Search results for: Business Process Patterns
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 6766

Search results for: Business Process Patterns

6676 The Development of the Quality Management Processes for the Building and Environment of the Basic Education Schools

Authors: Suppara Charoenpoom

Abstract:

The objectives of this research was to design and develop a quality management of the school buildings and environment. A quantitative and qualitative mixed research methodology was used. The population sample included 14 directors of primary schools. Two research tools were used. The first research tool included an in-depth interview and questionnaire. The second research tool included the Quality Business Process and Quality Work Procedure, and a Key Performance Indicator of each activity. The statistics included mean and standard deviation. The findings for the development of a quality management process of buildings and environment administration of the basic schools consisted of one quality business process (QBP) and seven quality work processes (QWP). The result from the experts’ evaluation revealed that the process and implementation of quality management of the school buildings and environment has passed the inspection process with consensus. This implies that the process of quality management of the school buildings and environment is suitable for implementation. Moreover, the level of agreement in the feasibility of the implementation of this plan had the mean in the range of 0.64-1.00 which suggests the design of the new plan is acceptable.

Keywords: Process, Building, Environment.

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6675 Energy Conscious Builder Design Pattern with C# and Intermediate Language

Authors: Kayun Chantarasathaporn, Chonawat Srisa-an

Abstract:

Design Patterns have gained more and more acceptances since their emerging in software development world last decade and become another de facto standard of essential knowledge for Object-Oriented Programming developers nowadays. Their target usage, from the beginning, was for regular computers, so, minimizing power consumption had never been a concern. However, in this decade, demands of more complicated software for running on mobile devices has grown rapidly as the much higher performance portable gadgets have been supplied to the market continuously. To get along with time to market that is business reason, the section of software development for power conscious, battery, devices has shifted itself from using specific low-level languages to higher level ones. Currently, complicated software running on mobile devices are often developed by high level languages those support OOP concepts. These cause the trend of embracing Design Patterns to mobile world. However, using Design Patterns directly in software development for power conscious systems is not recommended because they were not originally designed for such environment. This paper demonstrates the adapted Design Pattern for power limitation system. Because there are numerous original design patterns, it is not possible to mention the whole at once. So, this paper focuses only in creating Energy Conscious version of existing regular "Builder Pattern" to be appropriated for developing low power consumption software.

Keywords: Design Patterns, Builder Pattern, Low Power Consumption, Object Oriented Programming, Power Conscious System, Software.

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6674 Facebook Lessons for E-Business Startups

Authors: Linda, Sau-ling LAI

Abstract:

This paper addresses the fundamental requirements for starting an online business. It covers the process of ideation, conceptualization, formulation, and implementation of new venture ideas on the Web. Using Facebook as an illustrative example, we learn how to turn an idea into a successful electronic business and to execute a business plan with IT skills, management expertise, a good entrepreneurial attitude, and an understanding of Internet culture. The personality traits and characteristics of a successful e-commerce entrepreneur are discussed with reference to Facebook-s founder, Mark Zuckerberg. Facebook is a social and e-commerce success. It provides a trusted environment of which participants can conduct business with social experience. People are able to discuss products before, during the after the sale within the Facebook environment. The paper also highlights the challenges and opportunities for e-commerce entrepreneurial startups to go public and of entering the China market.

Keywords: F-Commerce, Entrepreneur, Startup, E-Commerce

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6673 Negotiating Across Cultures: The Case of Hungarian Negotiators

Authors: Júlia Szőke

Abstract:

Negotiating across cultures needs consideration as different cultures have different norms, habits and behavioral patterns. The significance of cross-cultural negotiations lies in the fact that many business relationships have already failed due to the lack of cultural knowledge. Therefore, the paper deals with cross-cultural negotiations in case of Hungarian business negotiators. The aim of the paper is to introduce the findings of a two-phase research conducted among Hungarian business negotiators. In the first phase a qualitative research was conducted to reveal the importance of cultural differences in case of cross-cultural business negotiations from the viewpoint of Hungarian negotiators, whereas in the second phase a quantitative one was conducted to figure out whether cultural stereotypes affect the way how the respondents negotiate with people coming from different cultures. The research found out that in case of Hungarian negotiators it is mostly the lack of cultural knowledge that lurks behind the problems and miscommunication occurring during the negotiations. The research also revealed that stereotypes have an influence on the negotiation styles of Hungarian negotiators. The paper concludes that culture and cultural differences must be taken into consideration in case of cross-cultural negotiations so that problems and misunderstandings could be avoided.

