LEVERAGING SOCIAL NETWORK DATA FOR ANALYTICAL CRM STRATEGIES - THE INTRODUCTION OF SOCIAL BI

The skyrocketing trend for social media on the Internet greatly alters analytical Customer Relationship Management (CRM). Against this backdrop, the purpose of this paper is to advance the conceptual design of Business Intelligence (BI) systems with data identified from social networks. We develop an integrated social network data model, based on an in-depth analysis of Facebook. The data model can inform the design of data warehouses in order to offer new opportunities for CRM analyses, leading to a more consistent and richer picture of customers? characteristics, needs, wants, and demands. Four major contributions are offered. First, Social CRM and Social BI are introduced as emerging fields of research. Second, we develop a conceptual data model to identify and systematize the data available on online social networks. Third, based on the identified data, we design a multidimensional data model as an early contribution to the conceptual design of Social BI systems and demonstrate its application by developing management reports in a retail scenario. Fourth, intellectual challenges for advancing Social CRM and Social BI are discussed

Increasing the Level of Customer Orientation - A Big Data Case Study from Insurance Industry

The paper positions Big Data as a challenge of information integration into existing analytical infrastructures. The presented arguments have been derived by means of a case study. The case is selected from the domain of insurance industry that intends to leverage the potential of Big Data for the purpose of increased customer orientation. Particularly the application of advanced analytics on a broader information base, i.e. include data that has been collected by the distributed sales force, promised to be a fruitful approach. Yet, we can mainly learn from areas in which the project initially failed. It will become obvious that the ability of a cross-functional process alignment is prerequisite to providing a consolidated view of customer information. It also seems to be essential for integrating external data sources. As a key take away, this paper will provide first heuristics and drafts a maturity model on how these challenges of integration will manifest themselves when applying Big Data techniques

Social Business Intelligence: a Literature Review and Research Agenda

The domains of Business Intelligence (BI) and social media have meanwhile become significant research fields. While BI aims at supporting an organization’s decisions by providing relevant analytical data, social media is an emerging source of personal and individual knowledge, opinion, and attitudes of stakeholders. For a while, a convergence of the two domains can be observed in real-world implementations and research, resulting in concepts like social BI. Many research questions still remain open – or even worse – are not yet formulated. Therefore, the paper aims at articulating a research agenda for social BI. By means of a literature review we systematically explored previous work and developed a framework. It contrasts social media characteristics with BI design areas and is used to derive the social BI research agenda. Our results show that the integration of social media (data) into a BI system has impact on almost all BI design objects

The Anatomy of Real-Time CRM

In the digital economy of the 21st century, the focus of production efficiency and product differentiation is shifted to value creation and relationship management. Customer relationship management is a critical business strategy in gaining competitive advantages. The ubiquity of the Internet has changed the way businesses are conducted. Real-time CRM is becoming increasingly significant to enable the agility of businesses to provide quick, accurate and complete responses to customer needs. This paper examines the structural makeup of real-time CRM that consists of e-business enabled CRM (ECRM), knowledge enabled CRM (KCRM) and business intelligence enabled CRM (ICRM). An architecture is developed for real-time CRM utilizing the components of e-business, knowledge-based systems, virtual data warehousing and real-time analytics

Customer Knowledge Management In the Cloud Ecosytem

The evolution of the economy has gone through the agricultural era, followed by the industrial era focusing on the production of goods and the postindustrial era accentuated by information and services. The new economy of the 21stcentury is characterized by knowledge and relationships. Galbreath (2002) described the transition to a new economic order driven by knowledge and based on the value of relationships. Customer knowledge management (CKM) synthesizes the customer knowledge and relationships assets in the extended enterprise to create advantages for companies in a very competitive market. Technologies have changed alongside the economy. Big Data and Cloud Computing are the latest stages of the evolution of technologies in business. This paper builds upon the work done in the areas of Customer Relationship Management, Knowledge Management, Big Data and Cloud Computing. It examines the CKM process enabled by a dynamic actionable demand driven service platform leveraging Big Data, knowledge analytics, and cloud computing

The Role of Social CRM in Social Information Systems: Findings from Four Case Studies

