In diesem Beitrag wird ein Framework vorgeschlagen, mit dessen Hilfe eine Aussage über das Referenzpotenzial einer Person auf Basis ihres Kommunikationsverhaltens in Microblogs getroffen werden kann. Innerhalb des Gestaltungszieles werden zunächst passende Determinanten des Referenzpotenzials identifiziert und beschrieben. Darauf aufbauend wird das Influence Potencial Framework mit drei Indikatoren ausgestaltet um diese Determinanten zu operationalisieren. Anschließend wird ein Portfolio zur Einordnung von Personen nach ihrem Referenzpotenzial aufgestellt. Abschließend wird ein Fazit gezogen und ein Ausblick auf weitere Forschungsziele gegeben.

Univ., Diss--Münster (Westfalen), 2001.

Bakgrund: Digitaliseringen är en enorm drivkraft som påverkar alla organisationer vilket leder till förändringar i hur värde skapas och upplevs samt hur verksamheter styrs. Digitaliseringen har lett till ökad konkurrens vilket sätter press på organisationer anpassnings och förändringsförmåga för att kunna bibehålla konkurrensfördelar genom att skapa mer kundvärde. Genom företags värdeskapande processer skapas kundvärde och utgör därmed studiens fokus. Forskare menar att det finns ett kunskapshål gällande digitaliseringens påverkan på värdeskapande processer och vilka effekter det gett samt digitaliseringens påverkan på verksamhetsstyrning, vilket denna studie undersöker. Syfte: Denna studie syftar till att öka kunskapen om digitaliseringens effekter på LRF Konsults värdeskapande processer och vilka krav som ställs på verksamhetsstyrningen. Ytterligare ämnar studien till att bidra med djupare förståelse och kunskap till LRF Konsult och liknande företag om den pågående digitaliseringen. Metod: För att uppfylla studiens syfte tillämpas fallstudie som forskningsstrategi. Insamling av empiriskt material gjordes genom kvalitativa intervjuer med chefer, medarbetare samt kunder på fallföretaget LRF Konsult. Slutsats: Digitaliseringen påverkar de värdeskapande processerna på LRF Konsult i olika utsträckning. Gemensamt kan det dock konstateras att digitaliseringen leder till förändrade arbetsroller, nyttjande av molnbaserade digitala verktyg, ökad digital kommunikation och avmaterialisering. Effekter av detta är ökad effektivitet, tillgänglighet, flexibilitet mer frekvent kommunikation och minskade fysiska möten. Slutsatsen om digitaliseringens påverkan på kundvärdet är att kundens upplevda nytta ökar medan kundens uppoffring tillfälligtvis kan öka men på längre sikt minskar, enligt värdeekvationen ökar alltså det totala kundvärdet. I studien konstateras även att verksamhetsstyrningen påverkas av digitaliseringen. Digitaliseringen influerar de formella styrverktygen till nyttjandet av fler prestationsmått, ökade rutiner och förändring i organisationsstrukturen. För de informella styrverktygen påverkar digitaliseringen på så vis att värderingar anpassas till digitaliseringen och dess möjligheter samt att behovet av motivation och utbildning ökar för att kunna tackla digitaliseringen. / Background: Digitialization is an enormous driving force that affects all organizations, which leads to changes in how value is created and experienced, and further on also in the management control. Digitialization has led to increased competition which puts pressure on organizations' adaptability and ability to maintain competitive advantages by creating more customer value. Through company value creation processes, customer value is created and thus constitutes the focus of this study. Researchers argue that there is a gap in the impact of digitalization on value creating processes and the effects it has, and also the impact of digitalization on management control, which this study investigates. Purpose: This study aims at increasing knowledge about the effects of digitalization on LRF Konsult's value creation processes and the demands made on business management. Further, the study aims at contributing deeper understanding and knowledge to LRF Konsult and similar companies regarding the ongoing digitalization. Method: In order to fulfill the purpose of the study, case study is applied as research strategy. The gathering of empirical material was done through qualitative interviews with managers, employees and customers of the business case LRF Konsult. Conclusion: Digitalization affects the value creating processes at LRF Konsult to a varying extent. In common, however, it may be noted that digitalization leads to changing work roles, the use of cloud-based digital tools, increased digital communication and dematerialization. Effects of this are increased efficiency, availability, flexibility, more frequent communication and reduced physical meetings. The conclusion concerning the impact of digitalization on customer value is that experiencing customer benefit increases while the customer's sacrifice can temporarily increase but in the long run decreases, according to the value equation, thus increasing the total customer value. The study finds that the management control also is affected by digitalization. Formal control tools have influenced the use of more performance measurements, increased routines and change in organizational structure. For the informal control tools, digitalization impacts in such a way that values are adapted to digitalization and its possibilities, and that the need for motivation and education increases in order to tackle digitalization.

