scholarly journals The impact of the IS on the effectiveness of the sales funnel management as a part of CRM in an automotive company

2016 ◽  
Vol 4 (2) ◽  
pp. 74-92
Author(s):  
Tanja Grublješič ◽  
Nejc Čampa
Keyword(s):  
Business Environment ◽  
Customer Relationship ◽  
Case Study Analysis ◽  
Automotive Company ◽  
Mere Existence ◽  
Measures Of Effectiveness ◽  
Sales Funnel ◽  
The Impact

Sales Funnel Management (SFM) as a part of the Customer Relationship Management (CRM) is of great importance in the automotive industry when the companies want to attract new customers and retain the existing ones. Due to the complex and changing business environment customers are becoming more and more demanding and less loyal to their current brands. Existing research has shown that IT/IS play a crucial role throughout the execution of the CRM activities. However, the mere existence of an IS in a company is not enough. The ability and willingness of companies to use these IS in a sufficient manner plays a key role in the success and failure of CRM activities. Therefore, the objective of the article is to show how the role of the IS impacts on the effectiveness of the SFM through conducting a case study analysis in a leading German automotive company. The results show that IS has an important impact on improvements in execution of all phases of SFM and importantly contributes to primary goals and measures of effectiveness of the SFM in the automotive company, which are the increased number of vehicles sold and the lowest possible cost per vehicle sold, as well as higher level of customer satisfaction.

The Impact of Customer Relationship Management and its Significant Relationship to Customers’ Satisfaction in Cooperative Banking (A Case Study of Kangra Central Co-operative Bank)

2017 ◽  
Vol 9 (2) ◽  
pp. 59 ◽  
Author(s):  
Manvinder Singh Tandon ◽  
Narender Nath Sharma ◽  
Vipan Kumar Bhulal
Keyword(s):  
Customer Service ◽  
Customer Relationship Management ◽  
Traditional Method ◽  
Customer Relations ◽  
Relationship Management ◽  
Business Environment ◽  
Customer Relationship ◽  
Business Organization ◽  
The Impact

Customer relationship management is the durable and the most effective approach in maintaining and creating relationship with customers. Once this personal and emotional relationship is built, it is very easy for any organization to identify the actual needs of customer and help them to serve them in a better way. Business organization would not flourish until and unless their customers are happy; this is the reason, why Customer Relationship Management (CRM) is so important? In the present competitive business environment attracting and retaining customers is a challenging task for business organization. To grow, businesses do any only need to attract new customers but also to hold on to existing customers. CRM facilitates organization not only to gain customers but also to retain them. It focuses on improving sales and productivity by effectively catering to customer demands, queries and complaints. Though the traditional method of maintaining good customer relations is still being used yet the importance of CRM cannot be neglected. The more effectively a business can use information about its customer to meet their needs the more profitable it would be for the organization. Companies can provide excellent customer service if they are aware about their customers’ needs and react to those needs effectively. CRM helps you to understand, anticipate and respond to your customers’ needs and react in a consistent way. The paper analyses how organization use CRM as a technique to gain business distinction.

An Analytical Approach to Cruise Tourism As an Option For Development: a Case Study of the Sultanate of Oman

2020 ◽  
Vol 15 (2) ◽  
pp. 95-109
Author(s):  
Heba Aziz ◽  
Osman El-Said ◽  
Marike Bontenbal
Keyword(s):  
Capital City ◽  
Sultanate Of Oman ◽  
Policy Makers ◽  
Cruise Tourism ◽  
The Impact ◽  
The Relationship ◽  
Average Expenditure ◽  
Return Intention

The objective of this study was to measure the level of cruise tourists' satisfaction as well as the relationship between satisfaction, recommendation, return intention, and expenditure. Also, the impact of factors such as nationality, length of the visit, and age on the level of expenditure was measured. An empirical approach for data collection was followed and a total of 152 questionnaires were collected from cruise tourists visiting the capital city of Oman, Muscat, as cruise liners anchor at Sultan Qaboos Port. Results of the regression analysis supported the existence of a causal relationship between satisfaction with destination attributes, overall satisfaction, recommendation, return intention, and expenditure. It was found that the average expenditure varies according to age and length of the visit. Recommendations for policy makers were suggested on how to increase the role of cruise tourism in strengthening the economy.

scholarly journals A review of challenges and benefits of integration of CHP plant into the grid: a case study in Serbia