Social Information Systems (SIS) are larger systems of open and voluntary collaboration between involved parties and based on Social Media. Recent research about SIS describes characteristics, constituting elements and research streams. However, detailed analysis about the effects and system design of SIS are still limited. This paper investigates the concept of SIS from the perspective of Customer Relationship Management (CRM). It illustrates similarities and differences between SIS and Social CRM implementations by drawing on existing research and the examination of four cases studies. The findings show benefits and requirements for the adoption of SIS in the field of CRM. On one hand, SIS provide new means for CRM by fostering the creation and nurturing of relationships between business and the market. On the other hand, for realizing these opportunities companies need to further integrate Social Media, CRM and Social CRM from an inside-out and outside-in perspective

Business intelligence and big data in hospitality and tourism: a systematic literature review

Purpose This paper aims to examine the extent to which Business Intelligence and Big Data feature within academic research in hospitality and tourism published until 2016, by identifying research gaps and future developments and designing an agenda for future research. Design/methodology/approach The study consists of a systematic quantitative literature review of academic articles indexed on the Scopus and Web of Science databases. The articles were reviewed based on the following features: research topic; conceptual and theoretical characterization; sources of data; type of data and size; data collection methods; data analysis techniques; and data reporting and visualization. Findings Findings indicate an increase in hospitality and tourism management literature applying analytical techniques to large quantities of data. However, this research field is fairly fragmented in scope and limited in methodologies and displays several gaps. A conceptual framework that helps to identify critical business problems and links the domains of business intelligence and big data to tourism and hospitality management and development is missing. Moreover, epistemological dilemmas and consequences for theory development of big data-driven knowledge are still a terra incognita. Last, despite calls for more integration of management and data science, cross-disciplinary collaborations with computer and data scientists are rather episodic and related to specific types of work and research. Research limitations/implications This work is based on academic articles published before 2017; hence, scientific outputs published after the moment of writing have not been included. A rich research agenda is designed. Originality/value This study contributes to explore in depth and systematically to what extent hospitality and tourism scholars are aware of and working intendedly on business intelligence and big data. To the best of the authors’ knowledge, it is the first systematic literature review within hospitality and tourism research dealing with business intelligence and big data

Software como um Serviço: uma plataforma eficaz para oferta de sistemas holísticos de gestão da performance

This study main objective was to assess the viability of development of a Performance Management (PM) system, delivered in the form of Software as a Service (SaaS), specific for the hospitality industry and to evaluate the benefits of its use. Software deployed in the cloud, delivered and licensed as a service, is becoming increasingly common and accepted in a business context. Although, Business Intelligence (BI) solutions are not usually distributed in the SaaS model, there are some examples that this is changing. To achieve the study objective, design science research methodology was employed in the development of a prototype. This prototype was deployed in four hotels and its results evaluated. Evaluation of the prototype was focused both on the system technical characteristics and business benefits. Results shown that hotels were very satisfied with the system and that building a prototype and making it available in the form of SaaS is a good solution to assess BI systems contribution to improve management performance.O objetivo principal deste estudo é avaliar a viabilidade de desenvolvimento de um sistema de Gestão da Performance, entregue sob a forma de “Software como Serviço” (SaaS), específico para o setor hoteleiro, e também avaliar os benefícios de seu uso. O software implantado na cloud, entregue e licenciado como um serviço, é cada vez mais aceite num contexto de negócios. Todavia, não é comum que soluções de Business Intelligence (BI) sejam distribuídas neste modelo SaaS. No entanto, existem alguns exemplos de que isso se está a alterar. Para atingir o objetivo do estudo, foi utilizada Design Science Research como metodologia de pesquisa científica para desenvolvimento de um protótipo. Este protótipo foi implementado em quatro hotéis para que os seus resultados pudessem ser avaliados. A avaliação foi focada tanto nas características técnicas do sistema como nos benefícios para o negócio. Os resultados mostraram que os hotéis estavam muito satisfeitos com o sistema e que construir um protótipo e disponibilizá-lo sob a forma de SaaS é uma boa solução para avaliar a contribuição dos sistemas de BI para melhorar o desempenho da gestão.info:eu-repo/semantics/publishedVersio