Keywords: Business, culture, negotiations, stereotypes.

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6672 Virtual Learning Process Environment: Cohort Analytics for Learning and Learning Processes

Authors: Ayodeji Adesina, Derek Molloy

Abstract:

Traditional higher-education classrooms allow lecturers to observe students- behaviours and responses to a particular pedagogy during learning in a way that can influence changes to the pedagogical approach. Within current e-learning systems it is difficult to perform continuous analysis of the cohort-s behavioural tendency, making real-time pedagogical decisions difficult. This paper presents a Virtual Learning Process Environment (VLPE) based on the Business Process Management (BPM) conceptual framework. Within the VLPE, course designers can model various education pedagogies in the form of learning process workflows using an intuitive flow diagram interface. These diagrams are used to visually track the learning progresses of a cohort of students. This helps assess the effectiveness of the chosen pedagogy, providing the information required to improve course design. A case scenario of a cohort of students is presented and quantitative statistical analysis of their learning process performance is gathered and displayed in realtime using dashboards.

Keywords: Business process management, cohort analytics, learning processes, virtual learning environment.

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6671 Simulation Modeling and Analysis of In-Plant Logistics at a Cement Manufacturing Plant in India

Authors: Sachin Kamble, Shradha Gawankar

Abstract:

This paper presents the findings of successful implementation of Business Process Reengineering (BPR) of cement dispatch activities in a cement manufacturing plant located in India. Simulation model was developed for the purpose of identifying and analyzing the areas for improvement. The company was facing a problem of low throughput rate and subsequent forced stoppages of the plant leading to a high production loss of 15000MT per month. It was found from the study that the present systems and procedures related to the in-plant logistics plant required significant changes. The major recommendations included process improvement at the entry gate, reducing the cycle time at the security gate and installation of an additional weigh bridge. This paper demonstrates how BPR can be implemented for improving the in-plant logistics process. Various recommendations helped the plant to increase its throughput by 14%.

Keywords: Business process reengineering, simulation modeling, in-plant logistics, distribution process, cement industry.

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6670 Business Process Management and Organizational Culture in Big Companies: Cross-Country Analysis

Authors: Dalia Suša Vugec

Abstract:

Business process management (BPM) is widely used approach focused on designing, mapping, changing, managing and analyzing business processes of an organization, which eventually leads to better performance and derives many other benefits. Since every organization strives to improve its performance in order to be sustainable and to remain competitive on the market in long-term period, numerous organizations are nowadays adopting and implementing BPM. However, not all organizations are equally successful in that. One of the ways of measuring BPM success is by measuring its maturity by calculating Process Performance Index (PPI) using ten BPM success factors. Still, although BPM is a holistic concept, organizational culture is not taken into consideration in calculating PPI. Hence, aim of this paper is twofold; first, it aims to explore and analyze the current state of BPM success factors within the big organizations from Slovenia, Croatia, and Austria and second, it aims to analyze the structure of organizational culture within the observed companies, focusing on the link with BPM success factors as well. The presented study is based on the results of the questionnaire conducted as the part of the PROSPER project (IP-2014-09-3729) and financed by Croatian Science Foundation. The results of the questionnaire reveal differences in the achieved levels of BPM success factors and therefore BPM maturity in total between the three observed countries. Moreover, the structure of organizational culture across three countries also differs. This paper discusses the revealed differences between countries as well as the link between organizational culture and BPM success factors.

Keywords: Business process management, BPM maturity, BPM success factors, organizational culture, process performance index.

