Search results for: Customer knowledge

Authors: Hsu-Hao Tsai, Jiann-Min Yang

Abstract:

The analysis is mainly concentrating on the knowledge management literatures productivity trend which subjects as “knowledge management" in SSCI database. The purpose what the analysis will propose is to summarize the trend information for knowledge management researchers since core knowledge will be concentrated in core categories. The result indicated that the literature productivity which topic as “knowledge management" is still increasing extremely and will demonstrate the trend by different categories including author, country/territory, institution name, document type, language, publication year, and subject area. Focus on the right categories, you will catch the core research information. This implies that the phenomenon "success breeds success" is more common in higher quality publications.

Keywords: Knowledge Management, SSCI, Bibliometric, Lotka's Law

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Authors: Tamara Djurickovic

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The waves of eGovernment are rising very fast through almost all public administration, or at least most of the public administrations around the world, and not only the public administration, but also the entire government and all of their organization as a whole. The government uses information technology, and above all the internet or web network, to facilitate the exchange of services between government agencies and citizens, businesses, employees and other non-governmental agencies. With efficient and transparent information exchange, the information becomes accessible to the society (citizens, business, employees etc.), and as a result of these processes the society itself becomes the information society or knowledge society. This paper discusses the knowledge management for eGovernment development in significance and role. Also, the paper reviews the role of virtual communities as a knowledge management mechanism to support eGovernment in Montenegro. It explores the need for knowledge management in eGovernment, identifies knowledge management technologies, and highlights the challenges for developing countries, such as Montenegro in the implementation of eGovernment. The paper suggests that knowledge management is needed to facilitate information exchange and transaction processing with citizens, as well as to enable creation of knowledge society.

Keywords: information, eGovernment, knowledge management, knowledge society

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Authors: Andrej Miklošík, Petra Horváthová, Štefan Žák

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Nowadays companies in all sectors are looking for the sources of competitive advantages. Holistic marketing approach searches for their emergence based on the integration of all components and elements across the organization. Modern marketing sees the sources of competitive advantage in implementing the latest managerial practices, motivation, intelligent project management, knowledge management, collaborative marketing, CSR and, in the recent years, also in the business process optimization. With the use of modern tools including business process management and business process modelling the company can markedly increase its internal efficiency which can lead not only to lowering the costs but to creating the environment for optimal customer care, positive corporate culture and for origination of innovations as well. In the article the authors analyze the recent trend in this area and introduce suggestions to companies to identify and optimize the key processes that have a significant impact of the company´s competitiveness.

Keywords: business process optimization, competitive advantage, corporate social responsibility, knowledge management

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Authors: Sirous Panahi , Jason Watson , Helen Partridge

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With the advent of social web initiatives, some argued that these new emerging tools might be useful in tacit knowledge sharing through providing interactive and collaborative technologies. However, there is still a poverty of literature to understand how and what might be the contributions of social media in facilitating tacit knowledge sharing. Therefore, this paper is intended to theoretically investigate and map social media concepts and characteristics with tacit knowledge creation and sharing requirements. By conducting a systematic literature review, five major requirements found that need to be present in an environment that involves tacit knowledge sharing. These requirements have been analyzed against social media concepts and characteristics to see how they map together. The results showed that social media have abilities to comply some of the main requirements of tacit knowledge sharing. The relationships have been illustrated in a conceptual framework, suggesting further empirical studies to acknowledge findings of this study.

Keywords: Knowledge sharing, Tacit knowledge, Social media, Web 2.0

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Authors: Sang Ho Lee, Tae Heon Moon, Youn Taik Leem, Kwang Woo Nam

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Knowledge and IT inputs to other industrial production have become more important as a key factor for the competitiveness of national and regional economies, such as knowledge economies in smart cities. Knowledge and IT industries lead the industrial innovation and technical (r)evolution through low cost, high efficiency in production, and by creating a new value chain and new production path chains, which is referred as knowledge and IT dynamics. This study aims to investigate the knowledge and IT dynamics in Korea, which are analyzed through the input-output model and structural path analysis. Twenty-eight industries were reclassified into seven categories; Agriculture and Mining, IT manufacture, Non-IT manufacture, Construction, IT-service, Knowledge service, Non-knowledge service to take close look at the knowledge and IT dynamics. Knowledge and IT dynamics were analyzed through the change of input output coefficient and multiplier indices in terms of technical innovation, as well as the changes of the structural paths of the knowledge and IT to other industries in terms of new production value creation from 1985 and 2010. The structural paths of knowledge and IT explain not only that IT foster the generation, circulation and use of knowledge through IT industries and IT-based service, but also that knowledge encourages IT use through creating, sharing and managing knowledge. As a result, this paper found the empirical investigation on the knowledge and IT dynamics of the Korean economy. Knowledge and IT has played an important role regarding the inter-industrial transactional input for production, as well as new industrial creation. The birth of the input-output production path has mostly originated from the knowledge and IT industries, while the death of the input-output production path took place in the traditional industries from 1985 and 2010. The Korean economy has been in transition to a knowledge economy in the Smart City.

