and Truthfulness Applied image recognition: guidelines for using deep learning models in practice Yield Prognosis for the Agrarian Management of Vineyards using Deep Learning for Object Counting Reading Between the Lines of Qualitative Data – How to Detect Hidden Structure Based on Codes Online Auctions with Dual-Threshold Algorithms: An Experimental Study and Practical Evaluation Design Features of Non-Financial Reward Programs for Online Reviews: Evaluation based on Google Maps Data Topic Embeddings – A New Approach to Classify Very Short Documents Based on Predefined Topics Leveraging Unstructured Image Data for Product Quality Improvement Decision Support for Real Estate Investors: Improving Real Estate Valuation with 3D City Models and Points of Interest Knowledge Discovery from CVs: A Topic Modeling Procedure Online Product Descriptions – Boost for your Sales? Entscheidungsunterstützung durch historienbasierte Dienstreihenfolgeplanung mit Pattern A Semi-Automated Approach for Generating Online Review Templates Machine Learning goes Measure Management: Leveraging Anomaly Detection and Parts Search to Improve Product-Cost Optimization Bedeutung von Predictive Analytics für den theoretischen Erkenntnisgewinn in der IS-Forschung Track 6: Digitale Transformation und Dienstleistungen Heuristic Theorizing in Software Development: Deriving Design Principles for Smart Glasses-based Systems Mirroring E-service for Brick and Mortar Retail: An Assessment and Survey Taxonomy of Digital Platforms: A Platform Architecture Perspective Value of Star Players in the Digital Age Local Shopping Platforms – Harnessing Locational Advantages for the Digital Transformation of Local Retail Outlets: A Content Analysis A Socio-Technical Approach to Manage Analytics-as-a-Service – Results of an Action Design Research Project Characterizing Approaches to Digital Transformation: Development of a Taxonomy of Digital Units Expectations vs. Reality – Benefits of Smart Services in the Field of Tension between Industry and Science Innovation Networks and Digital Innovation: How Organizations Use Innovation Networks in a Digitized Environment Characterising Social Reading Platforms— A Taxonomy-Based Approach to Structure the Field Less Complex than Expected – What Really Drives IT Consulting Value Modularity Canvas – A Framework for Visualizing Potentials of Service Modularity Towards a Conceptualization of Capabilities for Innovating Business Models in the Industrial Internet of Things A Taxonomy of Barriers to Digital Transformation Ambidexterity in Service Innovation Research: A Systematic Literature Review Design and success factors of an online solution for cross-pillar pension information Track 7: IT-Management und -Strategie A Frugal Support Structure for New Software Implementations in SMEs How to Structure a Company-wide Adoption of Big Data Analytics The Changing Roles of Innovation Actors and Organizational Antecedents in the Digital Age Bewertung des Kundennutzens von Chatbots für den Einsatz im Servicedesk Understanding the Benefits of Agile Software Development in Regulated Environments Are Employees Following the Rules? On the Effectiveness of IT Consumerization Policies Agile and Attached: The Impact of Agile Practices on Agile Team Members’ Affective Organisational Commitment The Complexity Trap – Limits of IT Flexibility for Supporting Organizational Agility in Decentralized Organizations Platform Openness: A Systematic Literature Review and Avenues for Future Research Competence, Fashion and the Case of Blockchain The Digital Platform Otto.de: A Case Study of Growth, Complexity, and Generativity Track 8: eHealth & alternde Gesellschaft Security and Privacy of Personal Health Records in Cloud Computing Environments – An Experimental Exploration of the Impact of Storage Solutions and Data Breaches Patientenintegration durch Pfadsysteme Digitalisierung in der Stressprävention – eine qualitative Interviewstudie zu Nutzenpotenzialen User Dynamics in Mental Health Forums – A Sentiment Analysis Perspective Intent and the Use of Wearables in the Workplace – A Model Development Understanding Patient Pathways in the Context of Integrated Health Care Services - Implications from a Scoping Review Understanding the Habitual Use of Wearable Activity Trackers On the Fit in Fitness Apps: Studying the Interaction of Motivational Affordances and Users’ Goal Orientations in Affecting the Benefits Gained Gamification in Health Behavior Change Support Systems - A Synthesis of Unintended Side Effects Investigating the Influence of Information Incongruity on Trust-Relations within Trilateral Healthcare Settings Track 9: Krisen- und Kontinuitätsmanagement Potentiale von IKT beim Ausfall kritischer Infrastrukturen: Erwartungen, Informationsgewinnung und Mediennutzung der Zivilbevölkerung in Deutschland Fake News Perception in Germany: A Representative Study of People’s Attitudes and Approaches to Counteract Disinformation Analyzing the Potential of Graphical Building Information for Fire Emergency Responses: Findings from a Controlled Experiment Track 10: Human-Computer Interaction Towards a Taxonomy of Platforms for Conversational Agent Design Measuring