The evolution of large retail chains

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Managing B2B customer journeys in digital era : Four management activities with artificial intelligence-empowered tools

Business-to-business (B2B) customer interactions and customer journeys increasingly occur in digital spaces, often aided with diverse digital and artificial intelligence (AI)-empowered tools. This requires more in-depth understanding of how to manage such journeys and interactions, particularly with AI-empowered tools that enhance B2B companies' diverse and crucial marketing management operations, ranging from forecasting to managing relationships. To reach this research goal, this paper integrates the current scattered understanding of B2B customer journeys and their management into AI research and presents a two-phase empirical study. First, through an integrative literature review, this study analyzes the relevant contemporary B2B management activities for managing customer journeys and identifies four key management activities: analyze, design, engage, and guide. Second, through mapping over 150 digital tools under 16 marketing management–tool categories and identifying and analyzing AI functions within those tools, the study examines how AI supports companies in the B2B customer journey management activities. The study makes contributions to B2B digital marketing, management and sales research, as well as customer journey management. It also provides guidance for B2B marketers and AI tool technology developers on how AI-empowered tools can be applied and developed to support B2B marketing management, particularly B2B customer journeys.publishedVersionPeer reviewe

Gratifying the Gratification: Pragmatic Approach Toward E-Shopping Behavior

The purpose of this article is to investigate the role of Consumers’ Electronic Attitude and Online Purchase Intention towards Electronic Shopping Gratification. This paper also measures the mediating effects of Social Commerce on Online Purchase Intention towards Electronic Shopping Gratification. A conceptual framework - “BeeBen e-Gratification Model” that formulates the structure of regarded constructs is proposed after reviewing the extant literature. The primary data are collected from the Gen Y respondents enrolled at an eminent educational institution in South India. The research instrument employed for this study is a standardized questionnaire. The authors preferred Snowball Sampling, which is a non-probability sampling design, due to the inaccessibility of central repository of online shoppers’ database. After eliminating and revising double-barreled and misleading statements, 276 entirely filled questionnaires remained. The hypotheses are tested using multiple linear regression analysis – stepwise, mediating effects- path analysis, and structural equation modeling (SEM) with maximum likelihood estimation. In the later of this article, the managerial implications and recommendations for future research are discussed. Keywords: Consumers’ e-Attitude, Online Purchase Intention, Social Commerce, and e-Shopping Gratification

Structuring Digital Transformation: A Framework of Action Fields and its Application at ZEISS

Digital products and services are an integral part of everyday life for both individuals and organizations. Further, given that digitalization greatly impacts our society and in particular how customer and organizations interact, organizations need to react to changing business rules and to leverage opportunities associated with digital technologies. Accordingly, the chief information officer (CIO) role is frequently a flexible one in the sense that it encompasses a much broader perspective on organizations than before. Most of the CIOs or newly appointed chief digital officers (CDOs) whom we interviewed in the course of our study recognized the need for change catalyzed by emerging digital technologies, but they typically lacked comprehensive knowledge on how to scope digital transformation initiatives. Against this background, we develop and validate a holistic framework of action fields for digital transformation. Our framework builds on extant literature and a series of exploratory interviews with over 50 organizations, and we have validated it in numerous contexts. In this paper, we present our framework and demonstrate its application at ZEISS, one of the organizations that participated in our study

Irruption of the textil industry in the economy of platforms. Case study: INDITEX