2021 ◽  
Author(s):  
Rade M. Ciric ◽  
Sasa N. Mandic
Keyword(s):  
Energy Efficiency ◽  
Negative Impact ◽  
Renewable Energy Sources ◽  
Increase Energy Efficiency ◽  
High Voltage Supply ◽  
The Republic ◽  
Technical Solutions ◽  
The Impact

AbstractThe Republic of Serbia must make significant efforts to promote and exploit renewable energy sources and increase energy efficiency in all energy sectors to ensure energy security and economic competitiveness, reduce the negative impact on the environment from energy production and use, and contribute to global efforts to reduce greenhouse gases. Within the paper several issues of integration of recently realized CHP plant are introduced and discussed. Firstly, the legal and energy policy issues in the Republic of Serbia regarding connecting CHP to the grid are presented. The challenges and technical solutions for CHP connection to the grid, as well as power quality issues and the role of the CHP plant during the restoration of power supply during the maintenance of the substation and unplanned loss of high voltage supply, are presented and discussed. Finally, the impact of prospective massive integration of CHP on the energy balance and CO2 emission reduction in the province of Vojvodina in Serbia is investigated and discussed. Since it is the first CHP plant realized in Serbia, it is crucial that experience be shared to all potential stakeholders in the future energy efficiency projects.

scholarly journals Alternative Friendships to Improve Men’s Health Status. The Impact of the New Alternative Masculinities’ Approach

2021 ◽  
Vol 18 (4) ◽  
pp. 2188
Author(s):  
Oriol Ríos-González ◽  
Mimar Ramis-Salas ◽  
Juan Carlos Peña-Axt ◽  
Sandra Racionero-Plaza
Keyword(s):  
Physical Health ◽  
Traffic Accidents ◽  
Well Being ◽  
Health Problems ◽  
Healthy Behaviors ◽  
Physical Health Problems ◽  
Alternative Masculinities ◽  
The Impact

Background: Men who develop behaviors connected with the model of hegemonic masculinity present several health problems. Previous research has shown the types of problems that men commonly suffer in this regard such as chronic diseases, dietary disorders, and traffic accidents. To combat and overcome this situation, several campaigns, policies and recommendations have been undertaken, and consequently, their influence has been analyzed. However, there have been few investigations into the role of men’s friendship in the reduction of these physical health problems. The findings presented in this article are focused on this issue, illustrating the impact of male friendship on the shaping of healthy behaviors. Methods: Drawing upon a qualitative-based methodology articulated in a case study of the Men in Dialogue association, located in Spain, the study has followed the premises of the communicative approach, a total of 15 structured online open-ended questionnaires have been performed and analyzed. The median age of the participants is 37.5 years. Results: The findings show how men involved in Men in Dialogue are promoting a kind of masculine friendship that is improving men’s emotional well-being and, consequently, their physical health.

Managing multichannel coordination in retail banking: the influence of customer participation

2006 ◽  
Vol 24 (5) ◽  
pp. 327-345 ◽  
Author(s):  
Loïc Plé
Keyword(s):  
Organizational Design ◽  
Retail Banking ◽  
Customer Participation ◽  
Content Type ◽  
Quantitative Studies ◽  
Retail Banks ◽  
The Impact ◽  
Depth Interviews

PurposeThe purpose of this research is to explore the combining of marketing and organizational literature. This paper seeks to evaluate the relationships between multichannel coordination and customer participation, as seen through the lens of potential customer opportunism. It aims at showing the impact of this opportunism on the organizational design of multiple channels structures.Design/methodology/approachThe research reports on an exploratory case study in a French retail bank. A total of 25 in‐depth interviews were conducted, and the use of other sources enabled data triangulation.FindingsThe results show first that an increase in the number of distribution channels is liable to favor customer opportunistic behavior. To counter this, the bank mainly relies on impersonal coordination modes. An emerging result highlights the role of the customer as a “perceptual filter” between the different channels of employees.Research limitations/implicationsCustomer opportunism is studied via channels employees perceptions. An investigation using a customer survey may help to better understand this construct, e.g. to identify its antecedents, and to measure it precisely. Moreover, further qualitative and/or quantitative studies with larger sample sizes are needed to try and generalize these results.Practical implicationsIt is recommended not to forget that customers can facilitate or hinder multichannel coordination. Retail banks have the power to use them conveniently, provided that they are fully conscious of the scope of the “partial employee” role played by the customer.Originality/valueThis paper broadens understanding of how multichannel distribution structures are coordinated, and in a way belies traditional organizational design literature. The emerging result gives birth to the concept of “reversed interactive marketing”, which has interesting theoretical and practical repercussions.