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6669 Minimal Critical Sets of Inertias for Irreducible Zero-nonzero Patterns of Order 3

Authors: Ber-Lin Yu, Ting-Zhu Huang

Abstract:

If there exists a nonempty, proper subset S of the set of all (n + 1)(n + 2)/2 inertias such that S Ôèå i(A) is sufficient for any n × n zero-nonzero pattern A to be inertially arbitrary, then S is called a critical set of inertias for zero-nonzero patterns of order n. If no proper subset of S is a critical set, then S is called a minimal critical set of inertias. In [3], Kim, Olesky and Driessche identified all minimal critical sets of inertias for 2 × 2 zero-nonzero patterns. Identifying all minimal critical sets of inertias for n × n zero-nonzero patterns with n ≥ 3 is posed as an open question in [3]. In this paper, all minimal critical sets of inertias for 3 × 3 zero-nonzero patterns are identified. It is shown that the sets {(0, 0, 3), (3, 0, 0)}, {(0, 0, 3), (0, 3, 0)}, {(0, 0, 3), (0, 1, 2)}, {(0, 0, 3), (1, 0, 2)}, {(0, 0, 3), (2, 0, 1)} and {(0, 0, 3), (0, 2, 1)} are the only minimal critical sets of inertias for 3 × 3 irreducible zerononzero patterns.

Keywords: Permutation digraph, zero-nonzero pattern, irreducible pattern, critical set of inertias, inertially arbitrary.

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6668 Organizational Decision Based on Business Intelligence

Authors: Pejman Hosseinioun, Rose Shayeghi, Ghasem Ghorbani Rostam

Abstract:

Nowadays, obtaining traditional statistics and reports is not adequate for the needs of organizational managers. The managers need to analyze and to transform the raw data into knowledge in the world filled with information. Therefore in this regard various processes have been developed. In the meantime the artificial intelligence-based processes are used and the new topics such as business intelligence and knowledge discovery have emerged. In the current paper it is sought to study the business intelligence and its applications in the organizations.

Keywords: Business intelligence, business intelligence infrastructures, business processes.

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6667 Oracle JDE Enterprise One ERP Implementation: A Case Study

Authors: Abhimanyu Pati, Krishna Kumar Veluri

Abstract:

The paper intends to bring out a real life experience encountered during actual implementation of a large scale Tier-1 Enterprise Resource Planning (ERP) system in a multi-location, discrete manufacturing organization in India, involved in manufacturing of auto components and aggregates. The business complexities, prior to the implementation of ERP, include multi-product with hierarchical product structures, geographically distributed multiple plant locations with disparate business practices, lack of inter-plant broadband connectivity, existence of disparate legacy applications for different business functions, and non-standardized codifications of products, machines, employees, and accounts apart from others. On the other hand, the manufacturing environment consisted of processes like Assemble-to-Order (ATO), Make-to-Stock (MTS), and Engineer-to-Order (ETO) with a mix of discrete and process operations. The paper has highlighted various business plan areas and concerns, prior to the implementation, with specific focus on strategic issues and objectives. Subsequently, it has dealt with the complete process of ERP implementation, starting from strategic planning, project planning, resource mobilization, and finally, the program execution. The step-by-step process provides a very good learning opportunity about the implementation methodology. At the end, various organizational challenges and lessons emerged, which will act as guidelines and checklist for organizations to successfully align and implement ERP and achieve their business objectives.

Keywords: ERP, ATO, MTS, ETO, discrete manufacturing, strategic planning.

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6666 Business Model Topology in Emerging Business Ecosystem

Authors: Olga Novikova, Timo Vuori

Abstract:

This paper describes topology of business models in market ecosystem of the emerging electric mobility industry. The business model topology shows that firm-s participation in the ecosystem is associated with different requirements on resources and capabilities, and different levels of risk. Business model concept is used together with concepts of networked value creation and shows that firms can achieve higher levels of sustainable advantage by cooperation, not competition. Hybrid business models provide companies a viable alternative possibility for participation in the market ecosystem.

Keywords: Business model, ecosystem, topology.

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6665 Educating Students in Business Process Management with Simulation Games

Authors: Vesna Bosilj Vuksic, Mirjana Pejic Bach, Tomislav Hernaus

Abstract:

The aim of this paper is to present a framework for empirical investigation of the effectiveness of simulation games for student learning of BPM concept. A future research methodology is explained and a normative model that extends the standard TAM model by introducing latent and mediating variables into the relationship between independent variables and dependent variable is developed. Future research propositions are defined in order to examine the benefits that can be achieved through the use of BPM simulation games in ERP courses.

