The purpose of this case study is to determine if there are any under- or overrepresented industries in CRM case studies. CRM stands for customer relationship management and can be applied as a system to help the sales manager in an industry to control the activities and their customers. CRM enable long-term relationships with customer and to retaining key customer. The top findings in this case study is that the hotel industry is by far the leader of CRM case studies and therefore the overrepresented industry. The underrepresented industries when it comes to amount of CRM case studies is the digital content industry, retailing industry, pharmaceutical industry and the telecommunication industry. The conclusion in this case study is that all the service industries are dependent on the CRM-systems and therefore a lot of case studies have been composed about the subject. Another conclusion is that that CRM-systems cannot be ignored by any industries since the economy is customer orientated.

From the perspective of a system developer, this study presents an in-depth analysis of the CiRM implementation process in Malaysian local government. The study was motivated by the lack of studies examining the CiRM implementation process initiatives in the local government sector. Furthermore, the performance of the Malaysian Government in this initiative has been subjected to various criticisms, i.e., not properly servicing its public. This raises the question as to what has happened during the period of the CiRM implementation process in Malaysia. As there has been a demand for local governments to invest more in CiRM projects, the need for existing and potential system developers in the Malaysian government to have an implementation framework that could guide their effort in implementing the system has become more vital. This study combines the case study research and grounded theory approaches. Twenty in-depth face-to-face interviews were conducted with system developers from ten local governments (i.e., five interviews from four pilot-cases and fifteen interviews from six primary-cases). The analyses of these data were divided in three main phases. The first phase involved a within and cross-case analyses of the pilot cases. The second and third phases involved a within and cross-case of the primary cases. These analyses enabled a set of determinants on CiRM implementation in the Malaysia local governments to be developed. The determinants were established by fitting their characteristics to the lifecycle of the CiRM system implementation process. Some of the determinants were found to be common to the existing literature while others were found to be enhancing the existing knowledge in CiRM implementation process. These determinants were then developed to shape a theoretical framework for the CiRM implementation process in the local Malaysian governments. This framework not only describes the main determinants in the implementation process, but also the forces and activities that lie within it.

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Understanding of how to manage relationships with customers has become an important topic for both academic and practitioners in recent years. The effectiveness of business can be greatly improved by identifying the drivers of the most profitable customers and using them to target the right customers. In this study we identify exchange characteristics such as amount of money spent per purchase, customer relationship duration with firm, ratio of cross-buying and demographic characteristics such as age and gender as important drivers of the most profitable customers. The results of the study have important implications for academicians in understanding what drives the most profitable customers in noncotractual settings as well as practitioners to help design more effective marketing strategies. Moreover, the results of knowledge discovery about customers by different data mining techniques also contribute to help researchers identifying feasibility of these methods. Powered by TCPDF (www.tcpdf.org)

The purpose of this thesis is to analyse the trends related to the Customer Relationship Management (CRM) with emphasis on the CRM software. Essential trends were identified through professional analytical reports and dedicated servers. CRM trends were analysed from the time and factual perspective. The core purpose of this thesis was to evaluate possible business value of identified trends for businesses from a selected market segment. To fulfil this goal, the banking segment was chosen to be further analysed. The author of this thesis studied the extent of implementation of chosen trends in a real CRM implementation project executed in a bank operating on the market of Czech Republic. In the process, the set of interviews with "CRM in banking sector" professionals were completed to figure out how they are possibly appreciated by the whole banking sector. Through the responses of the chosen professionals, some trends characteristics were mainly followed. These were trend maturity (captured by slightly modified Gartner Hype Cycle) and trend business value (captured by defined numeral evaluation). An average evaluation of business value of each trend, done from various time perspectives, was displayed by two different tables, each grouping trends on the factual basis. Finally, trends business values were represented graphically to accent their possible progress as seen from the banking sector point of view and to provide users with a simple tool to confront their view with the view of the professionals. The tool mentioned allows users to focus on the trends that are likely to be very beneficial (according to the general opinion of the chosen professionals) and at the same time allows users to stay clear of the trends that don't promise much value for the banking sector, not even in the future.

The thesis provides further details related to the company purchasing activities (procurement). Using both theoretical and practical knowledge it gives further details on new phenomena related to purchasing process. The thesis is made of three main parts. The first one explains terms further used in the thesis. The next section provides more details on the most obvious trend which is movement from traditional understanding of purchasing to the attempts to build a relationship with the supplier. Besides this key phenomenon there are further examples/trends given. The last section relates to the explanation of how the proper purchasing process should be set-up in the global corporation.

