The diploma thesis is focused on improving the functioning of business process management in the selected trading company. With the help of theoretical knowledge, based on which an analytical evaluation of the current status and a qualitative research are created, it proposes changes in the individual phases of the currently used process.

Display rules are used by organizations to define appropriate behaviors and expressions while interacting with others in the workplace. Emotional labor is a function of the effort required to adhere to these display rules and has been associated with negative outcomes such as stress and burnout which can lead to higher levels of turnover and health care costs for the organization. In addition, evidence suggests that emotional labor may come at a cognitive cost as well. Hence, reducing the amount of emotional labor should be beneficial to both employees and organizations alike. The current study used a customer service simulation to investigate the effects of emotion regulation training on cognitive, affective, and performance outcomes. Furthermore, personality display rule congruence was proposed as a moderator. Specifically, I compared the effects of training participants to use deep acting or surface acting strategies. Deep acting involves cognitively reappraising situations so that one genuinely feels the appropriate emotion whereas surface acting simply involves modifying the outward display of one's emotions. I expected deep acting to improve interpersonal performance through an affective route and to improve cognitive task performance through a reduction in emotional labor. Seventy-three participants were randomly assigned to one of the two training conditions. Performance was assessed during an interactive customer service simulation. Training participants to use deep acting strategies improved their positive mood, reduced their emotional labor, and increased their cognitive task performance. Emotional labor was negatively associated with cognitive task performance whereas positive mood was positively related to interpersonal performance. Finally, the effects of training on emotional labor, mood, and cognitive performance differed depending on the degree to which participants' personality was congruent with the display rules given to them. However, contrary to expectations, training condition had a stronger effect on negative mood (reduced it), emotional labor (reduced it), and cognitive performance (increased it) the more congruent participants' personalities were to the display rules given. These findings have implications for both employee selection and training.

Master Thesis in Business Administration and Marketing, School of Economics at Linnæus University, 4FE02E, Spring 2011  Authors: Viktor Petersson and Markus Svensson  Tutor: Åsa Devine  Examiner: Sarah Philipsson  Title: Electronic Commerce - In Customer Service We Trust  Background: Technological innovations have changed the business environment, and using E-commerce has increased in importance over the last decade. Two aspects that have been discussed within E-commerce are the possibilities and concerns of offering customer service and communicate trust towards customers.  Purpose: Increase the understanding of how companies use E-commerce, to provide customer service and trust.  Delimitation: During theory funneling many different aspects and theories discussing problems, opportunities and risks within E-commerce was found. After evaluating this existing material, it was concluded that the whole E-commerce phenomenon was a huge task to study. Therefore, this study is limited to focus on customer service and trust aspects within E-commerce.  Research question: What web site attributes are used to provide both customer service and trust, within E-commerce?  Method: The empirical material was gathered through semi-structured interviews and web site observations of three Swedish hotels. Follow-up phone interviews and email conversation with the hotels was made to get deeper understanding of the subject.  Conclusion: This research shows that especially three web site attributes for these hotels were used to provide both customer service and trust through E-commerce. The three attributes were (1) interacting with customers, (2) an easy to use and navigate web site, and (3) offering updated and relevant information.  Keywords: customer service, customer service online, E-commerce, electronic-commerce, trust, trust online.

The essence of this study is to measure the factors that lead to the negative perception of poor service delivery from the Supply and Demand Management (SDM) department of Company X. The Sasolburg operation was selected to pilot the study in order to determine the underlying issues that contribute to the perceived poor service delivery. Improved service delivery would contribute to the organisation’s overall strategy of functional excellence through its operations and service departments. Using a qualitative approach, this study attempts to obtain a clear insight of the perception of poor service delivery and ways of stimulating uniform approaches in order to being able to work together It is essential for the organisation to regularly assess its operational performance in order to ascertain whether progress has been made in terms of strategy changes. The purpose of the study is not to prove that the supply and demand department is not delivering to expectations, but to measure the delivery the factors that create the perception of poor service delivery. The initiative is also to identify the weaknesses, and suggest how these weaknesses can be remedied as well as to share the findings with the various stakeholders within the organisation. The findings of the study demonstrate that communication gaps exists within the organisation and communication is perceived as playing a key role in overcoming poor service delivery / MBA, North-West University, Potchefstroom Campus, 2014