Keywords: Knowledge and IT industries, input-output model, structural path analysis, dynamics of knowledge and IT, knowledge economy, knowledge city, smart city.

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Authors: Quanru Pan

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How to maintain the service speeds for the business to make the biggest profit is a problem worthy of study, which is discussed in this paper with the use of queuing theory. An M/M/1/N queuing model with variable input rates, variable service rates and impatient customers is established, and the following conclusions are drawn: the stationary distribution of the model, the relationship between the stationary distribution and the probability that there are n customers left in the system when a customer leaves (not including the customer who leaves himself), the busy period of the system, the average operating cycle, the loss probability for the customers not entering the system while they arriving at the system, the mean of the customers who leaves the system being for impatient, the loss probability for the customers not joining the queue due to the limited capacity of the system and many other indicators. This paper also indicates that the following conclusion is not correct: the more customers the business serve, the more profit they will get. At last, this paper points out the appropriate service speeds the business should keep to make the biggest profit.

Keywords: variable input rates, impatient customer, variable servicerates, profit maximization.

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Authors: Marjan Mansourvar, Norizan Mohd Yasin

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The development of Web has affected different aspects of our lives, such as communication, sharing knowledge, searching for jobs, social activities, etc. The web portal as a gateway in the World Wide Web is a starting point for people who are connecting to the Internet. The web portal as the type of knowledge management system provides a rich space to share and search information as well as communication services like free email or content provision for the users. This research aims to discover the university needs to the web portal as a necessary tool for students in the universities to help them in getting the required information. A survey was conducted to gather students' requirements which can be incorporated in to portal to be developed.

Keywords: Knowledge, Knowledge management system, Knowledge sharing, web portal.

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Authors: Pavol Tanuska, Pavel Vazan, Michal Kebisek, Dominika Jurovata

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The paper gives the results of the project that was oriented on the usage of knowledge discoveries from production systems for needs of the hierarchical process control. One of the main project goals was the proposal of knowledge discovery model for process control. Specifics data mining methods and techniques was used for defined problems of the process control. The gained knowledge was used on the real production system thus the proposed solution has been verified. The paper documents how is possible to apply the new discovery knowledge to use in the real hierarchical process control. There are specified the opportunities for application of the proposed knowledge discovery model for hierarchical process control.

Keywords: Hierarchical process control, knowledge discovery from databases, neural network.

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Authors: Sathya Narayanan V., Sidharth P., Sanal Kumar. V. R.

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The success of any retail business is predisposed by its swift response and its knack in understanding the constraints and the requirements of customers. In this paper a conceptual design model of an automated customer-friendly supermarket has been proposed. In this model a 10-sided, space benefited, regular polygon shaped gravity shelves have been designed for goods storage and effective customer-specific algorithms have been built-in for quick automatic delivery of the randomly listed goods. The algorithm is developed with two main objectives, viz., delivery time and priority. For meeting these objectives the randomly listed items are reorganized according to the critical-path of the robotic arm specific to the identified shop and its layout and the items are categorized according to the demand, shape, size, similarity and nature of the product for an efficient pick-up, packing and delivery process. We conjectured that the proposed automated supermarket model reduces business operating costs with much customer satisfaction warranting a winwin situation.

Keywords: Automated Supermarket, Electronic Shopping, Polygon-shaped Rack, Shortest Path Algorithm for Shopping.

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Authors: Kitimaporn Choochote, Roger Nurse

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The area of knowledge management has been in the highlight for enterprises over the past three decades. Many enterprises would like to have knowledge management and work hard to achieve it, however they are often confused about which direction to take to be successful and this point is especially true for Small and Medium Enterprises (SMEs) in developing countries. Many large companies have realized that knowledge is one of the richest resources which an organization possesses and knowledge management is a part of the foundation for a sustainable competitive advantage. Much work has been done in the area of knowledge management, but most of it has served large enterprises. This research provides a Model of knowledge management strategy for SMEs. It is based on analysis, insights and recommendations and it is presented so that SMEs in developing countries can easily understand and implement this model.