abstract: Health is among the most basic needs of the people and driving force of social and economic development. The health nutrition & wellness industry is gradually becoming a global sunrise industry . However, the industry is faced many problems and challenges including weaknesses in the industry structure, fragmentations of supply chain, low efficiency in resources allocation, and lacking in quality on personnel training. To achieve core competitiveness and value creation, it is important that the health nutrition & wellness industry must meet the needs of Chinese market and its customers with a customer centric perspective to design a firm’s organization strucrture and management processes. This thesis is based on an analysis of the competitive landscape faced by the nutrition & wellness industry as exemplified by By-Health.Ltd. The investigation begins with an analysis and synthsis of the common industry practices on sales & distribution channels for their underlying similarities and differences in product strategies, branding strategies, and agency models on incentive design and profit sharing mechanisms. Through an empirical survey, this thesis also investigate customer’s demand for nutritious and healthy products. The results through factor analysis reveal that such demands are driven by individual factor, product factor, enterprise factor and environmental factor. The study concludes with a proposed framework to link customer value through three innovative designs in sales and distribution: community marketing model, sharing marketing model and Internet factory marketing model. / Dissertation/Thesis / Doctoral Dissertation Business Administration 2018

In order for firms to be able to compete on the market, it is of importance for them to create value for their customers. Value is not only the outcome from providing the customer with a product of high quality, since value co-creation can occur when firms interact with their customers and create strong relationships with them. Therefore, relationship quality is of interest for any firm that want to succeed with their sales proposals. However, although firms work with value creation for their customers, there is always a risk for the defection of customers. Firms need to gain knowledge about the reasons why customers decide to switch to another supplier. The aim of this study is to investigate why Swedish firms that operate in the industrial business-to-business (B2B) sector’s customers switch to another supplier, despite the supplying firms’ efforts in working with value creation. This is a qualitative study, where in-depth interviews have been conducted with employees at two different industrial, manufacturing companies. It was found that the aspects that have been stated as valuable for customers in business relationships; product quality, delivery, service, price, communication and distance, are also reasons why customers decide to leave a cooperation. Meaning that these aspects can create value for customers, however, when it is not managed properly there is a high risk that customers will switch suppliers since the value the firm created for the customer is not enough. In addition to this, factors that can be hard for firms to control, such as distance, time differences and language can have a great impact on customer value and retention.

A configuração do capitalismo atual, a globalização de mercados, o acirramento da concorrência, a velocidade de mudança e os gerentes cada vez mais cobrados por resultados e sustentabilidade das tomadas de decisão têm impelido as empresas a investir cada vez mais em sistemas de relacionamento para conhecer clientes. Os clientes são a mola propulsora de qualquer empresa e sem eles a empresa não possui valor algum. O objetivo desse trabalho foi explorar os fatores que impactam e determinam o valor do cliente para a empresa e/ou acionistas. Com base em fundamentação teórica, foram evidenciadas as principais pesquisas, destacando as contribuições empíricas de cada caso e a contemplação dos vetores de valor para a empresa e/ou acionistas. Resultados sugerem que o advento da tecnologia da informação nas empresas tem proporcionado a produção de conhecimento para a tomada de decisão mais estruturada em relação à gestão de clientes por valor. Foram evidenciadas (9) nove pesquisas sobre análise de padrão de lucratividade, (8) oito sobre otimização de alocação de recursos, (5) cinco sobre aquisição, retenção e efeitos sociais e (4) quatro sobre avaliação de empresas por meio de clientes. Cliente é definido como ativo intangível na medida em que otimiza a utilização dos recursos para a cocriação de valor para a empresa e/ou acionistas. / The current capitalism configuration, markets globalization, tight competitiveness, the change speed, managers more and more called by results and account for their decision have been forcing companies to invest more and more in customer relationship systems. The customers are the bottom line of any company and without them the company doesn\'t possess any value. The objective of this work was to explore the factors that impact and determine the customer\'s value for the company and/or shareholders. Based on theoretical, it was evidenced the mainly researches, dealing with empirical contribution of each case and the value vectors contemplation for company and/or shareholders. Results suggest that the introducing information technology in the companies has been providing the knowledge production for decision models more structured for managing customers by value. Nine researches were evidenced on profitability pattern analysis, eight on optimize resources allocation, five on acquisition and retention and social effects and four about firm evaluation through customers. Customer is defined as in-tangible assets as long as optimizes the utilization of resources for the co-creation of value for the company and/or shareholders.