The aim of this study is to conduct a thorough theoretical study on developing a managerial framework for replacing paper based contracts with e-contracts in the agriculture environment in the North-West Province. Every business should adapt to the current economic environment, especially new technology, and need to consider the risk and reward within the industry. Businesses should analyse any new processes and investigate its impact and whether a competitive advantage is created. An extensive literature study has been conducted on the factors that could assist to develop a managerial framework. Firstly, CRM - a good CRM system will improve customer service and increase customer satisfaction, which will yield more loyalty. Secondly, improved technology will shorten the value chain by adding more value to each product or service. Thirdly, new technology, such as e-contracting, will reduce the time it takes to contract with customers and reduce the overall processing costs. Fourthly, training is crucial for any business to be successful. Fifthly, Business Process Management (BPM) system will assist a business to implement a new process. Lastly, it is important to investigate what resistance to change a business can expect. An empirical research has been conducted to investigate the effect what e-contracting has on the agriculture environment in the North-West Province in order to enable the author to develop a managerial framework to assist an agriculture business to improve customer service. It could be concluded that there is a good linkage between the results of this study and the literature. A managerial framework that can be used for the purpose of replacing paper based contracts with e-contracts in the agriculture environment in the North-West Province, has been proposed. / MBA, North-West University, Potchefstroom Campus, 2014

The mail order business was once a traditional method of selling and distributing clothes, and other commodities, to customers. Now, the e-commerce trend, with more sophisticated techniques of marketing, selling, and distributing goods, has not only challenged the traditional mail order system, it seems also that the traditional retail chain and even fashion chains are being challenged. This change not only affects how sellers compete (be they long-distance or not), it has probably affected us as consumers - our requirements and how we purchase. This work contributes to this development through extensive empirical investigations into how and why customers return what they have previously ordered. The primary conclusions are that consumer requirements tend to vary, and therefore the standard solution of delivering goods to a vast variety of consumers without engaging in discussion about the individual customer service requirements (et cetera) is most probably the central cause behind the increasing return trends seen in the business. The purpose of this thesis is to identify and to characterise important factors causing returns. Further, to assist the development of Returns Management research, the intention is to develop a theoretical model of a Supply/Demand Chain returns system that incorporates an application of avoidance and gatekeeping in a distance sale context with the aim to improve overall systems performance. The research design used in the thesis was a case study performed at one of the largest mail order organisation in Sweden, with a long tradition in the business. The main data used in the thesis has been collected from interviews, a questionnaire, and secondary data exported from the case organisation. Sales and returns data covering approximately one year of sales and returns in the Swedish market was quantitatively analysed, and the results were regularly discussed and presented to key informants at the case organisation to substantiate authenticity and trustworthiness. The overall conclusion is that the distance-sales trade is affected by the trends that are seen in other areas, namely increased competition - not only from within the distance trade but also from the traditional retail trade. This is probably due to the ease of shopping via e-commerce, and the vast supply of products that even exceeds that of the retail chains. This attracts new customer groups with new demands and requirements. This, in many ways, is an archetypal difference between today’s e-commerce business and yesterday’s mail order business, and could explain why customers from the different channels behave and return differently. The use of the Internet affects how we purchase, and therefore the result of the purchase. It is quite likely that we are far more spontaneous when purchasing over the Internet in comparison with telephone and mail orders. Key words: Returns management, customer service, demand chain management, e-commerce, avoidance, gatekeeping

The essence of this study is to measure the factors that lead to the negative perception of poor service delivery from the Supply and Demand Management (SDM) department of Company X. The Sasolburg operation was selected to pilot the study in order to determine the underlying issues that contribute to the perceived poor service delivery. Improved service delivery would contribute to the organisation’s overall strategy of functional excellence through its operations and service departments. Using a qualitative approach, this study attempts to obtain a clear insight of the perception of poor service delivery and ways of stimulating uniform approaches in order to being able to work together It is essential for the organisation to regularly assess its operational performance in order to ascertain whether progress has been made in terms of strategy changes. The purpose of the study is not to prove that the supply and demand department is not delivering to expectations, but to measure the delivery the factors that create the perception of poor service delivery. The initiative is also to identify the weaknesses, and suggest how these weaknesses can be remedied as well as to share the findings with the various stakeholders within the organisation. The findings of the study demonstrate that communication gaps exists within the organisation and communication is perceived as playing a key role in overcoming poor service delivery / MBA, North-West University, Potchefstroom Campus, 2014