Keywords: Competitive advantage, Developing Country, Knowledge Management Strategy, Small and Medium Enterprise

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Authors: Masao Ohta, Yoshiyuki Higuchi

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This study analyses store layout among the many factors that underlie supermarket store design, this; in terms of what to display in a shop and where to place the items. This report examines newly-opened stores and evaluates their interior shop floor layouts, which we then attempt to categorize by various styles. We then consider the interaction between shop floor layout and customer behavior from the perspective of the supermarket as the seller. At this point, we focus on the “store magnets"–the main sections within the shop likely to attract customers into the store.

Keywords: Supermarket Store Layout, Sales magnet, Customer Circulation Rate, Section Drop-by Rates.

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Authors: B. Azizi Nejad, M.M. Seiied Abbaszadeh

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The purpose of the present study is the investigation of the relationship between knowledge management and enabling managers based on achieving proper function. This research is descriptive and investigative. The sample includes all male and female high school managers of first and second regions of Urmia including 98 school and accordingly 98 managers. The instrument applied was a questionnaire. To sum up, there is a statistically significant relationship between knowledge management and empowering managers. In the end, several suggestions are provided.

Keywords: Empowering managers, high school managers' efficiency, knowledge, knowledge management.

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Authors: Anastasis Kounoudes, Stephanos Mavromoustakos

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Electronic commerce is growing rapidly with on-line sales already heading for hundreds of billion dollars per year. Due to the huge amount of money transferred everyday, an increased security level is required. In this work we present the architecture of an intelligent speaker verification system, which is able to accurately verify the registered users of an e-commerce service using only their voices as an input. According to the proposed architecture, a transaction-based e-commerce application should be complemented by a biometric server where customer-s unique set of speech models (voiceprint) is stored. The verification procedure requests from the user to pronounce a personalized sequence of digits and after capturing speech and extracting voice features at the client side are sent back to the biometric server. The biometric server uses pattern recognition to decide whether the received features match the stored voiceprint of the customer who claims to be, and accordingly grants verification. The proposed architecture can provide e-commerce applications with a higher degree of certainty regarding the identity of a customer, and prevent impostors to execute fraudulent transactions.

Keywords: Speaker Recognition, Biometrics, E-commercesecurity.

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Authors: Feryal Aslani, Mohammad Mousakhani, Alireza Aslani

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One of the most important areas of knowledge management studies is knowledge sharing. Measured in terms of number of scientific articles and organization-s applications, knowledge sharing stands as an example of success in the field. This paper reviews the related papers in the context of the underlying individual behavioral variables to providea direction framework for future research and writing.

Keywords: future research, individual variables, knowledge sharing, organizational behavior

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Authors: B. Zatwarnicka-Madura

Abstract:

The objective of the article was to identify the impacts of gamification on customers' behaviour. The most important applications of games in marketing and mechanisms of gamification are presented in the article. A detailed analysis of the influence of gamification on customers using two brands, Foursquare and Nike, was also presented. Research studies using auditory survey methods were carried out among 176 young respondents, who are potential targets of gamification. The studies confirmed a huge participation of young people in customer loyalty programs with relatively low participation in other gamificationbased marketing activities. The research findings clearly indicate that gamification mechanisms are the most attractive.

Keywords: Customer loyalty, games, gamification, social aspects.

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Authors: Alireza Shirvani, Shadi Ebrahimi Mehrabani

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In this competitive age, one of the key tools of most successful organizations is knowledge management. Today some organizations measure their current knowledge and use it as an indicator for rating the organization on their reports. Noting that the universities and colleges of medical science have a great role in public health of societies, their access to newest scientific research and the establishment of organizational knowledge management systems is very important. In order to explore the Application of Knowledge Management Factors, a national study was undertaken. The main purpose of this study was to find the rate of the application of knowledge management factors and some ways to establish more application of knowledge management system in Esfahan University-s Medical College (EUMC). Esfahan is the second largest city after Tehran, the capital city of Iran, and the EUMC is the biggest medical college in Esfahan. To rate the application of knowledge management, this study uses a quantitative research methodology based on Probst, Raub and Romhardt model of knowledge management. A group of 267 faculty members and staff of the EUMC were asked via questionnaire. Finding showed that the rate of the application of knowledge management factors in EUMC have been lower than average. As a result, an interview with ten faculty members conducted to find the guidelines to establish more applications of knowledge management system in EUMC.