Keywords: Business process management, simulation games, education, technology acceptance model.

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6664 Hopfield Network as Associative Memory with Multiple Reference Points

Authors: Domingo López-Rodríguez, Enrique Mérida-Casermeiro, Juan M. Ortiz-de-Lazcano-Lobato

Abstract:

Hopfield model of associative memory is studied in this work. In particular, two main problems that it possesses: the apparition of spurious patterns in the learning phase, implying the well-known effect of storing the opposite pattern, and the problem of its reduced capacity, meaning that it is not possible to store a great amount of patterns without increasing the error probability in the retrieving phase. In this paper, a method to avoid spurious patterns is presented and studied, and an explanation of the previously mentioned effect is given. Another technique to increase the capacity of a network is proposed here, based on the idea of using several reference points when storing patterns. It is studied in depth, and an explicit formula for the capacity of the network with this technique is provided.

Keywords: Associative memory, Hopfield network, network capacity, spurious patterns.

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6663 Software Engineering Interoperable Environment for University Process Workflow and Document Management

Authors: Bekim Fetaji, Majlinda Fetaji, Mirlinda Ebibi

Abstract:

The objective of the research was focused on the design, development and evaluation of a sustainable web based network system to be used as an interoperable environment for University process workflow and document management. In this manner the most of the process workflows in Universities can be entirely realized electronically and promote integrated University. Definition of the most used University process workflows enabled creating electronic workflows and their execution on standard workflow execution engines. Definition or reengineering of workflows provided increased work efficiency and helped in having standardized process through different faculties. The concept and the process definition as well as the solution applied as Case study are evaluated and findings are reported.

Keywords: design process workflows, workflow and documentmanagement, Business Process, software engineering

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6662 Application of Customer Relationship Management Systems in Business: Challenges and Opportunities

Authors: K. Liagkouras, K. Metaxiotis

Abstract:

Customer relationship management (CRM) systems in business are a reality of the contemporary business world for the last decade or so. Still, there are grey areas regarding the successful implementation and operation of CRM systems in business. This paper, through the systematic study of the CRM implementation paradigm, attempts to identify the most important challenges and opportunities that the CRM systems face in a rapidly changing business world.

Keywords: Customer Relationship Management, CRM, Business, Information Systems.

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6661 Gaze Patterns of Skilled and Unskilled Sight Readers Focusing on the Cognitive Processes Involved in Reading Key and Time Signatures

Authors: J. F. Viljoen, Catherine Foxcroft

Abstract:

Expert sight readers rely on their ability to recognize patterns in scores, their inner hearing and prediction skills in order to perform complex sight reading exercises. They also have the ability to observe deviations from expected patterns in musical scores. This increases the “Eye-hand span” (reading ahead of the point of playing) in order to process the elements in the score. The study aims to investigate the gaze patterns of expert and non-expert sight readers focusing on key and time signatures. 20 musicians were tasked with playing 12 sight reading examples composed for one hand and five examples composed for two hands to be performed on a piano keyboard. These examples were composed in different keys and time signatures and included accidentals and changes of time signature to test this theory. Results showed that the experts fixate more and for longer on key and time signatures as well as deviations in examples for two hands than the non-expert group. The inverse was true for the examples for one hand, where expert sight readers showed fewer and shorter fixations on key and time signatures as well as deviations. This seems to suggest that experts focus more on the key and time signatures as well as deviations in complex scores to facilitate sight reading. The examples written for one appeared to be too easy for the expert sight readers, compromising gaze patterns.

Keywords: Cognition, eye tracking, musical notation, sight reading.

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6660 On Cultivating Interdisciplinary Business Interpreting Talents Based On Market Demand

Authors: Haiyan Wang

Abstract:

Business interpreting talents are in badly need for local economic development, but currently there are problems of traditional business interpreting training mode in China. In view of the good opportunity for college business interpreters provided by international trading center development in Qingdao China and with the aim of being in line with market demand and enhancing business interpreters' employment competitive advantage, this paper aims to explore how to cultivate interdisciplinary business interpreting talents based on market demand.

