Using the dynamic capabilities perspective to analyse CRM adoption: a multiple case study in portuguese organisations

Doutoramento em GestãoCustomer Relationship Management (CRM) adoption is both a relevant research topic in academia and a challenge for practitioners. We understand CRM as a complex concept that includes technology, strategy and philosophy. In this research, we propose an analysis of CRM organisational competences and capabilities. The main goals are: to observe organisational competences and capabilities in order to find ways in which companies obtain success with their CRM initiatives; and to apply a dynamic capabilities perspective as the main theoretical point to analyse how companies can improve their competences related to customer relationship management. In order to achieve the purpose of this study a qualitative, interpretative, case-based research strategy was implemented. We first conducted an exploratory case study in a Brazilian Telecommunications company in order to define the focus of the research and research questions. Afterwards, we conducted a main case study in a Portuguese Telecommunications company for one year, and finally, we conducted four more case studies in Portuguese organisations to develop the research findings. These multiple case studies were based on semi-structured interviews and document analysis. We used qualitative techniques to analyse the collected data and ground our interpretation in two theoretical approaches: value focus thinking and dynamic capabilities. We propose a theoretical framework related to CRM dynamic capability that is corroborated with empirical evidence. We believe that because organisations which adopt a CRM strategy are in a competitive environment, a dynamic model needs to be used to analyse and explain how they can improve their CRM strategy in order to achieve success. As a second contribution we identify a set of competences that need to be developed in order to manage customer relationships effectively.A adopção de Customer Relationship Management (CRM) é um tema considerado relevante para as investigações académicas e um desafio para os praticantes. CRM neste trabalho é entendido como um conceito complexo que envolve tecnologia, estratégia e filosofia. Esta investigação propõe uma análise sobre as competências e as capacidades organizacionais relacionadas ao CRM. As principais motivações deste estudo referem-se às problemáticas observadas nas adopções de CRM, sendo que as lentes da teoria das Capacidades Dinâmicas mostram-se relevante na análise das capacidades e competências organizacionais necessárias ao sucesso da iniciativa de CRM. A fim de alcançar o propósito deste estudo, foi realizada uma investigação qualitativa, interpretativa e baseada em estudos de caso. Primeiramente foi conduzido um estudo de caso exploratório numa empresa Brasileira de telecomunicações com o intuito de melhor definir o foco da investigação e das questões de investigação. Após foi conduzido o estudo de caso principal em uma empresa de telecomunicações Portuguesa ao longo de um ano. Finalmente foram conduzidos outros quatro estudos de caso em organizações Portuguesas com o intuito de aprofundar a discussão dos resultados da investigação. Foram realizadas entrevistas semi-estruturadas e análise de dados secundários. Para a análise dos dados foram utilizadas técnicas qualitativas e duas teorias ajudaram a suportar as interpretações realizadas: value focus thinking e dynamic capabilities. Como contribuições desta investigação tem-se a proposição de um framework teórico sobre a capacidade dinâmica CRM que foi corroborado com evidências empíricas. As organizações que adoptam CRM estão inseridas em ambientes de grande competitividade e um modelo dinâmico precisa ser utilizado para analisar e explicar como elas aprimoram suas estratégias de CRM para ter sucesso. Como segunda contribuição foi identificado um conjunto de competências organizacionais que são necessárias para a gestão do relacionamento com o cliente

Service-Oriented Process Models in Telecommunication Business

The thesis concentrates on to evaluate challenges in the business process management and the need for Service-oriented process models in telecommunication business to alleviate the integration work efforts and to reduce total costs of ownership. The business aspect concentrates on operations and business support systems which are tailored for communication service providers. Business processes should be designed in conformance with TeleManagement Forum's integrated business architecture framework. The thesis rationalizes the need to transform organizations and their way of working from vertical silos to horizontal layers and to understand transformational efforts which are needed to adopt a new strategy. Furthermore, the thesis introduces service characterizations and goes deeper into technical requirements that a service compliant middleware system needs to support. At the end of the thesis Nokia Siemens Networks proprietary approach – Process Automation Enabling Suite is introduced, and finally the thesis performs two case studies. The first one is Nokia Siemens Networks proprietary survey which highlights the importance of customer experience management and the second one is an overall research study whose results have been derived from other public surveys covering application integration efforts

Creation of value with open source software in the telecommunications field

Tese de doutoramento. Engenharia Electrotécnica e de Computadores. Faculdade de Engenharia. Universidade do Porto. 200