Service Encounter Satisfaction with Customer Service Chatbots using Sentiment Analysis Self-Tracking and Gamification: Analyzing the Interplay of Motivations, Usage and Motivation Fulfillment Erfolgsfaktoren von Augmented-Reality-Applikationen: Analyse von Nutzerrezensionen mit dem Review-Mining-Verfahren Designing Dynamic Decision Support for Electronic Requirements Negotiations Who is Stressed by Using ICTs? A Qualitative Comparison Analysis with the Big Five Personality Traits to Understand Technostress Walking the Middle Path: How Medium Trade-Off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents Theory-Based Affordances of Utilitarian, Hedonic and Dual-Purposed Technologies: A Literature Review Eliciting Customer Preferences for Shopping Companion Apps: A Service Quality Approach The Role of Early User Participation in Discovering Software – A Case Study from the Context of Smart Glasses The Fluidity of the Self-Concept as a Framework to Explain the Motivation to Play Video Games Heart over Heels? An Empirical Analysis of the Relationship between Emotions and Review Helpfulness for Experience and Credence Goods Track 11: Information Security and Information Privacy Unfolding Concerns about Augmented Reality Technologies: A Qualitative Analysis of User Perceptions To (Psychologically) Own Data is to Protect Data: How Psychological Ownership Determines Protective Behavior in a Work and Private Context Understanding Data Protection Regulations from a Data Management Perspective: A Capability-Based Approach to EU-GDPR On the Difficulties of Incentivizing Online Privacy through Transparency: A Qualitative Survey of the German Health Insurance Market What is Your Selfie Worth? A Field Study on Individuals’ Valuation of Personal Data Justification of Mass Surveillance: A Quantitative Study An Exploratory Study of Risk Perception for Data Disclosure to a Network of Firms Track 12: Umweltinformatik und nachhaltiges Wirtschaften Kommunikationsfäden im Nadelöhr – Fachliche Prozessmodellierung der Nachhaltigkeitskommunikation am Kapitalmarkt Potentiale und Herausforderungen der Materialflusskostenrechnung Computing Incentives for User-Based Relocation in Carsharing Sustainability’s Coming Home: Preliminary Design Principles for the Sustainable Smart District Substitution of hazardous chemical substances using Deep Learning and t-SNE A Hierarchy of DSMLs in Support of Product Life-Cycle Assessment A Survey of Smart Energy Services for Private Households Door-to-Door Mobility Integrators as Keystone Organizations of Smart Ecosystems: Resources and Value Co-Creation – A Literature Review Ein Entscheidungsunterstützungssystem zur ökonomischen Bewertung von Mieterstrom auf Basis der Clusteranalyse Discovering Blockchain for Sustainable Product-Service Systems to enhance the Circular Economy Digitale Rückverfolgbarkeit von Lebensmitteln: Eine verbraucherinformatische Studie Umweltbewusstsein durch audiovisuelles Content Marketing? Eine experimentelle Untersuchung zur Konsumentenbewertung nachhaltiger Smartphones Towards Predictive Energy Management in Information Systems: A Research Proposal A Web Browser-Based Application for Processing and Analyzing Material Flow Models using the MFCA Methodology Track 13: Digital Work - Social, mobile, smart On Conversational Agents in Information Systems Research: Analyzing the Past to Guide Future Work The Potential of Augmented Reality for Improving Occupational First Aid Prevent a Vicious Circle! The Role of Organizational IT-Capability in Attracting IT-affine Applicants Good, Bad, or Both? Conceptualization and Measurement of Ambivalent User Attitudes Towards AI A Case Study on Cross-Hierarchical Communication in Digital Work Environments ‘Show Me Your People Skills’ - Employing CEO Branding for Corporate Reputation Management in Social Media A Multiorganisational Study of the Drivers and Barriers of Enterprise Collaboration Systems-Enabled Change The More the Merrier? The Effect of Size of Core Team Subgroups on Success of Open Source Projects The Impact of Anthropomorphic and Functional Chatbot Design Features in Enterprise Collaboration Systems on User Acceptance Digital Feedback for Digital Work? Affordances and Constraints of a Feedback App at InsurCorp The Effect of Marker-less Augmented Reality on Task and Learning Performance Antecedents for Cyberloafing – A Literature Review Internal Crowd Work as a Source of Empowerment - An Empirical Analysis of the Perception of Employees in a Crowdtesting Project Track 14: Geschäftsmodelle und digitales Unternehmertum Dividing the ICO Jungle: Extracting and Evaluating Design Archetypes Capturing Value from Data: Exploring Factors Influencing Revenue Model Design for Data-Driven Services Understanding the Role of Data for Innovating Business Models: A System Dynamics Perspective Business Model Innovation and Stakeholder: Exploring Mechanisms and Outcomes of Value Creation and Destruction Business Models for Internet of Things Platforms: Empirical Development of a Taxonomy and Archetypes Revitalizing established Industrial Companies: State of the Art and Success Principles of Digital Corporate Incubators When 1+1 is Greater than 2: Concurrence