• Title/Summary/Keyword: CRM Implementation

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The Benefits of Sales Force Automation Explored: An Empirical Examination of SFA Usage on Relationship Quality and Performance

  • Park, Jeong Eun;Holloway, Betsy Bugg;Lee, Sungho
    • Asia Marketing Journal
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    • v.14 no.4
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    • pp.143-165
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    • 2013
  • Sales force automation (SFA) technologies are increasingly used to support customer relationship management (CRM) strategies. However, the popular press reports mixed results among companies incorporating SFA technologies and the previous studies have less interested in relationship quality between sales person and customer as an outcome of SFA. Actually the improved quality of the salesperson-customer relationship may be the most important outcome of SFA usage. This outcome is especially meaningful in today's marketplace given the increasing focus placed on customer retention and other customer related performance such as customer lifetime value. Therefore, this study seeks to further examine the impact of SFA usage within two different firms using SFA technologies to examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the moderating roles of perceived managerial support and salesperson experience on the outcomes of SFA usage are examined. The results shows that direct effect of SFA usage on performance was not significant but highlight the mediating role of customer relationship quality in the SFA usage - sales performance relationship. Also, this research examines a number of moderating effects of both management supports for SFA and salesperson's sales work experience. The results indicate that management support has a significant direct influence on relationship quality and salesperson performance, but not a significant moderating effect on the relationship between SFA usage and the outcomes (relationship quality and performance). Thus moderating effects were not supported but find significant main effects. First of all, finding of this study suggest that a formula for successful SFA implementation must be one that highlights a SFA usage → relationship quality → sales performance sequence. This means when sales person use SFA they must build relationship with customer first then will return some long term performance. Second, the implications of not considering the introduction of big technology initiatives in terms of fit within the company's culture, strategy, structure, and environment may in many cases be quite noteworthy. Therefore, the launching of a new technology in the firm, such as SFA, may have a nonlinear impact upon overall firm performance, depending on the presence of other complimentary resources and capabilities. Finally the authors offer a number of implications for research and practice, and suggest directions for future SFA research that may further improve our understanding of this increasingly relevant topic.

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Design and Implementation of Web based Voice Traffic Management System using CDR (CDR을 이용한 웹 기반 음성 트래픽 관리시스템의 설계 및 구현)

  • Kim, Eun-Seong;An, Seong-Jin;Jeong, Jin-Uk
    • The KIPS Transactions:PartC
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    • v.8C no.5
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    • pp.657-666
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    • 2001
  • In this paper, it is proposed the management items for voice traffic using CDRs so that global carriers can treat and manage the voice traffic for a customer, and defined computational expressions to produce the management items. From them, we have designed the management system, which is composed of web interface module, analysis module, data collection module and database management module, and have improved the availability and convenience of the system using web technologies. In addition, we have tested these items using CDRs in real environments that are collected by the global carrier in order to verify their validity. It is expected that the proposed web based voice traffic management system provide a global carrier with network information collection, fault detection/trouble-shooting and high quality of service through analyzing the characteristics of subscribers.

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Design and Implementation of personalized recommendation system using Case-based Reasoning Technique (사례기반추론 기법을 이용한 개인화된 추천시스템 설계 및 구현)

  • Kim, Young-Ji;Mun, Hyeon-Jeong;Ok, Soo-Ho;Woo, Yong-Tae
    • The KIPS Transactions:PartD
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    • v.9D no.6
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    • pp.1009-1016
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    • 2002
  • We design and implement a new case-based recommender system using implicit rating information for a digital content site. Our system consists of the User Profile Generation module, the Similarity Evaluation and Recommendation module, and the Personalized Mailing module. In the User Profile Generation Module, we define intra-attribute and inter-attribute weight deriver from own's past interests of a user stored in the access logs to extract individual preferences for a content. A new similarity function is presented in the Similarity Evaluation and Recommendation Module to estimate similarities between new items set and the user profile. The Personalized Mailing Module sends individual recommended mails that are transformed into platform-independent XML document format to users. To verify the efficiency of our system, we have performed experimental comparisons between the proposed model and the collaborative filtering technique by mean absolute error (MAE) and receiver operating characteristic (ROC) values. The results show that the proposed model is more efficient than the traditional collaborative filtering technique.