[Resumen]: Las plataformas digitales están presentes a día de hoy practicamente en todos los setores. Los líderes de cada uno han comenzado a introducir a la tecnología como estrategía en sus modelos de negocio con el fin de aumentar su crecimiento. En el sector textil, el lider del fast-fashion, INDITEX, consciente de la situación ha aprovechado la oportunidad que le ofrecen las plataformas digitales para ofrecer una mejor experiencia a sus clientes mientras compran, y así afianzar su lealtad a la marca. El objetivo de este trabajo es el estudio del comportamiento de la economía de platafornas en la industria textil. Primero se realizará un analisis de los componentes, la metodología y los efectos de esta economía en la economía global, a continuación se realizará un estudio del sector textil con la inclusión del estudio del caso INDITEX. La metodología usada en este trabajo consiste en la investigación, comparación y contraste bibliografico de diferentes autores y fuentes de información. Entre los prinipales resultados obtenidos cabe destacar el uso no convencional de las plataformas por parte del grupo INDITEX, el cual en vez de abrir su software a diseñadores, clientes etc.,como lo hacen otras empresas reconocidas como Apple, Philips o Amazon entre otras, ha creado una platafoma aprovechando sus sinergías verticales privadas derivadas de su gran infraestrutura. Pese a no seguir las pautas convencionales la calidad y cantidad de información que recive su plataforma es tal, que la empresa es capaz de descodificar cuales serán las proximas tendencias o los modelos más demandados a nivel global.[Abstract]: Digital platforms are nowadays present in almost every sector. The leaders of each sector have decided to introduce technology in their strategic programmes to achieve a bigger development by adjusting their business models. In the textile sector, INDITEX, leader of the fast fashion is aware of this new situation, and has seen the opportunity to integrate the digital platforms in its companies in order to offer its clients a better experience while purchasing its products and therefore, increasing its customers’ engagement. The purpose of this essay is the study of the performance of the platform economy in the textile industry. At first a general overview of the platform economy is done, explaining its components, methodology and effects on the world economy. Then, a more specific study is put forward concerning the textile sector to finally focus on the Spanish company, INDITEX. The methodology used in this essay was mainly bibliographic research, comparison and contrast. Among the most important results obtained, it can be pointed out the unconventional usage of the platform in INDITEX, which instead of opening its software to fashion designers, customers or developers -as many well kown enterprises such as Apple, Phillips or Amazon among others do- they decided to create its own platform by taking advantage of its own vertical and private synergy derived by its vast infrastructure. Despite not following the conventional patterns, the quantity and quality of information that its platform receives is such, that the enterprise is able to decode what– will be the next trends or the most demanded pieces globally.Traballo fin de grao (UDC.ECO). ADE. Curso 2018/201

Serviços omni-canal na indústria de serviços bancários: investigação qualitativa multi-método

