Digital Transformation in Marketing through a Customer Knowledge Management Approach for Startups and SMEs: An EdTech Startup Case Study

Technologies are transforming marketing organizations; and exploiting the full potential of this transformation is one of the key challenges for startups and Small and Medium Enterprises (SMEs) requiring a holistic management approach towards Knowledge Management (KM) in the digital context. This paper addresses a central question from a resource-based perspective: how startups and SMEs with inadequate capabilities and limited resources drive digital transformation in marketing? Customer Knowledge Management (CKM) which integrates approaches from Knowledge Management and Customer Relationship Management (CRM) can play an important role towards this goal. This paper examines the evolving role of data sciences in relation to marketing for effective Customer Knowledge Management in startups and SMEs. Adopting a case study methodology in EdTech startup based in Egypt, this paper suggests technological tools that help startups and SMEs with limited resources and capabilities take advantage of data sciences in relation to marketing and extract valuable customer knowledge to improve CRM effectiveness. The case study also sheds some light on the relevant organizational factors that could help such organizations align the CRM business processes with IT infrastructure. This research provides some guidance, from an organizational perspective, to startups and SMEs in their digital transformation in marketing.

Serial Multiple Mediation of the Impact of Customer Knowledge Management on Sustainable Product Innovation by Innovative Work Behavior

Customer knowledge management (CKM) is a relatively new research domain, aiming at exploring the potential of customer knowledge for the open innovation process of companies. The present paper aims at performing a complex analysis of the serial mediation phenomenon of the impact of CKM on sustainable product innovation (SPI) by innovative work behavior (IWB). The dimensions considered for IWB in the present research are the following: idea exploration, idea generation, idea championing, and idea implementation. In the first phase of our research, we performed a semantic analysis of the main concepts, ideas, and theories, based on a critical literature review. Thus, we reached a deeper understanding of the complexity of the concept of knowledge by learning the theory of knowledge fields and knowledge dynamics. As a result of this conceptual phase, we designed the research model and a questionnaire to be addressed to managers from the business environment. In the quantitative phase of the present research, we used the statistical software packages, SPSS version 26.0, and the PROCESS macro for SPSS, version 3.5. We used well-known criteria for reliability, validation, and interpretation of the numerical results. The final results demonstrate a significant serial mediation phenomenon regarding the impact of CKM on SPI by the IWB. These results are important in developing the co-creation process of new products by using customer knowledge. The present research reveals some original ideas concerning the impact of CKM on SPI by using a serial mediation process performed by basic innovative work dimensions. The implications of the present research are significant for both academics and practitioners in designing open innovation in knowledge ecosystems.

The impact of customer knowledge management, TQM and marketing capabilities on product innovation performance of Malaysian SMEs: an empirical study

Purpose Several strategies and processes can help companies to enhance the success rate of new products. This study aims to identify a few strategies for that purpose represented by total quality management (TQM) practices, building knowledge and capabilities. Moreover, the current paper discusses the role of applying TQM practices and customer knowledge management in developing the marketing capabilities of the organizations. Design/methodology/approach This study is a quantitative approach where the data collected from 141 manufacturing small and medium enterprises operating in Malaysia and partial least squares technique was used to test the hypotheses. Findings The findings of this study highly support all the proposed hypotheses and establish marketing capabilities as a facilitator in the relationship between TQM practices, customer knowledge management and product innovation performance. However, customer knowledge management and TQM were found not to have an impact on product innovation performance. Originality/value The introduced model contributes to enhancing the understanding of the impact of customer knowledge on the success of product innovation performance. The model further includes TQM as a process that helps the organization get customer satisfaction information. The incorporation of these two processes will support the organization’s capabilities in the innovation field.

PENGARUH CITRA (IMAGES), KEPUASAN KONSUMEN (CUSTOMER SATISFACTION), KEPERCAYAAN KONSUMEN (CUSTOMER TRUST) DAN LOYALITAS KONSUMEN (CUSTOMER LOYALTY) PADA PERUSAHAAN AGEN ASURANSI DI SURABAYA

Competition between organizations continues to increase and there is a rapid shift in the delivery of business processes. Service companies strive to improve their business processes by dealing with customers to survive and compete successfully. The literature clearly emphasizes the importance of trust and loyalty for survival in the insurance service sector. This study aims to explore the role of customer knowledge management (CKM) and satisfaction as antecedents of customer trust in the insurance agent sector. The existing causal relationships between CKM, satisfaction, trust, and loyalty were explored. The mediating role of customer trust in the knowledge-loyalty and satisfaction-loyalty relationships is also explored. Data collection was carried out through a survey with a questionnaire. The research instrument uses Structural Equation Modeling (SEM) which has been used to test the causal relationship and the suitability of the proposed model.