Design and Implementation of an E-Catalog System for the Efficiency of Electronic Commerce (전자상거래 효율성을 증가시키기 위한 E-Catalog 시스템 설계 및 구현)

  • Choi, Ok-Kyung;Han, Sang-Yong
    • The KIPS Transactions:PartD
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    • v.10D no.1
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    • pp.167-174
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    • 2003
  • Today in Korea, various types of B2B or B2C businesses are carried out on the Internet and the catalog information is the molt important factor to make customers purchase the product. However, no case can be found where information is shared between the business partners, more specifically, each catalog supplier possesses data that are incompatible with others. Though the e-business market has rapidly expanded, it is still difficult for businesses to attract buyers unless an integrated system is provided for more fast and convenient B2B businesses. Such a systematic and integrated catalog system is highly demanded along with current database management system Therefore, this study suggests the E-Catalog system consists of a fixed and standardized catalog system offering product information and a network-based architecture offering products to customers through a search system. The proposed system also supports CRM (Customer Relation Management).

Design and Implementation of Customer Management System Using UML (UML을 적용한 고객관리시스템 설계 및 구현)

  • Jung, Won-Gyo;Park, Sang-Sung;Shin, Young-Geun;Kim, Myoung-Hoon;Jang, Dong-Sik
    • The Journal of the Korea Contents Association
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    • v.7 no.11
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    • pp.59-68
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    • 2007
  • According to the development of service industry recently, the use of call taxi service is increased to use a taxi more comfortably. But related firms hesitate to construct a call center on account of enormous expense of constructing. Hence we developed the system that can minimize expense of constructing a call center which use a cellular phone. The proposed system is different from the existing call system of using a terminal method. we designed by applying UML(Unified Modeling Language) the system that can integrate and manage operations of customer management, driver management, order management and settlement of accounts etc. more efficiently using CTI(Computer Telephony Integration). Then the designed system is constructed by using Visual Basic 6.0. For implementing CTI more effectively, calling number of customer is received in PC using CID that is commercialized and then the customer's information is retrieved in the Database in real-time. The system proposed in this paper is possible to construct at low expense, can improve customer service level through an efficient customer management solution.

An R package UnifiedDoseFinding for continuous and ordinal outcomes in Phase I dose-finding trials

  • Pan, Haitao;Mu, Rongji;Hsu, Chia-Wei;Zhou, Shouhao
    • Communications for Statistical Applications and Methods
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    • v.29 no.4
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    • pp.421-439
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    • 2022
  • Phase I dose-finding trials are essential in drug development. By finding the maximum tolerated dose (MTD) of a new drug or treatment, a Phase I trial establishes the recommended doses for later-phase testing. The primary toxicity endpoint of interest is often a binary variable, which describes an event of a patient who experiences dose-limiting toxicity. However, there is a growing interest in dose-finding studies regarding non-binary outcomes, defined by either the weighted sum of rates of various toxicity grades or a continuous outcome. Although several novel methods have been proposed in the literature, accessible software is still lacking to implement these methods. This study introduces a newly developed R package, UnifiedDoseFinding, which implements three phase I dose-finding methods with non-binary outcomes (Quasi- and Robust Quasi-CRM designs by Yuan et al. (2007) and Pan et al. (2014), gBOIN design by Mu et al. (2019), and by a method by Ivanova and Kim (2009)). For each of the methods, UnifiedDoseFinding provides corresponding functions that begin with next that determines the dose for the next cohort of patients, select, which selects the MTD defined by the non-binary toxicity endpoint when the trial is completed, and get oc, which obtains the operating characteristics. Three real examples are provided to help practitioners use these methods. The R package UnifiedDoseFinding, which is accessible in R CRAN, provides a user-friendly tool to facilitate the implementation of innovative dose-finding studies with nonbinary outcomes.

A Integrated VOC Management Schema in Large-Scale Manufacturing Companies: A Case Study on Implementation for Construction Equipment Division in 'H' Heavy Industry (대규모 제조업에서의 통합 VOC 관리 방안 및 시스템 구축: 'H' 중공업 건설장비 부문 적용 사례)

  • Jang, Gil-Sang
    • Journal of the Korea Society of Computer and Information
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    • v.14 no.8
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    • pp.127-136
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    • 2009
  • Voice of the customer(VOC) is a term used in business and information technology(IT) to describe the process of capturing a customer's requirements in enterprises or various organizations. Recently, in order to satisfy customer's needs, enterprises try to utilize VOC at recurrence prevention of problems and their improvement activities, planning and development of product/service by processing, storing, and analyzing VOC. Until now, VOC management systems are introduced around service industries such as hotel business and insurance/financial business, etc. This paper proposes an integrated management scheme of VOC which are captured by various communication channels and describes a case of implementing an integrated VOC management system on the basis of the proposed scheme for the large-scale manufacturing company. By the implemented system, VOC are stored and utilized as the important knowledge assets of enterprises.