E-handel är i nuläget ett etablerat fenomen som växer för varje år. I samband med att e-handen breder ut sig och försäljningen mellan olika länder ökar bidrar det även till en ökad returgrad. Returgraden inom e-handel är den högsta i jämförelse med övriga försäljningskanaler och är ett hot för många företags överlevnad. För att vända returen till någonting positivt kan returprocessen användas för att stärka kundlojalitet och kundvärde genom segmenterade lösningar.  Syftet med rapporten är att identifiera de steg en konsument går igenom i en returprocess och om dessa aktiviteter kan skapa lojalitet och kundtillfredsställelse som stärker relation mellan konsument och företag. För studien utformades det en enkätundersökning för konsumenter som returnerat en produkt på Etonshirts.com. Från enkätundersökningen framgick det att stor andel av respondenterna var mycket nöjda med företagets returprocess men även att det fanns områden som kan utvecklas. För att bekräfta vilka steg en konsument går igenom under en returprocess gjordes en flerfallstudie av fem svenska e-handelsföretag. Studien bekräftar vilka steg som finns och att de kan skilja sig mellan företag. En observationsstudie utfördes i syfte med att identifiera företagets steg i en returprocess, detta för att bekräfta vilka steg ett företag har och hur det i sin tur påverkar kundens process.  För att en återförsäljare ska kunna generera kundnöjdhet måste återförsäljaren förstå sina konsumenters beteende och en returprocess bör anpassas beroende på segment och marknad. Kundnöjdheten kan nås genom effektivitet, bekvämlighet och noggrannhet som bidrar till lojala kunder. Beroende på hur företaget presenterar information på webbplatsen, om köpet, retursedel och returpolicy bidrar det till hur kunden upplever returprocessen och i vilken utsträckning en konsument returnerar. Den totala upplevelsen av köp och retur är viktig för att stärka relation mellan kund och företag. / E-commerce is an established phenomenon that grows for each year. As the e-commerce expands and sales between different countries increase, it also contributes to an increased return rate. The return of e-commerce is the highest in comparison with other sales channels and is a threat to many online companies. In order to turn the return into something positive, the return process can be used to strengthen customer loyalty and customer value through segmented solutions. The purpose of this report is to chart the activities a consumer goes through in a return process and investigate if these activities can create loyalty and customer satisfaction that strengthen consumer / business relationship. For the study, a survey was conducted for consumers who returned a product on Etonshirts.com. From the survey, it was found that a large proportion of respondents were very pleased with the company's return process, but also that there were areas that could be developed. To confirm what activities a consumer is going through during a return process, a multivariate study was conducted at five Swedish ecommerce companies. The study confirms which steps exist and that they can differ between companies. An observation study was conducted to map the company's steps in a return process, to confirm what activities a company has and how it affects the customers return process. In order for a company to generate customer satisfaction, they must understand the behaviour of their consumers and a return process should be customized depending on segment and market. Customer satisfaction can be achieved through efficiency, convenience and accuracy that contribute to loyal customers. Depending on how the company presents information on the website, the purchase, return and return policy, it helps to understand how the customer experiences the return process and to which extent a consumer returns. The overall experience of purchase and returns is important in strengthening relationships between customers and companies.

Enterprise Resource Planning and Customer Relationship Management are two essential concepts in the global supply chain. These aspects are considered to be the backbone of organizational success as they ensure that the upstream and downstream members of the chain are working effectively to deliver services that meet the standards and the customer’s requirements. Customer satisfaction in the freight forwarding industry, especially for the Case company is the priority. Integration of new systems in the centralized repository so that the information sharing is facilitated, and decision making is strengthened. Vendor selection, implementation of the new system, and customer satisfaction are the essential parts of this study. As there is significant competition in the industry, there are increasing challenges in boundless trading. Several researchers have conducted a study on this aspect to evaluate the critical success factors driving ERP system successfully. In this study, the researchers aimed to analyse the importance of implementing a CRM system in an ERP system of the Case company and evaluate how it positively influenced the organization.The researchers in this study used a triangulation approach and made use of both primary and secondary data in the study. For primary data, there were several detailed interviews conducted while the secondary data was collected through the comprehensive literature review. The results showed that there had all the research participants emphasized massively on the importance of customer relationship and implementation of a new system in the organization. There were specific challenges that were faced by the organization, especially concerning the employee resistance to change and the increase in the costs of the organization. However, the benefits outweigh the costs, and it is suggested to continuously improve the system for the sake of enhanced the organization’s performance.