Keywords: Interdisciplinary talents, business interpreting, market demand.

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6659 Proposing Enterprise Wide Information Systems Business Performance Model

Authors: Vineet Kansal

Abstract:

Enterprise Wide Information Systems (EWIS) implementation involves the entire business and will require changes throughout the firm. Because of the scope, complexity and continuous nature of ERP, the project-based approach to managing the implementation process resulted in failure rates of between 60% and 80%. In recent years ERP systems have received much attention. The organizational relevance and risk of ERP projects make it important for organizations to focus on ways to make ERP implementation successful. Once these systems are in place, however, their performance depends on the identified macro variables viz. 'Business Process', 'Decision Making' and 'Individual / Group working'. The questionnaire was designed and administered. The responses from 92 organizations were compiled. The relationship of these variables with EWIS performance is analyzed using inferential statistical measurements. The study helps to understand the performance of model presented. The study suggested in keeping away from the calamities and thereby giving the necessary competitive edge. Whenever some discrepancy is identified during the process of performance appraisal care has to be taken to draft necessary preventive measures. If all these measures are taken care off then the EWIS performance will definitely deliver the results.

Keywords: Enterprise Systems, performance, technology

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6658 A New Tool for Global Optimization Problems- Cuttlefish Algorithm

Authors: Adel Sabry Eesa, Adnan Mohsin Abdulazeez Brifcani, Zeynep Orman

Abstract:

This paper presents a new meta-heuristic bio-inspired optimization algorithm which is called Cuttlefish Algorithm (CFA). The algorithm mimics the mechanism of color changing behavior of the cuttlefish to solve numerical global optimization problems. The colors and patterns of the cuttlefish are produced by reflected light from three different layers of cells. The proposed algorithm considers mainly two processes: reflection and visibility. Reflection process simulates light reflection mechanism used by these layers, while visibility process simulates visibility of matching patterns of the cuttlefish. To show the effectiveness of the algorithm, it is tested with some other popular bio-inspired optimization algorithms such as Genetic Algorithms (GA), Particle Swarm Optimization (PSO) and Bees Algorithm (BA) that have been previously proposed in the literature. Simulations and obtained results indicate that the proposed CFA is superior when compared with these algorithms.

Keywords: Cuttlefish Algorithm, bio-inspired algorithms, optimization.

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6657 Stage-Gate Framework Application for Innovation Assessment among Small and Medium-Sized Enterprises

Authors: Indre Brazauskaite, Vilte Auruskeviciene

Abstract:

The paper explores the Stage-Gate framework application for innovation maturity among small and medium-sized enterprises (SMEs). Innovation management becomes an essential business survival process for all sizes of organizations that can be evaluated and audited systemically. This research systemically defines and assesses the innovation process from the perspective of the company’s top management. Empirical research explores attitudes and existing practices of innovation management in SMEs in Baltic countries. It structurally investigates the current innovation management practices, level of standardization, and potential challenges in the area. Findings allow to structure of existing practices based on an institutionalized model and contribute to a more advanced understanding of the innovation process among SMEs. Practically, findings contribute to advanced decision-making and business planning in the process.

Keywords: innovation measure, innovation process, small and medium-sized enterprises, SMEs, stage-gate framework.

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6656 Construction Methods for Sign Patterns Allowing Nilpotence of Index k

Authors: Jun Luo

Abstract:

In this paper, the smallest such integer k is called by the index (of nilpotence) of B such that Bk = 0. In this paper, we study sign patterns allowing nilpotence of index k and obtain four methods to construct sign patterns allowing nilpotence of index at most k, which generalizes some recent results.

Keywords: Sign pattern, Nilpotence, Jordan block.