scholarly journals Adaptations in traditional courtyard houses in Baghdad, Iraq

2017 ◽  
Vol 35 (4) ◽  
pp. 348-363 ◽  
Author(s):  
Rand H.M. Agha ◽  
John M. Kamara
Keyword(s):  
Design Methodology ◽  
Full Range ◽  
Physical Structure ◽  
Structured Interviews ◽  
Content Type ◽  
Case Study Analysis ◽  
Physical Spaces ◽  
Adaptation Model

Purpose The purpose of this paper is to investigate the adaptations that have been made to traditional courtyard houses (TCHs) in Baghdad, Iraq. The aim is to develop an understanding of various factors in the adaptation of these buildings to suit contemporary lifestyles, which will contribute to the wider field of building adaptability. Design/methodology/approach Empirical evidence was collected through case studies of 12 TCHs in the Al-Kadhimiya area of Baghdad, which involved a physical survey of buildings and semi-structured interviews with 24 occupants. Findings Case study analysis show that building adaptability involves both a change to physical spaces and also to lifestyles; with the latter being more likely when there are limitations in how much change can be made to the physical structure. Research limitations/implications The focus of this research is mainly on users’ adaptation of spaces and therefore does not consider the full range of stakeholders involved in the adaptation process. The findings also only apply to the cases considered and may not be applicable to other house types or locations. Originality/value Studies on building adaptability mostly focus on the ease of change to the building fabric, although the role of users is acknowledged. This study provides insights into the complexity and variety of changes that users can make, which are influenced by lifestyles and driven by the need for comfort. These insights are represented in an adaptation model, which can serve as a basis for further research.

scholarly journals A Control Based Mathematical Model for the Evaluation of Intervention Lines in COVID-19 Epidemic Spread: The Italian Case Study

Symmetry ◽  
2021 ◽  
Vol 13 (5) ◽  
pp. 890
Author(s):  
Paolo Di Giamberardino ◽  
Rita Caldarella ◽  
Daniela Iacoviello
Keyword(s):  
Mathematical Model ◽  
Equilibrium Points ◽  
Italian Case ◽  
Control Actions ◽  
Containment Measures ◽  
Asymptomatic Subjects ◽  
The Impact

This paper addresses the problem of describing the spread of COVID-19 by a mathematical model introducing all the possible control actions as prevention (informative campaign, use of masks, social distancing, vaccination) and medication. The model adopted is similar to SEIQR, with the infected patients split into groups of asymptomatic subjects and isolated ones. This distinction is particularly important in the current pandemic, due to the fundamental the role of asymptomatic subjects in the virus diffusion. The influence of the control actions is considered in analysing the model, from the calculus of the equilibrium points to the determination of the reproduction number. This choice is motivated by the fact that the available organised data have been collected since from the end of February 2020, and almost simultaneously containment measures, increasing in typology and effectiveness, have been applied. The characteristics of COVID-19, not fully understood yet, suggest an asymmetric diffusion among countries and among categories of subjects. Referring to the Italian situation, the containment measures, as applied by the population, have been identified, showing their relation with the government's decisions; this allows the study of possible scenarios, comparing the impact of different possible choices.

Advocacy for The Mentally Impaired Elderly: A Case Study Analysis

1989 ◽  
Vol 14 (4) ◽  
pp. 353-376 ◽  
Author(s):  
Jeanie Kayser-Jones ◽  
Marshall B. Kapp
Keyword(s):  
Nursing Home ◽  
Nursing Home Residents ◽  
Self Advocacy ◽  
State Laws ◽  
Case Study Analysis ◽  
Appropriate Treatment ◽  
Mentally Impaired ◽  
And Training

The authors present a case study to illustrate how a mentally impaired but socially intact nursing home resident, who had no one to act as an advocate for her, was denied appropriate treatment for an acute illness which ultimately resulted in her death. The case raises important questions about advocacy for the mentally-impaired, acutely-ill institutionalized patient. This Article explores the role of the advocate, how advocates are selected, what qualities and talents they should possess, and what responsibilities should be assigned to them. The authors suggest that nursing home residents should be encouraged to engage in self-advocacy to the greatest extent possible. The competent elderly should be urged to name their preferred advocates. Individuals who serve in advocacy roles should be advised to seek information regarding the patient's wishes from those who know the patient well. Furthermore, there is a need for quality education and training of those who serve in advocacy roles on behalf of nursing home residents, and state laws need to specify the responsibilities of persons who serve as advocates.

