Interactive product browsing and configuration using remote augmented reality sales services

Real-time remote sales assistance is an underdeveloped component of online sales services. Solutions involving web page text chat, telephony and video support prove problematic when seeking to remotely guide customers in their sales processes, especially with configurations of physically complex artefacts. Recently, there has been great interest in the application of virtual worlds and augmented reality to create synthetic environments for remote sales of physical artefacts. However, there is a lack of analysis and development of appropriate software services to support these processes. We extend our previous work with the detailed design of configuration context services to support the management of an interactive sales session using augmented reality. We detail the context and configuration services required, presenting a novel data service streaming configuration information to the vendor for business analytics. We expect that a fully implemented configuration management service, based on our design, will improve the remote sales experience for both customers and vendors alike via analysis of the streamed information

Customer Enquiry Management in a Global Competitive Context: A Comparative Multi-Case Study Analysis

Business-to-Business (B2B) relationships, such as between a manufacturer and a customer, are increasingly important during the Customer Enquiry Management (CEM) process, particularly so for non-Make-To-Stock (non-MTS) companies operating in industrial markets. Few empirical studies have explored the CEM practices adopted by firms in practice. A study of the Italian capital goods sector by Zorzini et al. (2007) is a recent exception. Moreover, most studies have approached CEM from a cross-department integrated perspective but in the digital economy, and with globalization, outsourcing and extended supply chains, CEM needs to be approached from a broader supply chain-oriented perspective, incorporating B2B exchanges. This paper builds on the study by Zorzini et al. (2007) by conducting multi-case study research with seven UK-based companies in the capital goods sector, including three sales and support companies with offshore manufacturing. By adopting a cross-national research perspective, it assesses whether the proposed theory applies to other capital goods firms outside Italy. By also adopting a supply chain perspective of CEM it investigates current industry practice in B2B markets and explores whether cross-functional coordination and formalization issues can be extended into a global context. Evidence from the UK generally supports prior theory, confirming links between high levels of coordination, formalization of the CEM process and improved performance. Some refinements are proposed, for example, in order to make the theory suitable for a global context. The characteristics of a supply chain are important factors that affect CEM. This research has managerial implications for improving the CEM process in non-Make-To-Stock (non-MTS) capital goods companies from both an intra and an inter-organisational (B2B) perspective. Coordination with partners along the supply chain is needed at the enquiry stage and constraints linked to global customers should be considered when structuring the

Information technology and performance management for build-to-order supply chains

En las siguientes líneas se plantea un artículo de reflexión que tiene en cuenta parte del marco teórico que sustenta la investigación titulada “Prácticas pedagógicas que promueven la competencia argumentativa escrita (CAE) en niños campesinos de los grados 4° y 5° del Centro Educativo Municipal La Caldera, Sede Principal de Pasto”, desarrollada en el año 2012. En él se contemplan los aportes de las ciencias del lenguaje y la comunicación, la teoría de la argumentación, la didáctica de la lengua escrita y los géneros discursivos, que dan cuenta de la necesidad de desarrollar la capacidad crítica en los estudiantes a través de la argumentación, lo cual implica transformar las prácticas pedagógicas para que se alejen de la transmisión de conocimientos y den paso a la comunicación, para que la palabra escrita sea apropiada de manera significativa

Risky business: when a CRM vendor masqueraded as an ERP specialist

Taking a social shaping perspective we unpack the development trajectory of a packaged software product to show, that contrary to mainstream accounts, design is not completely specified a-priori and that the process continues throughout implementation, and use. We show how developers, in this case third party vendors, can continue to engage in shaping packages during implementation and also how users contribute to the development effort. In particular, we illustrate how a customer relationship management package application targeted at a particular organisational function was configured to make an enterprise wide system and the key role of the vendor in this effort. To do this we refer to a 3- year qualitative field study of an expanding United Kingdom based consultancy company undergoing extreme ICT related change. This empirical research is used to explore an often ignored phenomenon, that of the role of vendors in appropriating ICTs and the potential risks they bring. Through this, we highlight the plight and responsibilities of low-level organisational actors in this process in cognisance of the fact they usually have a minor role in ICT selection but become a major player in dealing with vendors at the implementation stage when the devil is truly in the detail. The risks we identify relate to: vendor sales pitches of products as specifically related to their capabilities and the products they put forward; the calling upon of organisational resources by vendors; vendor knowledge of the application are and the actual ‘social’, ‘technical’ and ‘organisational’ capabilities of vendors to deliver a working product. We also point to the risks managers in vendor and consumer organisations create by placing their staff in difficult conditions within appropriation processes. The implications of our work centre on the need for further research related to: vendor/developer risks of packaged software, custom and open source projects; notions of professionalism and ethics in the software industry and project working conditions

Beyond technology and finance: pay-as-you-go sustainable energy access and theories of social change

Two-thirds of people in sub-Saharan Africa lack access to electricity, a precursor of poverty reduction and development. The international community has ambitious commitments in this regard, e.g. the UN's Sustainable Energy for All by 2030. But scholarship has not kept up with policy ambitions. This paper operationalises a sociotechnical transitions perspective to analyse for the first time the potential of new, mobileenabled, pay-as-you-go approaches to financing sustainable energy access, focussing on a case study of pay-as-you-go approaches to financing solar home systems in Kenya. The analysis calls into question the adequacy of the dominant, two-dimensional treatment of sustainable energy access in the literature as a purely financial/technology, economics/ engineering problem (which ignores sociocultural and political considerations) and demonstrates the value of a new research agenda that explicitly attends to theories of social change – even when, as in this paper, the focus is purely on finance. The paper demonstrates that sociocultural considerations cut across the literature's traditional two-dimensional analytic categories (technology and finance) and are material to the likely success of any technological or financial intervention. It also demonstrates that the alignment of new payas- you-go finance approaches with existing sociocultural practices of paying for energy can explain their early success and likely longevity relative to traditional finance approaches

Enterprise Systems Analysis and Modelling

In ES implementations, process modelling is a critical and often overlooked activity. This paper proposes a framework for process modelling of ES. The four steps method involves: Current Situation Analysis, Business Process Improvements and Requirements, Gap Analysis, and To-be process to develop. Outputs of the methodology are an interdependent set of organizational and system proposed changes, and feedback loops to the ES vendors and to the strategy of the firm. In-depth case studies and extensive literature review provides methodological support. For practitioners, this study provides useful insights into one of the reasons by which companies could be frustrated with ES implementation.E-business, ERP

Entrepreneurial orientation and the threat of imitation: the influence of upstream and downstream capabilities

This paper uncovers the complexity between Entrepreneurial Orientation (EO) and performance. The paper explores the effect of the threat of imitation, which is a key external factor to explain competitive dynamics, and hence highlights effectiveness of EO. Also the paper accounts for the role of upstream (technical) and downstream (marketing) capabilities as they influence effectiveness of EO. Our results show that, under threat of imitation, downstream marketing capabilities facilitate taping into opportunities derived from EO, which positively affects performance. Conversely, available upstream technical capabilities do not aim at EO when imitation threats exist in the environment. Of importance is that we question the complexity between EO and performance can be better understood using a configurational approach