As contribuições da Customer Knowledge Management no processo de inovação

RESUMO Para inovar, organizações necessitam conhecer bem as necessidades e demandas dos clientes e conectar-se a eles para explorar ao máximo seus conhecimentos.Logo utilizar abordagens que lidem com estes conhecimentos como é o caso da Gestão do Conhecimento do Cliente, Customer Knowledge Management(CKM)é essencial.Com isto, esta pesquisa objetiva identificar as principais contribuições da Customer Knowledge Management no processo de inovação por meio de uma revisão sistemática integrativa da literatura. Como resultados, constata-se que ela contribui em diversos aspectos na inovação é uma excelente ferramenta para captar e gerar novas ideias e conceitos. Ela permite a quebra de barreiras entre clientes e organizações, aproximando-os e os tornando elos principais do processo de geração de valor e co-criadores de inovação. No mais, a CKM contribui na melhoria da comunicação, fluxo e compartilhamento de informações e conhecimentos dos clientes ao longo de todo o processo de inovação permitindo às organizações conhecer melhor as reais demandas dos clientes e projetar inovações mais convergentes. Por fim, constata-se que o uso da CKM na inovação é um elemento chave de sucesso para manter as organizações competitivas e mais bem preparadas para as mudanças que ocorrem no mercado.

Defining customer experiential knowledge and its dimensions: a conceptualization starting from a netnographic study of specialty coffee blogs

Purpose This paper aims to develop a theoretical framework for the conceptualization of customer experiential knowledge (CEK) by logically combining its different dimensions into one coherent explanatory concept. Drawing on the integration of the literature on customer experience, customer knowledge management and customer insights acquisition, supported by adequate empirical evidence, the framework provides a systematic, comprehensive and accurate understanding of CEK which, could contribute to the identification of relevant customer experience insights useful for customer knowledge management. Design/methodology/approach The analysis follows an inductive/deductive interpretative approach and it is based on a netnography of specialty coffee bloggers’ narratives in relation to their sustainability practices. Findings The paper identifies the following six types of CEK: normative, subcultural, epicurean, transcendental, subcultural and symbolic. Accordingly, CEK is defined as the knowledge tacitly possessed by customers in relation to how they live their consumption experiences according to a body of heterogeneous socio-cultural contextual factors (ethos, norms and symbols) and subjective influences (emotions, ingenuity, instincts and senses) deeply embedded into the narrative of a consumption experience. Originality/value While CEK has been largely observed and acknowledged, it has not been yet adequately addressed by existing research. The provision of a conceptual definition of CEK which emphasizes its different dimensions will be of use to both academics and practitioners to better identify and categorize the different manifestations of CEK when undertaking empirical observations or managerial decisions.

A Customer Knowledge Management Framework

This paper analyses the Customer Knowledge Management (CKM) conceptual structures existing within the literature, to identify its current state of research and extract from it, important elements that enable the construction of a CKM framework. To accomplish this, a six-step systematic literature review was performed, thus selecting 27 articles with CKM structures, which were fully inspected by using Thematic Analysis at the end. As main results, this study displays a detailed synthesis of the main elements for CKM and exposes a CKM framework composed of four dimensions, namely, Planning, Acquisition, Intelligence and Value Generation. Each dimension comprises specific processes and activities that can assist CKM managers and researchers in managing, collecting, analysing, storing, and sharing the customer knowledge. Finally, this research also presents a set of tools, methods and techniques that can be used in each of the framework processes.

Usulan Customer Knowledge Management (CKM) Di Fitur Aplikasi Logistik di PT. X

Perkembangan teknologi yang sangat pesat memberikan banyak kemudahan pada berbagai lini kegiatan bisnis. secara umum permasalahan yang dialami perusahaan adalah tinggi nya biaya logistik. Proses logistik yang hanya melakukan satu perjalanan dalam transportasi barang mengakibatkan biaya logistik yang tidak efisien. Aplikasi Logistik “X”adalah solusi digital logistik terintegrasi yang memberikan nilai tambah bagi perusahaan. kondisi aplikasi X saat ini masih belum mampu mendukung pelayanan kepada pengguna secara optimal khususnya fitur transaksi pembayaran otomatis. Solusi untuk mengatasi permasalah tersebut adalah usulan dilakukannya pengembangan fitur aplikasi logistik X untuk mengetahui tingkat kepuasan pengguna. Metode yang digunakan dalam penelitian ini adalah model conceptual Customer Knowledge Management (CKM) berdasarkan fase Customer Relationship Management (CRM) dan proses Knowledge Management (KM). penelitian ini menghasilkan perbandingan fitur hasil pemetaan berdasarkan fase Customer Relationship Management (CRM) dan proses Knowledge Management (KM). Hasil perbandingan fitur yang telah dirumuskan dengan fitur yang tersedia pada aplikasi X tersebut kemudian menjadi acuan untuk menentukan usulan fitur-fitur yang disarankan kepada PT X untuk diterapkan pada aplikasi logistik X. Sehingga nantinya dapat memudahkan dalam pengembangan fitur-fitur aplikasi berdasarkan kebutuhan pengguna aplikasi logistik X.