Keywords: Knowledge, knowledge management, knowledge management factors.

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Authors: K. Cormican, G. Coppola, S. Farina

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Knowledge management is a critical component of competitive success in service organizations. Knowledge management centers on creating new knowledge and utilizing existing knowledge. While utilizing existing knowledge relates to input and control and can lead to a reduction in costs; creating new knowledge relates to output and growth and can lead to an increase in revenue. Therefore managers must ensure that they can successfully optimize the knowledge and talent in their organizations. To do this they and must try to develop an environment that promotes the generation, acquisition, transfer and use of valuable knowledge in creative ways. However knowledge management is complex and diverse. Research suggests that organizations in general and SMEs in particular are finding it difficult to implement successful knowledge management initiatives. Our research attempts to understand whether organizations are adopting best practice initiatives in their organizations. This paper presents findings from an exploratory study of 139 SMEs operating in the tourism sector across Europe. The goals of the survey is to assess the level of awareness of knowledge and talent management strategies and methodologies and to determine whether the responding companies implement best practice knowledge management initiatives in their organizations Analysis of the findings from the study are presented and discussed.

Keywords: service sector, small enterprise, success factors, survey

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Authors: Tian Tian, Tian Baoguang

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The paper studies implications between knowledge spillovers and technological innovation capability in the following three aspects: firstly, the paper debates on the effect of knowledge spillover on some perspectives of technological innovation ability; secondly, it discusses how different roles of knowledge spillover affect the technological innovation capability; finally, the paper creates the model of the factors of knowledge spillovers influencing to technological innovation capability. It concludes that knowledge spillovers affect all the main aspects of technological innovation ultimately to impact of technological innovation capabilities.

Keywords: Knowledge Spillover, Technological Innovation Capability, Innovation Cluster, Innovation Network Factors.

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Authors: Wanida Suwunniponth

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The objectives of this research paper were to study the expectation and satisfaction of tourists in five tourism service quality dimensions, namely, website quality, service ability, trust ability, customer empathy, and responsiveness to customer and also to study the influences of satisfaction affecting loyalty toward quality service of the online tourism enterprises located in Bangkok Thailand. This research utilized both quantitative and qualitative research methods. In terms of quantitative method, a questionnaire was used as a tool to collect data from 400 tourists who were using in online travel services. Statistics analysis included descriptive statistics, t-test and Multiple Regression Analysis. In terms of qualitative analysis, an in-depth interview and content analysis were used along with 10 individual management levels of e-commerce enterprises.

The results revealed that the respondents had higher expectations than their level of satisfaction in all five categories. However, the respondents were more satisfied with online travel services than without online service. The demographic factors such as gender and age had no influence on the level of satisfaction whereas the demographic factors of education, occupation, and income had influenced the level of satisfaction. The test results also indicated that the level of satisfaction from responsiveness to customer had the highest influence on the loyalty of tourists who used online travel. The level of satisfaction from customer empathy had the highest influence on the tourists to recommend others to use online travel services. Also, the level of satisfaction from service ability had the highest influence on tourists to take an actual trip.

Keywords: Satisfaction, Loyalty, Service Quality, Online Tourism Enterprises.

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Authors: Ulrich Berger, Yuliya Lebedynska, Veronica Vargas

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The right information at the right time influences the enterprise and technical success. Sharing knowledge among members of a big organization may be a complex activity. And as long as the knowledge is not shared, can not be exploited by the organization. There are some mechanisms which can originate knowledge sharing. It is intended, in this paper, to trigger these mechanisms by using semantic nets. Moreover, the intersection and overlapping of terms and sub-terms, as well as their relationships will be described through the mereology science for the whole knowledge sharing system. It is proposed a knowledge system to supply to operators with the right information about a specific process and possible risks, e.g. at the assembly process, at the right time in an automated manufacturing environment, such as at the automotive industry.

Keywords: Automated manufacturing, knowledge sharing, mereology, risk management, semantic net.