The Risk of Water Erosion on the Foothills of the Middle High Atlas (Morocco): Tagueleft Basin Case Study : خطر التعرية المائية على السفوح بالأطلس الكبير الأوسط (المغرب): دراسة حالة حوض تاكلفت

2020 ◽  
Vol 4 (3) ◽  
Author(s):  
Rizki Mohamed
Keyword(s):  
Land Degradation ◽  
Local Development ◽  
Remote Sensing Data ◽  
Potential Method ◽  
Water Erosion ◽  
High Atlas ◽  
Negative Impacts ◽  
The Impact

The Tagueleft basin is geographically located in the northern edges of the Middle High Atlas, which is a geomorphological fragile area. The impact of human activity has accelerated water erosion in this mountains area. This is reflected in dynamic and unstable foothills, a decrease in forests density and degradation in the production of the land. On the other hand, land degradation due to human overexploitation of natural resources has increased land degradation in the area. The interest in the risk of erosion on the foothills in the area under study comes in the context of our contribution to clarify the role of geomatical and geomorphological approaches in explaining and identifying the mechanisms responsible for current foothills dynamism through water erosion and its negative impacts on the environment and local development. The aim of the study was to use the EPM (Erosion Potential Méthod) which is formulated by Slobodan Gavrilovic for erosion in mountainous areas and to test the reliability of its results based on fieldwork and remote sensing data. The results of the erosion assessment and its quantification by applying the coefficient (W) for the theoretical model in the area under study have shown that erosion is very important and it touches on wide areas as it appears through the domain classification of the distribution erosion in Tagueleft basin.

Framing the role of higher education in sustainable development: a case study analysis

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Suzanna Elmassah ◽  
Marwa Biltagy ◽  
Doaa Gamal
Keyword(s):  
Higher Education ◽  
Sustainable Development ◽  
Educational Leaders ◽  
Primary Data ◽  
Study Analysis ◽  
Structured Interviews ◽  
Content Type ◽  
Case Study Analysis

Purpose Higher education institutions (HEIs) should play a fundamental role in achieving the international 2030 sustainable development (SD) agenda. Quality education is the fourth of the sustainable development goals (SDGs), and one of the targets related to this is to ensure that by 2030 all learners acquire the knowledge and skills needed to promote SD. Therefore, the SDGs provide a motive for HEIs to integrate SD concepts into their day-to-day practices. This study aims to introduce a framework for HEIs’ sustainable development assessment. Such a framework guides HEIs and educational leaders to support their countries’ commitments to achieving the SDGs. Design/methodology/approach This paper presents the results of a case study analysis of the role and successful techniques of HEIs in achieving SD in three countries, namely, Germany, Japan and Egypt. Primary data was collected by semi-structured interviews with three Cairo University officials, while secondary data was collected by reviewing the universities' official websites, reports, publications and related papers. This study introduces a novel framework for HEIs' SD analysis and assessment, which guides HEIs and educational leaders to support SD to fulfill their countries' commitments to achieving the SDGs. This framework is based on the following five categories: strategic direction and institutional working practices, supporting students, supporting university staff competencies, supporting society's stakeholders and networking and sustainable campus. Consideration is given to the potential role of HEIs to support SD in each of these areas. Findings Cairo University could learn from the novel and pioneer practices of the Leuphana University of Lüneburg, and the University of Tokyo to fill in the gaps it has in different roles. It can also put more effort into adopting the suggested higher education programs of Egypt's Vision 2030. Research limitations/implications This paper is limited to a case analysis comparing three countries, Germany, Japan and Egypt. Second, this study has not considered school education, which is equally essential in countries' SD. Practical implications HEIs can use the framework and the findings in this paper to evaluate their current roles in supporting SD, identify the gaps and take actions accordingly to address their weaknesses. Originality/value The paper compares three universities, one in each of the case study countries. It draws conclusions that identify ways in which the paper's framework and findings can guide SD practice in HEIs internationally, especially those in the developing world.

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