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6655 Tidal Flow Patterns Near A Coastal Headland

Authors: Fu E. Tang, Daoyi Chen

Abstract:

Experimental investigations were carried out in the Manchester Tidal flow Facility (MTF) to study the flow patterns in the region around and adjacent to a hypothetical headland in tidal (oscillatory) ambient flow. The Planar laser-induced fluorescence (PLIF) technique was used for visualization, with fluorescent dye released at specific points around the headland perimeter and in its adjacent recirculation zone. The flow patterns can be generalized into the acceleration, stable flow and deceleration stages for each halfcycle, with small variations according to location, which are more distinct for low Keulegan-Carpenter number (KC) cases. Flow patterns in the mixing region are unstable and complex, especially in the recirculation zone. The flow patterns are in agreement with previous visualizations, and support previous results in steady ambient flow. It is suggested that the headland lee could be a viable location for siting of pollutant outfalls.

Keywords: Planar laser-induced Fluorescence, recirculation zone, tidal flow, wake flows

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6654 Commercializing Technology Solutions- Moving from Products to Solutions

Authors: Anand Dass, Hiroaki Murakami

Abstract:

The paper outlines the drivers behind the movement from products to solutions in the Hi-Tech Business-to-Business markets. The paper lists out the challenges in enabling the transformation from products to solutions and also attempts to explore strategic and operational recommendations based on the authors- factual experiences with Japanese Hi-tech manufacturing organizations. Organizations in the Hi-Tech Business-to-Business markets are increasingly being compelled to move to a solutions model from the conventional products model. Despite the added complexity of solutions, successful technology commercialization can be achieved by making prudent choices in defining a relevant solutions model, by backing the solution model through appropriate organizational design, and by overhauling the new product development process and supporting infrastructure.

Keywords: Technology commercialization, Solutions, Hi-Tech companies, Japan, Management of technology

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6653 An Empirical Investigation of Big Data Analytics: The Financial Performance of Users versus Vendors

Authors: Evisa Mitrou, Nicholas Tsitsianis, Supriya Shinde

Abstract:

In the age of digitisation and globalisation, businesses have shifted online and are investing in big data analytics (BDA) to respond to changing market conditions and sustain their performance. Our study shifts the focus from the adoption of BDA to the impact of BDA on financial performance. We explore the financial performance of both BDA-vendors (business-to-business) and BDA-clients (business-to-customer). We distinguish between the five BDA-technologies (big-data-as-a-service (BDaaS), descriptive, diagnostic, predictive, and prescriptive analytics) and discuss them individually. Further, we use four perspectives (internal business process, learning and growth, customer, and finance) and discuss the significance of how each of the five BDA-technologies affect the performance measures of these four perspectives. We also present the analysis of employee engagement, average turnover, average net income, and average net assets for BDA-clients and BDA-vendors. Our study also explores the effect of the COVID-19 pandemic on business continuity for both BDA-vendors and BDA-clients.

Keywords: BDA-clients, BDA-vendors, big data analytics, financial performance.

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6652 Investigating the Critical Factors in Implementing Enterprise Resource Planning System in Malaysian Business Firms

Authors: Mahadevan Supramaniam, Mudiarasan Kuppusamy

Abstract:

In order to survive in a rapidly changing business environment, Malaysian business firms must improve their own business practices and procedures. This paper describes the impact of Critical Success Factors (CSFs) during the Enterprise Resource Planning (ERP) system implementations using the responses from 151 organizations that completed or are in the process of completing an ERP implementation and identifying the key benefits of ERP implementation in the firm. The importance of these factors was investigated within Malaysian companies using questionnaire survey method. Our results provide advice to management on how best to utilize their limited resources to choose those CSFs that are most likely to have an impact upon the implementation of the ERP system.

Keywords: Critical Success Factors (CSFs), Enterprise Resource Planning (ERP), system, vendor.

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6651 Diffusion and Impact of Business Analytics: A Conceptual Framework

Authors: Ramakrishnan Ramanathan, Yanqing Duan, Guangming Cao, Elaine Philpott

Abstract:

We discuss a theoretical conceptual framework to help understand how the new business analytics technologies have diffused in firms. We draw on three theoretical perspectives for this purpose. They are innovation diffusion theory, IT Business Value and the technology-organization-environment theory. We develop a conceptual framework that helps understand the interlinkages among factors affecting diffusion of business analytics and its impact on performance.