of Additional Digital and Established Business Models within Companies Special Track 1: Student Track Investigating Personalized Price Discrimination of Textile-, Electronics- and General Stores in German Online Retail From Facets to a Universal Definition – An Analysis of IoT Usage in Retail Is the Technostress Creators Inventory Still an Up-To-Date Measurement Instrument? Results of a Large-Scale Interview Study Application of Media Synchronicity Theory to Creative Tasks in Virtual Teams Using the Example of Design Thinking TrustyTweet: An Indicator-based Browser-Plugin to Assist Users in Dealing with Fake News on Twitter Application of Process Mining Techniques to Support Maintenance-Related Objectives How Voice Can Change Customer Satisfaction: A Comparative Analysis between E-Commerce and Voice Commerce Business Process Compliance and Blockchain: How Does the Ethereum Blockchain Address Challenges of Business Process Compliance? Improving Business Model Configuration through a Question-based Approach The Influence of Situational Factors and Gamification on Intrinsic Motivation and Learning Evaluation von ITSM-Tools für Integration und Management von Cloud-Diensten am Beispiel von ServiceNow How Software Promotes the Integration of Sustainability in Business Process Management Criteria Catalog for Industrial IoT Platforms from the Perspective of the Machine Tool Industry Special Track 3: Demos & Prototyping Privacy-friendly User Location Tracking with Smart Devices: The BeaT Prototype Application-oriented robotics in nursing homes Augmented Reality for Set-up Processe Mixed Reality for supporting Remote-Meetings Gamification zur Motivationssteigerung von Werkern bei der Betriebsdatenerfassung Automatically Extracting and Analyzing Customer Needs from Twitter: A “Needmining” Prototype GaNEsHA: Opportunities for Sustainable Transportation in Smart Cities TUCANA: A platform for using local processing power of edge devices for building data-driven services Demonstrator zur Beschreibung und Visualisierung einer kritischen Infrastruktur Entwicklung einer alltagsnahen persuasiven App zur Bewegungsmotivation für ältere Nutzerinnen und Nutzer A browser-based modeling tool for studying the learning of conceptual modeling based on a multi-modal data collection approach Exergames & Dementia: An interactive System for People with Dementia and their Care-Network Workshops Workshop Ethics and Morality in Business Informatics (Workshop Ethik und Moral in der Wirtschaftsinformatik – EMoWI’19) Model-Based Compliance in Information Systems - Foundations, Case Description and Data Set of the MobIS-Challenge for Students and Doctoral Candidates Report of the Workshop on Concepts and Methods of Identifying Digital Potentials in Information Management Control of Systemic Risks in Global Networks - A Grand Challenge to Information Systems Research Die Mitarbeiter von morgen - Kompetenzen künftiger Mitarbeiter im Bereich Business Analytics Digitaler Konsum: Herausforderungen und Chancen der Verbraucherinformati

Customer Service Retention – A Behavioural Perspective of the UK Mobile Market

Abstract Customer retention is essential for firms in the service sector and will subsequently receive a great deal of attention in the coming years. A large majority of firms are losing their current customers at a significant rate. UK operators lose over a third of their subscribers every year in spite of incurring large customer acquisition and retention expenditures. A study of customer retention from a variety of angles, including economic, behavioural and psychological perspectives, was rigorously carried out. It has been found that a majority of scholars explain customer retention from a behavioural perspective by using unrelated or indirect factors such as trust and commitment, price terms, and loyalty terms. It has also been noted that previous studies lack a clear theoretical background and a solid empirical proof to support their findings of customer operant retention behaviour. This study approaches the customer retention problem in the mobile phone sector from a behavioural perspective, applying the Behavioural Perspective Model as the main analytical framework. The model includes a set of pre-behaviour and post-behaviour factors to study consumer choice and explains its relevant drivers in a viable and comprehensive way, grounded in radical behaviourism. Many data collection methods were used to collect data from the study sample, including mobile contracts content analysis techniques, customer focus groups, and, principally, a customer survey supported by interviews with a number of managers. The data were analysed using different regression measurements to test the study model, and the propositions were constructed and tested quantitatively and discussed qualitatively. Analysis revealed that a customer will buy a mobile telecommunication package and engage in a long-term relationship with a supplier whom he or she believes will honour the relationship’s functional and emotional benefits; the consumer will be expecting to obtain such benefits when he/she buys, consumes, and has a positive experience of both the purchased object and the seller