Esta dissertação de mestrado tem como objetivo, elaborar um modelo de segmentação baseando-se no comportamento comprovado de consumo de clientes, valendo-se das técnicas de Análise de Associação e Análise de Cesto de Compras, aplicadas aos dados das faturas de cartão de crédito dos clientes. A partir do modelo proposto, testou-se a previsibilidade das próximas transações dos clientes por meio de uma amostra de validação. A motivação desta pesquisa provém de três pilares: Contexto Científico, Tecnológico e Mercadológico. No Contexto Científico, apesar de já terem sido publicados artigos que associam a utilização do cartão de crédito a perfis de segmentação de clientes, não se encontram publicados estudos que relacionam dados da própria utilização do cartão como fonte de informação do cliente. A razão mais provável para isso é a dificuldade no levantamento dos dados fundamentais para este tipo de pesquisa. Com o apoio de uma grande instituição financeira, este trabalho está se tornando viável, sob o preceito da análise apenas sobre bases de clientes anônimos e que não transpareça informações estratégicas da instituição. No contexto tecnológico, com a tecnologia de informação em crescente desenvolvimento, as operações feitas com cartão de crédito tem o processamento on-line em tempo real, promovendo a troca de informação entre o estabelecimento comercial e a instituição emissora do cartão de crédito no momento em que a cobrança é lançada e aceita pelo consumidor final. Isso possibilita que ações promocionais sejam realizadas em toda a cadeia de valor de cartões de crédito, gerando mais valor para os clientes e empresas. No contexto mercadológico, o Brasil apresentou altas taxas de crescimento do mercado de cartões de crédito nas últimas décadas, substituindo os outros meios mais antigos de pagamento e de crediário. Especialmente no Brasil, observam-se compras pagas com o uso do cartão de crédito parceladas com e sem juros, o que contribui para a substituição de outras formas de crédito. Como benefício deste trabalho, concluiu-se que a partir do conhecimento do consumo do cliente, pode-se aplicar a análise de cesto de compras para prever as próximas transações dos clientes, a fim de segmentar os clientes para estimulá-los a aderir a uma determinada oferta. / The objective of this research is elaborating a Segmentation Model based on credit card client\'s behavior using Link Analysis and Market Basket Analysis techniques. The proposed model was used to testing the predictability of next client transactions through validation sample. Scientific, technological and marketing scenarios are the three motivational pillars of this research. On scientific context there were published studies that associate credit card use with segmentation profile of customer. However these studies do not establish relationship between data from own clients credit card utilization. One probably reason for this lack analysis into studies is the difficult collect of fundamental data. This research was feasible with the support of a great Brazilian financial group. On technological context is observed a wide information technology development. Credit cards transactions have on-line processing. This scenario allows exchange information between market and credit card institution at the moment of final client transaction approval. This technology permits that actions be realized along credit card value chain based on transactions that have been made. On marketing context, during the latest decades, Brazil has shown large growth rates on credit card beyond older ways of payment. In Brazil, is observed a wide utilization of credit cards in installment purchases contributing for the replacement of other ways of credits. This research conclude that from the knowledge of client consume profile, using the Market Basket Analysis technique, it is possible to get a forecast of purchase transactions with the objective to stimulate the consumer in accept particular offer.

Esse trabalho propõe uma solução de um Data Warehouse distribuído para implementação de um sistema de CRM, Customer Relationship Management, com o objetivo de uso no ambiente bancário possibilitando que ações de relacionamento com clientes sejam planejadas e implementadas. É proposta uma arquitetura para implementação de um Data Warehouse em ambiente distribuído, utilizando programação paralela. Com o aumento no volume de dados armazenados nos Data Warehouse, as arquiteturas tradicionais exigem processadores e sistemas de entrada e saída cada vez mais robustos em termos de desempenho. Isso fica mais bem caracterizado quando são executadas procuras complexas (Ad hoc). A utilização de ambientes distribuídos em conjunto com programação paralela é uma alternativa para redução de custo e aumento de desempenho. É apresentada, aqui, uma proposta de arquitetura de Data Warehouse distribuído, integrado ao uso de programação paralela. / This lecture proposes a solution for Data Warehouse in an distributed environment for implementation of a CRM, Customer Relationship Management in a banking system. It\'s possible to create, plan and implement relationship actions with clients. Architecture is proposed for implementation of a Data Warehouse in a distributed environment, using parallel programming. With the increase of volume of data stored in Data Warehouse, the traditional architectures needs high performance in terms of processors and input and output systems. This kind of problem is well characterized when high complex queries (Ad hoc) is performed. Using distributed environment, together with parallel programming is a good choice to increase the performance and reduce cost. It\'s presented, here, a proposal for architecture of distributed Data Warehouse, integrated with the use of parallel programming.