Ontology Design for the Register of Officials(先生案) of the Joseon Period (조선시대 선생안 온톨로지 설계)

  • Kim, Sa-hyun
    • (The)Study of the Eastern Classic
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    • no.69
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    • pp.115-146
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    • 2017
  • This paper is about the research on ontology design for a digital archive of seonsaengan(先生案) of the Joseon Period. Seonsaengan is the register of staff officials at each government office, along with their personal information and records of their transfer from one office to another, in addition to their DOBs, family clan, etc. A total of 176 types of registers are known to be kept at libraries and museums in the country. This paper intends to engage in the ontology design of 47 cases of such registers preserved at the Jangseogak Archives of the Academy of Korean Studies (AKS) with a focus on their content and structure including the names of the relevant government offices and posts assumed by the officials, etc. The work for the ontology design was done with a focus on the officials, the offices they belong to, and records about their transfers kept in the registers. The ontology design categorized relevant resources into classes according to the attributes common to the individuals. Each individual has defined a semantic postposition word that can explicitly express the relationship with other individuals. As for the classes, they were divided into eight categories, i.e. registers, figures, offices, official posts, state examination, records, and concepts. For design of relationships and attributes, terms and phrases such as Dublin Core, Europeana Data Mode, CIDOC-CRM, data model for database of those who passed the exam in the past, which are already designed and used, were referred to. Where terms and phrases designed in existing data models are used, the work used Namespace of the relevant data model. The writer defined the relationships where necessary. The designed ontology shows an exemplary implementation of the Myeongneung seonsaengan(明陵先生案). The work gave consideration to expected effects of information entered when a single registered is expanded to plural registers, along with ways to use it. The ontology design is not one made based on the review of all of the 176 registers. The model needs to be improved each time relevant information is obtained. The aim of such efforts is the systematic arrangement of information contained in the registers. It should be remembered that information arranged in this manner may be rearranged with the aid of databases or archives existing currently or to be built in the future. It is expected that the pieces of information entered through the ontology design will be used as data showing how government offices were operated and what their personnel system was like, along with politics, economy, society, and culture of the Joseon Period, in linkage with databases already established.

Construction of Component Repository for Supporting the CBD Process (CBD 프로세스 지원을 위한 컴포넌트 저장소의 구축)

  • Cha, Jung-Eun;Kim, Hang-Kon
    • Journal of KIISE:Software and Applications
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    • v.29 no.7
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    • pp.476-486
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    • 2002
  • CBD(Component Based Development) has become the best strategical method for the business application. Because CBD is a new development paradigm which makes it possible to assemble the software components for application, it copes with the rapid challenge of business process and meets the increasing requirements for productivity. Since the business process is rapidly changing, CBD technology is the promising way to solve the productivity. Especially, the repository is the most important part for the development, distribution and reuse of components. In component repository, we can store and manage the related work-products produced at each step of component development as well as component itself. In this paper, we suggested a practical approach for repository construction to support and realize the CBD process and developed the CRMS(Component Repository Management System) as implementation product of the proposed techniques. CRMS can manage a variety of component products based on component architecture, and help software developers to search a candidate component for their project and to understand a variety of information for the component. In the paper, a practical approach for component repository was suggested, and a supporting environment was constructed to make CBD to be working efficiently. We expect this work wall be valuable research for component repository and the entire supporting Component Based Development Process.