O art.º 64 (modalidade alternativa à tese) do regulamento de estudos da Universidade de Aveiro contempla a possibilidade de apresentação de uma modalidade alternativa para teses de doutoramento. Esta modalidade assinala que “caso a tese seja substituída por um conjunto de trabalhos científicos já publicados, estes terão de formar um conjunto coerente e relevante para a área cientifica do doutoramento (...)”. Neste contexto, esta tese é baseada em 8 publicações científicas, já publicadas, ou aceites para publicação, onde estão incluídas: comunicações orais em conferências internacionais, artigos em revistas científicas e capítulos de livros. O interesse pelo tema foi aliado ao crescente desenvolvimento da estratégia omni-canal na indústria de serviços onde a banca tem sido pioneira. O objetivo é contribuir para a caracterização e compreensão das implicações decorrentes de diferentes estratégias e configurações de canal de serviço para a gestão de operações e, consequentemente para a qualidade dos serviços e satisfação dos clientes. A tese está dividida em seis capítulos. Inicia-se com duas revisões sistemáticas da literatura, para analisar as oportunidades de investigação e divulgar os caminhos de pesquisa para os serviços multicanal. Seguidamente, explicam-se as opções metodológicas e o relacionamento que existe entre a engenharia e gestão industrial e as ciências sociais. A partir desse momento, entramos na fase empírica e, analisamos os serviços omni-canal à lente das redes de negócio baseadas em tecnologia e da gestão de reclamações. Terminamos a tese com uma breve conclusão, limitações e perspetivas de investigação futura. Com maior detalhe, a revisão da literatura sugeriu que à data, os estudos existentes estavam predominantemente formulados sob a perspetiva do marketing, sendo notória uma menor representatividade de estudos focados na gestão de processos e operações de serviço. Neste contexto, o trabalho desenvolvido vem oferecer algumas contribuições ao nível da gestão de operações de serviços com recurso a múltiplos canais, permitindo nomeadamente identificar, caraterizar e consolidar diferentes estratégias de múltiplos canais, e discutir princípios para o alinhamento entre estratégias de front-office de múltiplos canais e níveis operacionais da organização. O trabalho adotou uma metodologia qualitativa multi-método (i.e., revisão sistemática e estudo de caso) recorrendo a diferentes métodos e fontes para a recolha de dados (e.g., entrevistas), bem como para a sua análise. O trabalho permitiu também ilustrar como a estratégia multi-método oferece múltiplas possibilidades de investigação que conduzem a resultados fiáveis para estudos na área da engenharia. É geralmente equilibrada e integra estudos teóricos e empíricos, o que dá maior enfase às dimensões de desenvolvimento, triangulação e complementaridade. A evidência empírica analisada no âmbito deste trabalho sugere que a prestação de serviços através de múltiplos canais potencia novas sinergias organizacionais, e cria novos desafios operacionais, ao permitir a configuração de novos sistemas de serviço que oferecem aos clientes a integração de serviços e canais de diferentes prestadores, numa experiência única. As operações de serviços omni-canal estão agora a basear-se em redes de negócio com base tecnológica, já que as empresas estão a mudar a forma como competem entre si. As empresas estão a adotar processos e canais de modo a poderem colaborar em redes heterogéneas. Essas redes de empresas geralmente combinam mais de um canal e serviços. O que origina uma experiência multimarca, que ultrapassa claramente a experiência típica omnicanal. Nesta perspetiva, a rede heterogénea de empresas é uma experiência que envolve a combinação de uma tríade de diferentes elementos canaisserviços- organizações. O que está implícito é que as redes de negócios baseadas em tecnologia estão a revolucionar a indústria de serviços, embora pouco se tenha investigado. Porém, o movimento para estratégias omni-canal e de rede de negócios está longe de ser linear. Embora indesejáveis, as falhas de serviço omni-canal são inevitáveis, nesse sentido, a gestão de reclamações sempre foi considerada como uma ferramenta essencial para os gestores. Por esse facto, o trabalho incluiu ainda uma abordagem às falhas e recuperação de serviços num contexto omni-canal, bem como as debilidades da prestação de serviços associadas às novas redes baseadas em tecnologia, no contexto dos serviços financeiros. O estudo sugeriu que os clientes geralmente não estão conscientes dos atributos de recuperação de cada canal e são muitas vezes obrigados a procurar ajuda dos colaboradores de primeira linha, em particular quando a resposta nos canais virtuais não estão a reagir de acordo com as expectativas. Os clientes também já não estão dispostos a interagir com um grande número de canais, o que implica um elevado número de interações. Em alternativa, estão dispostos a aguardar por uma recuperação personalizada quando percebem que uma falha específica pode exigir um elevado nível de tomada de decisão. Essa tolerância ocorre quando os clientes percebem que uma empresa está a realizar todos os esforços necessários para a recuperação do serviço, de modo a garantir que a falha não se volte a repetir. Os resultados evidenciaram a importância da recuperação de soluções permanentes e da gestão de operações, para permitir processos de recuperação efetivos no contexto dos serviços omni-canal e de rede de negócio. No que diz respeito às redes de negócios baseadas em tecnologia, encontrámos quatro tipos de debilidades: a) barreiras à estratégia de migração de canais; b) barreiras à entrega automatizada de serviços; c) barreiras baseadas na integração do serviço; d) barreiras à padronização de operações em contextos de rede. Os gestores devem estar cientes das debilidades das redes de negócio baseadas em tecnologia, porque a sua (in)atividade pode afetar positivamente ou negativamente a imagem da marca de rede. A resolução das debilidades Tb2N permite que as organizações sejam mais sincronizadas e competitivas. Os resultados apresentados nesta tese revelam que as estratégias de canais múltiplos estão longe de estar ultrapassadas. Esta área de estudo requer atenção permanente da comunidade académica de modo a compreender a sua evolução, o aparecimento de novas estratégias e avançar a sua base de conhecimento. Para terminar, estimulamos o desenvolvimento