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Authors: F. Bakiri, T. Rexha, A. Mitre

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The aim of our study was to compare knowledge of regarding HPV and cervical cancer in female student of 18 to 26 years old, with or without sexual intercourse. We conducted a questionnaire survey of the students (N=568), in Faculty of Natural Sciences, Tirana, Albania. Sexually experienced students were more likely to have heard of risk factors such as multiple sex partners, sexual intercourse before age 18, having contracted any sexually transmitted diseases, having genital warts, smoking cigarettes, use of oral contraceptive, poor diet or nutrition and using tampons. No significant sexually experience differences were observed in knowledge of the way of transmission of the virus associated with cervical cancer knowledge, the virus associated with cervical cancer knowledge, the prevention of cervical cancer knowledge. On the other hand strong significant sexually experience differences were observed in knowledge of the diagnostic way of cervical cancer and what HPV can cause knowledge.

Keywords: Risk factors, HPV, Cervical cancer, Albanian students.

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Authors: Ferdi Sönmez, Başak Buluz

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Agility in Knowledge Management (AKM) tries to capture agility requirements and their respective answers within the framework of knowledge and learning for organizations. Since it is rather a new construct, it is difficult to claim that it has been sufficiently discussed and analyzed in practical and theoretical realms. Like the term ‘agile learning’, it is also commonly addressed in the software development and information technology fields and across the related areas where those technologies can be applied. The organizational perspective towards AKM, seems to need some more time to become scholarly mature. Nevertheless, in the literature one can come across some implicit usages of this term occasionally. This research is aimed to explore the conceptual background of agility in KM, re-conceptualize it and extend it to business applications with a special focus on e-business.

Keywords: Knowledge management, agility requirements, agility in knowledge management, knowledge.

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Authors: Nor Aziati Abdul Hamid, Juhana Salim

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The main objective of this paper is to contribute the existing knowledge transfer and IT Outsourcing literature specifically in the context of Malaysia by reviewing the current practices of e-government IT outsourcing in Malaysia including the issues and challenges faced by the public agencies in transferring the knowledge during the engagement. This paper discusses various factors and different theoretical model of knowledge transfer starting from the traditional model to the recent model suggested by the scholars. The present paper attempts to align organizational knowledge from the knowledge-based view (KBV) and organizational learning (OL) lens. This review could help shape the direction of both future theoretical and empirical studies on inter-firm knowledge transfer specifically on how KBV and OL perspectives could play significant role in explaining the complex relationships between the client and vendor in inter-firm knowledge transfer and the role of organizational management information system and Transactive Memory System (TMS) to facilitate the organizational knowledge transferring process. Conclusion is drawn and further research is suggested.

Keywords: E-government, IT Outsourcing, Knowledge Management, Knowledge Transfer

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Authors: Asim N., M. Mazhar Manzoor, Shariq A.

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Knowledge is renowned as a significant component for sustaining competitive advantage and gives leading edge in business. This study emphasizes towards proper and effectuate utilization of internal and external (both either explicit or tacit) knowledge comes from stakeholders, highly supportive to combat with the challenges and enhance organizational productivity. Furthermore, it proposed a model under context of IRSA framework which facilitates the organization including flow of knowledge and experience sharing among employees. In discussion section an innovative model which indulges all functionality as mentioned in analysis section.

Keywords: Effective Decision-Making, Internal & ExternalKnowledge, Knowledge Management, Tacit & Explicit Knowledge.

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Authors: M. Takhtravanchi, C. Pathirage

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In the construction industry, project members are conveyor of project knowledge which is, often, not managed properly to be used in future projects. As construction projects are temporary and unique, project members are willing to be recruited once a project is completed. Therefore, poor management of knowledge across construction projects will lead to a considerable amount of knowledge loss; the ignoring of which would be detrimental to project performance. This issue is more prominent in projects undertaken through the traditional procurement system, as this system does not incentives project members for integration. Thus, disputes exist between the design and construction phases based on the poor management of knowledge between those two phases. This paper aims to highlight the challenges of the knowledge management that exists within the traditional procurement system. Expert interviews were conducted and challenges were identified and analysed by the Interpretive Structural Modelling (ISM) approach in order to summarise the relationships among them. Two identified key challenges are the Culture of an Organisation and Knowledge Management Policies. A knowledge of the challenges and their relationships will help project manager and stakeholders to have a better understanding of the importance of knowledge management.

Keywords: Challenges, construction industry, knowledge management, traditional procurement system.