Electronic Word-of-Mouth in B2C Virtual Communities: An Empirical Study from CTrip.com (B2C허의사구중적전자구비(B2C虚拟社区中的电子口碑): 관우휴정려유망적실증연구(关于携程旅游网的实证研究))

  • Li, Guoxin;Elliot, Statia;Choi, Chris
    • Journal of Global Scholars of Marketing Science
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    • v.20 no.3
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    • pp.262-268
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    • 2010
  • Virtual communities (VCs) have developed rapidly, with more and more people participating in them to exchange information and opinions. A virtual community is a group of people who may or may not meet one another face to face, and who exchange words and ideas through the mediation of computer bulletin boards and networks. A business-to-consumer virtual community (B2CVC) is a commercial group that creates a trustworthy environment intended to motivate consumers to be more willing to buy from an online store. B2CVCs create a social atmosphere through information contribution such as recommendations, reviews, and ratings of buyers and sellers. Although the importance of B2CVCs has been recognized, few studies have been conducted to examine members' word-of-mouth behavior within these communities. This study proposes a model of involvement, statistics, trust, "stickiness," and word-of-mouth in a B2CVC and explores the relationships among these elements based on empirical data. The objectives are threefold: (i) to empirically test a B2CVC model that integrates measures of beliefs, attitudes, and behaviors; (ii) to better understand the nature of these relationships, specifically through word-of-mouth as a measure of revenue generation; and (iii) to better understand the role of stickiness of B2CVC in CRM marketing. The model incorporates three key elements concerning community members: (i) their beliefs, measured in terms of their involvement assessment; (ii) their attitudes, measured in terms of their satisfaction and trust; and, (iii) their behavior, measured in terms of site stickiness and their word-of-mouth. Involvement is considered the motivation for consumers to participate in a virtual community. For B2CVC members, information searching and posting have been proposed as the main purpose for their involvement. Satisfaction has been reviewed as an important indicator of a member's overall community evaluation, and conceptualized by different levels of member interactions with their VC. The formation and expansion of a VC depends on the willingness of members to share information and services. Researchers have found that trust is a core component facilitating the anonymous interaction in VCs and e-commerce, and therefore trust-building in VCs has been a common research topic. It is clear that the success of a B2CVC depends on the stickiness of its members to enhance purchasing potential. Opinions communicated and information exchanged between members may represent a type of written word-of-mouth. Therefore, word-of-mouth is one of the primary factors driving the diffusion of B2CVCs across the Internet. Figure 1 presents the research model and hypotheses. The model was tested through the implementation of an online survey of CTrip Travel VC members. A total of 243 collected questionnaires was reduced to 204 usable questionnaires through an empirical process of data cleaning. The study's hypotheses examined the extent to which involvement, satisfaction, and trust influence B2CVC stickiness and members' word-of-mouth. Structural Equation Modeling tested the hypotheses in the analysis, and the structural model fit indices were within accepted thresholds: ${\chi}^2^$/df was 2.76, NFI was .904, IFI was .931, CFI was .930, and RMSEA was .017. Results indicated that involvement has a significant influence on satisfaction (p<0.001, ${\beta}$=0.809). The proportion of variance in satisfaction explained by members' involvement was over half (adjusted $R^2$=0.654), reflecting a strong association. The effect of involvement on trust was also statistically significant (p<0.001, ${\beta}$=0.751), with 57 percent of the variance in trust explained by involvement (adjusted $R^2$=0.563). When the construct "stickiness" was treated as a dependent variable, the proportion of variance explained by the variables of trust and satisfaction was relatively low (adjusted $R^2$=0.331). Satisfaction did have a significant influence on stickiness, with ${\beta}$=0.514. However, unexpectedly, the influence of trust was not even significant (p=0.231, t=1.197), rejecting that proposed hypothesis. The importance of stickiness in the model was more significant because of its effect on e-WOM with ${\beta}$=0.920 (p<0.001). Here, the measures of Stickiness explain over eighty of the variance in e-WOM (Adjusted $R^2$=0.846). Overall, the results of the study supported the hypothesized relationships between members' involvement in a B2CVC and their satisfaction with and trust of it. However, trust, as a traditional measure in behavioral models, has no significant influence on stickiness in the B2CVC environment. This study contributes to the growing body of literature on B2CVCs, specifically addressing gaps in the academic research by integrating measures of beliefs, attitudes, and behaviors in one model. The results provide additional insights to behavioral factors in a B2CVC environment, helping to sort out relationships between traditional measures and relatively new measures. For practitioners, the identification of factors, such as member involvement, that strongly influence B2CVC member satisfaction can help focus technological resources in key areas. Global e-marketers can develop marketing strategies directly targeting B2CVC members. In the global tourism business, they can target Chinese members of a B2CVC by providing special discounts for active community members or developing early adopter programs to encourage stickiness in the community. Future studies are called for, and more sophisticated modeling, to expand the measurement of B2CVC member behavior and to conduct experiments across industries, communities, and cultures.