The aim of this study is to conduct a thorough theoretical study on developing a managerial framework for replacing paper based contracts with e-contracts in the agriculture environment in the North-West Province. Every business should adapt to the current economic environment, especially new technology, and need to consider the risk and reward within the industry. Businesses should analyse any new processes and investigate its impact and whether a competitive advantage is created. An extensive literature study has been conducted on the factors that could assist to develop a managerial framework. Firstly, CRM - a good CRM system will improve customer service and increase customer satisfaction, which will yield more loyalty. Secondly, improved technology will shorten the value chain by adding more value to each product or service. Thirdly, new technology, such as e-contracting, will reduce the time it takes to contract with customers and reduce the overall processing costs. Fourthly, training is crucial for any business to be successful. Fifthly, Business Process Management (BPM) system will assist a business to implement a new process. Lastly, it is important to investigate what resistance to change a business can expect. An empirical research has been conducted to investigate the effect what e-contracting has on the agriculture environment in the North-West Province in order to enable the author to develop a managerial framework to assist an agriculture business to improve customer service. It could be concluded that there is a good linkage between the results of this study and the literature. A managerial framework that can be used for the purpose of replacing paper based contracts with e-contracts in the agriculture environment in the North-West Province, has been proposed. / MBA, North-West University, Potchefstroom Campus, 2014

Providing high quality customer service that actually satisfies the needs of the customer and results in customer satisfaction is one of the biggest concerns of businesses today. Customer satisfaction determines the behavioural intentions of the customer hence the reason why companies are continuously reaching out to the customer with the aim of building strong relationships that will result in customer loyalty. Managers of companies therefore should be conscious of the role played by quality customer service in building these strong relationships. By gaining such insights into customer perceptions and expectations managers will be in a position to offer products and services that meet customer demands. This study was been based on the customer’s perspectives and their experiences with telecom providers in Kampala, Uganda. A quantitative approach and a questionnaire as data collection tool were used in the conduction of this study. The findings suggest that service quality plays a key role in customer satisfaction. In addition to this the findings also suggest that customer satisfaction plays a key role in determining customer loyalty and customer switching depending on the situation. The findings in this study are similar to those findings of studies done in other countries.

Call centres have been described as an enabling resource for enhanced customer service, as a cost saving strategy, and a combination of both. Call centres are people intensive, resource demanding environments with complex management challenges. The call centre industry is growing rapidly and South Africa is fast becoming a desired destination for outsourced call centres. The purpose of this study is to explore the perceptions of outsourced call centre management specifically regarding their roles and challenges experienced when executing their daily activities. This study contributes to the understanding of the challenges outsourced call centre managers encounter and provide suggestions to help address major challenges faced in relation to effective call centre management. The methodology used was of a qualitative nature as data was gathered through semi-structured interviews. Inductive reasoning was applied in this study. The call centre managers were purposively selected for the study based on their experience within the industry. The data gathered was transcribed, coded and organised into themes, categories and sub-categories. The study had five objectives and once analysed the following results were obtained: profiles of call centre management was determined, people management surfaced as a major challenge for call centre managers, numerous strategies are in place to deal with challenges, however they are limited due to company policies, cost efficiency was not the main reason organisations outsource their call centres and finally call centre managers perceive their roles to be the overall responsibility of the call centre, its employees and performance. The results revealed that scientific management principles and continuous improvement are major focus areas within the call centre environment. This is mainly driven by the fact that outsourced call centres have contractual obligations that need to be met otherwise they face financial penalties. The findings also revealed that being a manager in an outsourced call centre today is a dynamic and challenging task with many pressures both internally and externally. The study recommends that outsourced call centre managers be empowered and supported by the relevant support divisions as they assume a great responsibility while operating in a dynamic environment and they play a pivotal role in ensuring the success of outsourced call centres. The main limitation of this study is that it relies on outsourced contact centres situated in the Gauteng area that only services one telecommunication organisations customer queries limiting the ability to generalise to other populations. / Business Management / M. Tech. (Business Administration)