Context: In many organizations, practices and processes of software engineering are carried out in a value-neutral setting. These value-neutral settings within software development are responsible for project failures. Value-based software engineering (VBSE) manages these value neutral settings by integrating value-oriented perspectives into software engineering. The fundamental factors that differentiate VBSE from value-neutral software engineering are value dimensions that play a crucial role in companies' success by managing customer needs, demands, and expectations Objectives: The aims of this master thesis are to 1) systematically classify the contributions within VBSE and 2) investigate practical application and validation of solutions in industry to determine their practical usability and usefulness. Methods: In this study, systematic mapping, followed by systematic review were used as research methods. Results: The findings of systematic mapping show that a clear majority of value-based research has been conducted within requirements engineering, and verification and validation. Whereas, there were not many studies discussing value-based design. In terms of research types used, evaluation research and solution proposal were the most dominant contributions. While experience reports and philosophical research were less emphasized. In general, value-based contributions such as recommendations and processes were highly reported in VBSE studies. In addition, the finding of systematic review indicates that although many solutions were proposed for value-based requirements engineering but in the absence of qualitative and quantitative results from usability and usefulness perspectives make it hard for practitioners to adopt for industrial practices. Conclusion: The systematic classification of studies and resulting maps not only give an overview of existing work on VBSE but also identifies interesting research gaps which can be used by researchers to plan and carry out future work. The findings of systematic review can be used by industry practitioners to assess the level of applicability of the proposed value-based requirements engineering solutions with respect to their application/validation context and usability and usefulness. / Naseer Jan, Cell: 0046736181463, Muhammad Ibrar, Cell: 0046760605212

This thesis focuses on the issues of value engineering and aplication of its metods on product of a selected company. The purpose of this thesis is to analyze product and propose new solutions of the product to achieve improved satisfaction and customer value through the procedures and metods of value engineering. Result of this thesis serves as an input for a decision making that should lead to better market position of the product and the company.

Diploma thesis Financial and nonfinancial analysis of Spalovsky Company is dealing with a complex evaluation of chosen company. On the basis of financial statements for the years 2004 -- 2008 is accomplished financial analysis which purveys information about processes in company. As another methods for financial evaluation are chosen overall bankruptcy and credibility models and Quelle methodology. As a basis for nonfinancial indicators were made questionnaires among companies' employees and customers and created two new indexes - People Value Added and Customer Value Added. The last method was selected Pollack's method of companies' vitality. The goals of this thesis are two: the first of all to evaluate the company, characterize strong and weak points and suggest recommendations for improvement. The second goal is to analyze usefulness of selected methodizes and find out in which relation are they (substitutes, components or antagonists).

Main subject of the thesis is customer satisfaction. The introductory theoretical parts of the thesis are devoted right to the customer and his/her satisfaction, to its measuring methods and to the way how to handle complaints, eventually reclamations in corporations. The practical part of the thesis focuses on the analysis of qualitative reclamations and of reclamations and complaints handling and customer satisfaction evaluating processes in the LASSELSBERGER, a.s. company producing ceramic wall and floor surfaces. The objective and the outcome of the thesis is formulating a set of recommendations arising from elaborated analysis and also from theoretical findings. These recommendations should improve actual run of analysed processes considering the quality of output of those processes and for sure considering the customer satisfaction.