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Authors: Tayeb Lardjane, Rabah Messaci

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We consider a network of two M/M/1 parallel queues having the same poisonnian arrival stream with rate λ. Upon his arrival to the system a customer heads to the shortest queue and stays until being served. If the two queues have the same length, an arriving customer chooses one of the two queues with the same probability. Each duration of service in the two queues is an exponential random variable with rate μ and no jockeying is permitted between the two queues. A new numerical method, based on linear programming and convex optimization, is performed for the computation of the steady state solution of the system.

Keywords: Steady state solution, matrix formulation, convex set, shortest queue, linear programming.

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Authors: Zhibo Xiao, Tharini Nayanika de Silva, Kezhi Mao

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In this paper, we present an evolving knowledge extraction system named AKEOS (Automatic Knowledge Extraction from Online Sources). AKEOS consists of two modules, including a one-time learning module and an evolving learning module. The one-time learning module takes in user input query, and automatically harvests knowledge from online unstructured resources in an unsupervised way. The output of the one-time learning is a structured vector representing the harvested knowledge. The evolving learning module automatically schedules and performs repeated one-time learning to extract the newest information and track the development of an event. In addition, the evolving learning module summarizes the knowledge learned at different time points to produce a final knowledge vector about the event. With the evolving learning, we are able to visualize the key information of the event, discover the trends, and track the development of an event.

Keywords: Evolving learning, knowledge extraction, knowledge graph, text mining.

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Authors: Sung Ho Ha, Seong Hyeon Joo, Hyun U. Pae

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In terms of total online audience, newspapers are the most successful form of online content to date. The online audience for newspapers continues to demand higher-quality services, including personalized news services. News providers should be able to offer suitable users appropriate content. In this paper, a news article recommender system is suggested based on a user-s preference when he or she visits an Internet news site and reads the published articles. This system helps raise the user-s satisfaction, increase customer loyalty toward the content provider.

Keywords: Content classification, content recommendation, customer profiling, documents clustering.

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Authors: Tasneem Halawani, Yamen Khateeb

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With customers’ ever-increasing expectations for fast services provisioning for all their business needs, information technology (IT) organizations, as business partners, have to cope with this demanding environment and deliver their services in the most effective and efficient way. The purpose of this paper is to identify optimization and automation opportunities for the top requested IT services in a heterogenic digital environment and widely spread customer base. In collaboration with systems, processes, and subject matter experts (SMEs), the processes in scope were approached by analyzing four-year related historical data, identifying and surveying stakeholders, modeling the as-is processes, and studying systems integration/automation capabilities. This effort resulted in identifying several pain areas, including standardization, unnecessary customer and IT involvement, manual steps, systems integration, and performance measurement. These pain areas were addressed by standardizing the top five requested IT services, eliminating/automating 43 steps, and utilizing a single platform for end-to-end process execution. In conclusion, the optimization of IT service request processes in a heterogenic digital environment and widely spread customer base is challenging, yet achievable without compromising the service quality and customers’ added value. Further studies can focus on measuring the value of the eliminated/automated process steps to quantify the enhancement impact. Moreover, a similar approach can be utilized to optimize other IT service requests, with a focus on business criticality.

Keywords: Automation, customer value, heterogenic, integration, IT services, optimization, processes.

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Authors: Bundit Pungnirund

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The objective of this research was to study the influence of marketing mix on customers purchasing behavior. A total of 397 respondents were collected from customers who were the patronages of the Chatuchak Plaza market. A questionnaire was utilized as a tool to collect data. Statistics utilized in this research included frequency, percentage, mean, standard deviation, and multiple regression analysis. Data were analyzed by using Statistical Package for the Social Sciences. The findings revealed that the majority of respondents were male with the age between 25-34 years old, hold undergraduate degree, married and stay together. The average income of respondents was between 10,001-20,000 baht. In terms of occupation, the majority worked for private companies. The research analysis disclosed that there were three variables of marketing mix which included price (X2), place (X3), and product (X1) which had an influence on the frequency of customer purchasing. These three variables can predict a purchase about 30 percent of the time by using the equation; Y1 = 6.851 + .921(X2) + .949(X3) + .591(X1). It also found that in terms of marketing mixed, there were two variables had an influence on the amount of customer purchasing which were physical characteristic (X6), and the process (X7). These two variables are 17 percent predictive of a purchasing by using the equation: Y2 = 2276.88 + 2980.97(X6) + 2188.09(X7).

Keywords: Influences, Marketing Mixed, Purchasing Behavior.

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