Dissertação (mestrado) - Universidade Federal de Santa Catarina, Centro Tecnológico. Programa de Pós-Graduação em Ciência da Computação. / Made available in DSpace on 2012-10-20T12:54:58Z (GMT). No. of bitstreams: 1 242987.pdf: 446226 bytes, checksum: 17e8d683461945962caec7bf0fb3d694 (MD5) / Este trabalho apresenta a proposta de uma estratégia para a implantação de uma solução de Gerenciamento de Relacionamento com o Cliente (CRM) para empresas de telecomunicações. O foco principal da estratégia consiste na fidelização de clientes, como forma de alcançar um melhor relacionamento desses clientes que utilizam serviços de operadoras de telefonia fixa. O estudo apresenta aspectos do setor de telecomunicações, caracterizando as empresas que atuam na área de telefonia fixa, e identificando os procedimentos adotados atualmente no relacionamento com os clientes. A estratégia proposta considera que deverão ser adotados alguns procedimentos básicos que permitam identificar a existência de problemas nos processos de atendimento. Apresentam-se, ainda, os fundamentos teóricos relacionados com a filosofia de Gerência do Relacionamento com o Cliente (CRM), buscando-se adaptá-los para o setor de telecomunicações. A estratégia contempla a especificação dos procedimentos que devem ser adotados para um melhor aproveitamento dos recursos operacionais e funcionais dentro da infra-estrutura organizacional, bem como a identificação das tecnologias que poderão ser utilizadas como suporte para a implantação dessa solução.

Dissertação (Mestrado) - Universidade Federal de Santa Catarina, Centro Tecnológico. Programa de Pós-graduação em Ciência da Computação / Made available in DSpace on 2012-10-19T04:42:48Z (GMT). No. of bitstreams: 1 210597.pdf: 1289715 bytes, checksum: 03ba31f101adfac858d01d545d434789 (MD5) / Este trabalho apresenta modelos comumente propostos para a implantação de uma estratégia de Customer Relationship Management (CRM) nas empresas, bem como explora a problemática para a adoção da filosofia de CRM como solução integradora das principais tecnologias de apoio entre si e destas aos objetivos da empresa e necessidades dos clientes. Uma proposta de CRM baseada na realidade das empresas públicas fornecedoras de serviços de Tecnologia da Informação é descrita, baseada nos oito princípios de

Master of Agribusiness / Department of Agricultural Economics / Jason S. Bergtold / Technical support for products after the sale is commonplace in today’s businesses. Original Equipment Manufacturers (OEMs) provide technical support to their dealer channel for resolution of complex product issues. Technical support staffing levels can vary by product type, product complexity, and production volumes, and case volumes. This research seeks a better understanding of appropriate staffing levels between three product lines for one OEM. The objective of this paper is to develop a model for monthly and weekly average case volumes for the three product lines, based off of historical case volume data. This data is used to predict a product line’s (platform’s) workload based off the month of the year. The output of each platform’s monthly case volume is then used in an optimization model to determine optimal staffing levels for each platform, based off the time of the year. The models developed for each platform use a linear relationship which regresses workload on a set of binary variable for the months of the year. Each of the models developed provided statistically significant coefficients for months which contain the platform’s highest workload. The outputs from these models are used in a mixed integer nonlinear programming optimization model to determine staff level of full time equivalent (FTE) employees at each platform. Each of the three scenarios utilized in this research provide similar trends and staffing levels for each of the three product lines. Results of this research are of interest for the management of technical support staffing.

The thesis addresses possibilities of deploying the open source data mining system LISp-Miner in the customer relationship management (CRM), specifically in the area of lead management. This is basically a process of finding information about potential customers, qualifying those customers according to their potential (future value), and turning the selected potential customers to real customers. The data used includes the records concerning the lead management of a major logistic company operating worldwide (the company wanted to stay in anonymity). The data is analysed using the LISp-Miner system which is an academic software developed at the Faculty of Informatics and Statistics at the University of Economics, Prague. The thesis also pays attention to the collaboration with the business experts of the company which provided the data. The principle aim of the thesis is to provide information contributing to the possible change of internal processes of the company. Further aims are to propose directions of the use of the LISp-Miner system when solving a similar data mining task, and propose a simple and understandable way how to present the results. The aims have been achieved by doing the analysis in compliance with the CRISP-DM Methodology. The asset of the thesis is the description of the whole project which includes the analysis of real data using the LISp-Miner system. Further result of the thesis is the description of the lead management domain. Finally, the thesis offers the instructions and recommendations for future similar projects. Section I outlines the LISp-Miner system and its procedures. Section II - A case study describes the process of analysing the data. Two cycles ("iterations") of the analysis were performed. The chapters devoted to the both iterations have been structured according to the phases of the CRISP-DM Methodology. Section III summarises the observations gained during the entire project. Moreover, it gives recommendations and instructions for the application in case a similar project of the data analysis using the LISp-Miner system is designed.