de investigações futuras que permitam a realização de estudos empíricos dentro das redes de negócio baseadas em tecnologia, e que se foquem não só na recolha de dados de uma empresa, mas de toda a rede.The 64th article of the regulation of studies of the University of Aveiro considers the possibility of presenting an alternative to the doctoral thesis. This modality emphasis that “if the thesis is replaced by a set of scientific papers already published, they will have to form a coherent and relevant set for the scientific area of the doctorate (…)”. In this context, this thesis is based on 8 scientific publications, some already published, some accepted for publication, which include: oral communications in international conferences, articles in scientific journals and book chapters. The interest in the subject is coined with the growing development of the omni-channel strategy in the service industry where the banks have been pioneers. The objective is to contribute to the characterization and understanding of the implications of different strategies and configurations of the service channel strategies for the management of operations and, consequently, for the service quality and customer satisfaction. The thesis is divided into six chapters. It begins with two systematic reviews of literature: to analyze research opportunities and to disseminate research paths for multi-channel services. From here on, the methodological options are explained and so are the existing relationship between the industrial engineering and the social sciences. The empirical phase starts at this point as well as the analysis of the omni-channel services in the lens of technology-based business networks and complaint management. The literature review suggested, that, to date, the existing studies were predominantly formulated from a marketing perspective, the studies focused on process management and service operations are less represented. In this context, the work developed offers some contributions to the management of multiple channel service operations, to identify, characterize and consolidate different multiple channel strategies, and discuss principles for the alignment between multiple channel front-office strategies and operational levels of the organization. A qualitative multi-method methodology (i.e., systematic review and case study) using different methods and sources was adopted for data collection (e.g., interviews) as well for its analysis. The work also illustrated how the multimethod strategy offers multiple research possibilities that lead to reliable results for studies in the field of engineering. This strategy is generally balanced and integrates theoretical and empirical studies, which give greater emphasis to the dimensions of development, triangulation and complementarity. The empirical evidence analyzed in this thesis suggests that service delivery through multiple channels raises new organizational synergies and creates new operational challenges, by allowing the configuration of new service systems that offer customers the integration of different service and channels from different providers in a unique experience. The omni-channel service operations are now based on technology-based business networks, as companies are changing the way they compete with each other. Companies are adopting processes and channels so they can collaborate in heterogeneous networks. These business networks generally combine more than one channel and services, which creates a multi-brand experience, clearly going beyond the typical omni-channel experience. In this perspective, the heterogeneous network of companies is an experience that involves the combination of a triad of different elements channel-service-organization. What is implicit is that, although still unexplored, technology-based business networks are revolutionizing the service industry. Nevertheless, the move to omni-channel and business network strategies is far from linear. Although undesirable, the omni-channel service failures are inevitable, thus complaint management has always been considered an essential tool for managers. As a result, this work also includes an approach to service failures and recovery in an omni-channel context, as well as the weaknesses in the service delivery concerning new technology-based networks, in the context of financial services. The study suggested that clients are generally unaware of the recovery attributes of each channel and are often forced to seek help from the frontline employees, particularly when the recovery from the virtual channels are not in agreement with the expectations. Customers are not willing to interact with a large number of channels which would lead to a high number of interactions. Alternatively, customers are willing to wait for a personalized recovery when they realize that a specific failure may require a high level of decision-making. This tolerance occurs when customers realize that a company is making all the necessary efforts over the service recovery, in order to ensure that the failure will not be repeated again. The results revealed the importance of recovering permanent solutions and operations management, in order to allow effective recovery processes in the context of omni-channel and business network services. With regard to technology-based business networks, we found four types of weaknesses: a) barriers to channel migration strategies; b) barriers to automated service delivery; c) barriers to employee-technology service integration; d) barriers to operations standardization in network contexts. Managers should be aware of the weaknesses of technology-based business networks because their (in)activity can affect either positively or negatively network brand image. Solving Tb2N weaknesses allows organizations to be more synchronized and competitive. The results presented in this thesis reveal that the multiple-channel strategies are far from being overcome. This area of study requires permanent attention from the academic community in order to understand its evolution, the emergence of new strategies and to advance its knowledge base. Finally, we encourage the development of future research that allows the conduction of empirical studies within technology-based business networks, focusing not only on collecting data from one company but from the entire network.Programa Doutoral em Engenharia e Gestão Industria