Keywords: Innovation diffusion, IT-Business Value, Technology-Organization-Environment, Business Analytics, Business performance

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6650 Business Diversification Strategies in the Italian Energy Markets

Authors: F. Di Pillo, G. Capece, L. Cricelli, N. Levialdi

Abstract:

The liberalization and privatization processes have forced public utility companies to face new competitive challenges, implementing strategies to gain market share and, at the same time, keep the old customers. To this end, many companies have carried out mergers, acquisitions and conglomerations in order to diversify their business. This paper focuses on companies operating in the free energy market in Italy. In the last decade, this sector has undergone profound changes that have radically changed the competitive scenario and have led companies to implement diversification strategies of the business. Our work aims to evaluate the economic and financial performances obtained by energy companies, following the beginning of the liberalization process, verifying the possible relationship with the implemented diversification strategies.

Keywords: Business diversification strategies, M&A, the Italian energy market liberalization, economic and financial performances.

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6649 Business Buyers’ Expectations in Buyer-Seller Encounters

Authors: Pia I. Hautamäki

Abstract:

Selling has changed. Selling has taken on aspects of relationship marketing and sales force play a critical role in developing long-term relationships between buyers and sellers which is seen to serve the company’s targets and create success for a long run. The purpose of this study was to examine what really matters in buyer-seller encounters and determine what expectations business buyers have. We studied 17 business buyers by a qualitative interview. We found that buyers appreciate encounters where the salesperson face the buyer as a way he or she is as a person, map the real needs to improve buyers’ business and build up cooperation for long-term relationship. This study show that personality matters are a key elements when satisfying business buyers’ expectations.

Keywords: Business-to-Business, Business buyer-seller encounters, Business buyer, Expectations, Perceived similarity, Personal selling, Personality types.

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6648 Cultivating Focal Firm-s Supply Chain Process Integration Capabilities: The Investigation of Critical Determinants and Consequences

Authors: Chun-Der Chen, Yi-Wen Fan, Cheng-Kiang Farn

Abstract:

In today-s competitive global business environment, the concept of supply chain management (SCM) continues to become increasingly market-oriented, shifting the primary driver of the value chain from supply to demand. Recent recommendations encourage researchers to focus investigations on the supply chain process integration (SCPI) capabilities that integrate a focal firm with its network of suppliers and business customers to create value for it. However, theoretical and empirical researches pertaining to the antecedents and consequences of a focal firm-s SCPI capabilities have been limited and piecemeal. The purpose of this study is to investigate the critical determinants and consequences of a focal firm-s SCPI capabilities. We test our proposed research framework using a sample of 139 sales managers of manufacturing industries in Taiwan, our research findings show that (1) both perceived business customer-s power and focal firm-s market-oriented culture positively influences a focal firm-s SCPI capabilities, and (2) SCPI capabilities positively influence a focal firm-s SCM performance, both operational and strategic benefits. Implications for practitioners and researchers and suggestions for future research are also addressed in this study.

Keywords: Supply chain process integration capabilities, Perceived business customer's power, Market-oriented culture, Supply chain management performance.

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6647 Syntactic Recognition of Distorted Patterns

Authors: Marek Skomorowski

Abstract:

In syntactic pattern recognition a pattern can be represented by a graph. Given an unknown pattern represented by a graph g, the problem of recognition is to determine if the graph g belongs to a language L(G) generated by a graph grammar G. The so-called IE graphs have been defined in [1] for a description of patterns. The IE graphs are generated by so-called ETPL(k) graph grammars defined in [1]. An efficient, parsing algorithm for ETPL(k) graph grammars for syntactic recognition of patterns represented by IE graphs has been presented in [1]. In practice, structural descriptions may contain pattern distortions, so that the assignment of a graph g, representing an unknown pattern, to a graph language L(G) generated by an ETPL(k) graph grammar G is rejected by the ETPL(k) type parsing. Therefore, there is a need for constructing effective parsing algorithms for recognition of distorted patterns. The purpose of this paper is to present a new approach to syntactic recognition of distorted patterns. To take into account all variations of a distorted pattern under study, a probabilistic description of the pattern is needed. A random IE graph approach is proposed here for such a description ([2]).

Keywords: Syntactic pattern recognition, Distorted patterns, Random graphs, Graph grammars.

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