This diploma thesis is devoted to evaluation of the importance of CRM (Customer relationship management) in the strategy of a large international company. Specifically, it concentrates on the assessment of barriers as well as advantages which accompany the CRM implementation process into the existing corporate structures. The analytical section of this diploma thesis is patterned on various definitons of the term "CRM" and also deals with partial aspects of CRM and with its relationship to marketing and business processes within the company. The practical section explores the situation in the company Škoda Auto which recently started an international CRM impelementation.

This paper will provide background knowledge on matters within crises such as pandemics and SMEs in the United States of America. There will also be an awareness of crisis management displayed, as well as underlying topics such as customer relationships. The research will share the insights and knowledge gathered in order for small and medium sized enterprises to understand which strategy they are using or if they perhaps need one. This will help businesses know if they have to change their approach or adapt their strategy to be able to achieve a positive post-crisis outcome. The concepts of crisis management and customer relationship management, in conjunction with theories such as situational crisis communication theory and proactive and reactive methods lead to answering the need and application of crisis planning. Through the utilization of different theories, models, and interview data the information gathered will aid in examining how SMEs in the USA contribute with the distribution of knowledge toward crisis management plans and the concepts' importance.

Purpose This paper aims to explore how digitalization affects Swedish SMEs' relationship with the customers to increase satisfaction, trust, and loyalty of the customers. Literature review The literature review gives a thorough account of the theoretical concepts and contributes to the analysis. This chapter thoroughly reviews digitalization, such as digital transformation strategies, digital business model, and customer relationship management. It also examines the relationship qualities: trust, satisfaction, and loyalty and explores if there is any correlation between these and how these relationship qualities can be affected by digitalization. Methodology The research approach in this study is a deductive approach. We use case studies in this qualitative experimental study. The sample for this study selected is standardized by following the non-probability procedure, and therefore, three companies were selected for the interviews. After collecting data from the interview and comparing the result with the existing theory stated in the frame of reference, it is a change in the type of research from exploratory to the one that descriptive research. The questionnaire for the interviews consists of two parts. The first part aims to explore the expected customer relationship of the company which the second part is designed to investigate the digitalization process. Findings The empirical findings of this study indicate that investigated companies pay much attention to the customer relationship. Digitalization has a positive effect on trust and satisfaction. However, digitalization has a minimal impact on customer loyalty compared to many other factors. The study indicates that digitalization can strengthen the customer relationship. Keywords: Digitalization, Customer Relationship Management, Trust, Satisfaction, Loyalty

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In 2010 the United Arab Emirates (UAE) government set out to improve customer service by adopting the Customer Relationship Management (CRM) system that was used mainly in private sector. There was a concern about implementing the one size fits all CRM. Therefore, public managers needed to understand the various public sector relationship types and to consider a relational, emotional and behavioral approach to the public-government relationship rather than the technical business management approach. The research here identifies some key distinctive typologies and key contextual relationship factors to better design a management approach that suits each typology. Some key relationship components are stakeholders, services, government role, service concept and relationship exchange. Reviewing the literature from the relationship lens, many studies have focused on understanding the components of a public-government relationship. The gap in the literature highlights the need for CRM models for the government sector functions, identifying the various contextual factors of the relationship, and a need to cater to the behavioral and emotional aspect of the relationship. The seven public-government relationship typology framework emerged from meta-synthesis of the literature review. The study uses UAE Federal government CRM, specifically the Ministry of Health and Prevention (MOHAP). Grounded theory methodology was used to explore the seven public-government factors. Twenty-four qualitative interviews were conducted. The examined relationships include: entrepreneurial, public beneficiary, social beneficiary, organizer, protector, arbitrator, and supporter. The findings aid practitioners in designing the public-government relationship management approach that suits the nature of each relationship and its context. Theoretically, the relationship is the new lens for improving customer service in the public sector and the private sector. This emphasizes that the one size fits all CRM approach needs to be changed to more of a human and personalized approach to managing relationship typologies that are altered based upon context, influential components, and key factors. Some of the key factors influencing the relationships are communication, awareness, knowledge, emotional handling, engagement, relational approach, trust, and relationship value chain. This study provides good evidence for the need for further exploration of the contextual angle of relationships in the private sector in similar relationship typologies. / Ph. D.

Yes / Organizations worldwide are becoming more interested in utilizing social media applications to enhance their marketing capabilities. One of the main fruits of integrating social media applications into the marketing, information technology and information systems areas is social customer relationship management (SCRM). SCRM has been the focus of attention for both marketing academics and practitioners. However, as this area is quite new, there is a need to propose a theoretical foundation explaining how using social media platforms for SCRM systems could predict customer engagement and customer relationship performance. Three main factors, i.e. social media use, a customer-centric management system, and relationship marketing orientation, are considered as key predictors of SCRM. SCRM is proposed as a key determinant of customer engagement, which in turn affects customer relationship performance. The proposed research methodology suggests conducting a quantitative study to validate the current study model. Further discussion regarding the research contribution and main limitations are provided in the last sections.