The impact of implementation of VOIP in call centres : A Western Australia perspective

By fostering the finalization of open standards and the convergence of voice, video and data, the internet protocol provides an ideal driver for the definition of the infrastructure of new multimedia and advanced communications applications (Adams & Bhalla, 2005). The key advantages of Voice over Internet Protocol (VoiP) for enterprises have been the promise of lower costs, infrastructure consolidation and increased flexibility. Carriers are also positioning VoiP as a cost-saving business solution. It is an application which seemed like a godsend to business and people alike who rely on telephony services (Blood, 2005). The aim of this study was to investigate what factors may influence the adoption of VoiP as a technology as a West Australia context. Specifically the research undertook a case study using an establish call centre in a government agency, City of Melville. The company is a provider of wide range of services including recreation centres, aquatic centres, libraries, creches, pre-school centres, community centres, food inspection services, citizenships, recycling, planning and building services, maintenance, streetscapes, landscaping disability services, immunisation clinics, cultural and educational centres, environmental preservation and management. This study analysed the steps through to adoption of VoiP and IP telephony from the original technology for the Melville City Council call centre. Also, the procedures towards acquisition and installation of the supporting framework that eases the implementation and day to day running are depicted. The main impacts on the company as a result of the implementation in terms of cost reduction and implications, staff satisfaction and benefits, ease of business operations has been reported in this study. Statistics of the business functions and operations based on VoiP solutions were critically analyzed. Results from the research suggested further research needs to be undertaken on factor affecting the adoption of VoiP in a Western Australia context

Semantic discovery and reuse of business process patterns

Patterns currently play an important role in modern information systems (IS) development and their use has mainly been restricted to the design and implementation phases of the development lifecycle. Given the increasing significance of business modelling in IS development, patterns have the potential of providing a viable solution for promoting reusability of recurrent generalized models in the very early stages of development. As a statement of research-in-progress this paper focuses on business process patterns and proposes an initial methodological framework for the discovery and reuse of business process patterns within the IS development lifecycle. The framework borrows ideas from the domain engineering literature and proposes the use of semantics to drive both the discovery of patterns as well as their reuse

ERP implementation methodologies and frameworks: a literature review

Enterprise Resource Planning (ERP) implementation is a complex and vibrant process, one that involves a combination of technological and organizational interactions. Often an ERP implementation project is the single largest IT project that an organization has ever launched and requires a mutual fit of system and organization. Also the concept of an ERP implementation supporting business processes across many different departments is not a generic, rigid and uniform concept and depends on variety of factors. As a result, the issues addressing the ERP implementation process have been one of the major concerns in industry. Therefore ERP implementation receives attention from practitioners and scholars and both, business as well as academic literature is abundant and not always very conclusive or coherent. However, research on ERP systems so far has been mainly focused on diffusion, use and impact issues. Less attention has been given to the methods used during the configuration and the implementation of ERP systems, even though they are commonly used in practice, they still remain largely unexplored and undocumented in Information Systems research. So, the academic relevance of this research is the contribution to the existing body of scientific knowledge. An annotated brief literature review is done in order to evaluate the current state of the existing academic literature. The purpose is to present a systematic overview of relevant ERP implementation methodologies and frameworks as a desire for achieving a better taxonomy of ERP implementation methodologies. This paper is useful to researchers who are interested in ERP implementation methodologies and frameworks. Results will serve as an input for a classification of the existing ERP implementation methodologies and frameworks. Also, this paper aims also at the professional ERP community involved in the process of ERP implementation by promoting a better understanding of ERP implementation methodologies and frameworks, its variety and history

A Statistical analysis and Comparative Study of Modern Technology with impacts on Human Resource Development

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Electronic Imaging & the Visual Arts. EVA 2013 Florence

Important Information Technology topics are presented: multimedia systems, data-bases, protection of data, access to the content. Particular reference is reserved to digital images (2D, 3D) regarding Cultural Institutions (Museums, Libraries, Palace – Monuments, Archaeological Sites). The main parts of the Conference Proceedings regard: Strategic Issues, EC Projects and Related Networks & Initiatives, International Forum on “Culture & Technology”, 2D – 3D Technologies & Applications, Virtual Galleries – Museums and Related Initiatives, Access to the Culture Information. Three Workshops are related to: International Cooperation, Innovation and Enterprise, Creative Industries and Cultural Tourism