2015 IEEE 17th Conference on Business Informatics最新文献_第4页

Beyond Narrow Decision Models: Toward Integrative Models of Organizational Decision Processes 超越狭隘的决策模型:迈向组织决策过程的整合模型

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.34

Alexander C. Bock

引用次数: 10

An Information System for Sales Team Assignments Utilizing Predictive and Prescriptive Analytics 利用预测和规范分析的销售团队分配信息系统

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.38

Johannes Kunze von Bischhoffshausen, Markus Paatsch, Melanie Reuter-Oppermann, G. Satzger, H. Fromm

{"title":"An Information System for Sales Team Assignments Utilizing Predictive and Prescriptive Analytics","authors":"Johannes Kunze von Bischhoffshausen, Markus Paatsch, Melanie Reuter-Oppermann, G. Satzger, H. Fromm","doi":"10.1109/CBI.2015.38","DOIUrl":"https://doi.org/10.1109/CBI.2015.38","url":null,"abstract":"Many companies have transformed their businesses from selling products in isolated transactions to selling solutions in long-term relationships. This transformation poses new requirements for designing the sales force structure: solution selling companies often approach the customer with sales teams, composed of different sales roles with specific responsibilities and skills. However, little attention is given to this challenge in sales force analytics, especially from an information systems research perspective. In particular, there is still a lack of decision support with regard to assigning sales reps to customer accounts in a solution selling setting. This work addresses this research gap by proposing an information system for planning sales force assignments utilizing predictive and prescriptive analytics. The information system integrates a predictive component which applies mining of historical sales data in order to predict the sales impact for any particular assignment of sales teams to customer accounts. Furthermore, the information system integrates a prescriptive component which utilizes a linear programming model to compute the optimal assignment that maximizes revenue. This work presents the prototypical implementation of this approach and, thus, develops an artifact that integrates predictive and prescriptive analytics into an information system. The derived solution offers a promising approach for increasing the sales effectiveness of solution selling firms.","PeriodicalId":238097,"journal":{"name":"2015 IEEE 17th Conference on Business Informatics","volume":"97 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2015-07-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117319359","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 17

Context Control of Interoperable Interactive Systems 可互操作交互系统的上下文控制

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.40

C. Stary, Dominik Wachholder

引用次数: 2

Analysis of Federated Business Models: An Application to the Business Model Canvas, ArchiMate, and e3value 联邦业务模型的分析:业务模型画布、ArchiMate和e3value的应用程序

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.48

A. Caetano, Gonçalo Antunes, Marzieh Bakhshandeh, J. Borbinha, M. Silva

{"title":"Analysis of Federated Business Models: An Application to the Business Model Canvas, ArchiMate, and e3value","authors":"A. Caetano, Gonçalo Antunes, Marzieh Bakhshandeh, J. Borbinha, M. Silva","doi":"10.1109/CBI.2015.48","DOIUrl":"https://doi.org/10.1109/CBI.2015.48","url":null,"abstract":"Enterprise models contribute to the understanding, communication and analysis of how business processes are performed, the goals they achieve, the information they use, as well as the applications that support the business, and the underlying technological infrastructure. The analysis of these different domains requires combining different enterprise models, often described with different domain specific modelling languages. This paper explores the application of computational semantic techniques to specify, integrate and analyse multiple enterprise models. The models are individually specified and federated using ontological schemas, and analysed using computational inference and graph analysis. The paper describes (1) how to specify enterprise models as ontological schemas, (2) how to integrate the ontological schemas using transformation maps, and (3) how to analyse the integrated models. This solution is demonstrated through the specification, integration and analysis of a business model landscape comprising three enterprise modelling languages: the Business Model Canvas, e3value, and Archi Mate.","PeriodicalId":238097,"journal":{"name":"2015 IEEE 17th Conference on Business Informatics","volume":"152 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2015-07-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123280142","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 10

Modeling of Collaborative Enterprises -- CSFs-Driven High-Level Requirements 协同企业建模——csfs驱动的高层需求

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.45

Barbara Livieri, M. Kaczmarek

引用次数: 1

Exploring a Three-Dimensional, Requirements-Based, Balanced Scorecard Business Model: On the Elicitation and Generation of a Business Model Canvas 探索一个三维的、基于需求的、平衡计分卡的商业模型:关于商业模型画布的引出和生成

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.28

Carlos E. Salgado, R. J. Machado, R. Maciel

{"title":"Exploring a Three-Dimensional, Requirements-Based, Balanced Scorecard Business Model: On the Elicitation and Generation of a Business Model Canvas","authors":"Carlos E. Salgado, R. J. Machado, R. Maciel","doi":"10.1109/CBI.2015.28","DOIUrl":"https://doi.org/10.1109/CBI.2015.28","url":null,"abstract":"Business models play a pivotal role in organizations, building bridges and enabling dialogue between business and technological worlds. Also, goals and rules associate with processes to compose its base structure, driving and supporting the organization's strategy. Additionally, as balanced scorecards are the reference in strategy management, a combination of these three dimensions can lead to a stronger, more strategy-oriented, business model, aggregating functional, nonfunctional and strategy dimensions. Following our proposal for the specification of a three-dimensional business model, covering the elicitation of business goals and rules from process level use cases, and their connection to balanced scorecard, we now aim to explore it with a practical application scenario. Taking advantage of a cube structure and a method definition within a SPEM approach, which is adaptable to model variations, our proposal allows for the use of different viewpoints to perform diverse business model transformations. In this paper we apply our proposal twice by revisiting a project of a two-step elicitation and generation of a business model canvas.","PeriodicalId":238097,"journal":{"name":"2015 IEEE 17th Conference on Business Informatics","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2015-07-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115239018","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 5

A Maturity Model for Business Transformation Management 业务转换管理的成熟度模型

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.30

Isabel da Rosa, M. Silva

引用次数: 3

Collaborative EA Information Elicitation Method: The IEM for Business Architecture 协同EA信息获取方法:面向业务架构的IEM

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.33

M. Pulkkinen, Lassi Kapraali

{"title":"Collaborative EA Information Elicitation Method: The IEM for Business Architecture","authors":"M. Pulkkinen, Lassi Kapraali","doi":"10.1109/CBI.2015.33","DOIUrl":"https://doi.org/10.1109/CBI.2015.33","url":null,"abstract":"This study contributes to the enterprise architecture (EA) methodologies by suggesting a method for eliciting architecture requirements: gathering both the current architecture information, and the development needs and requirements for the business architecture (BA) dimension in EA planning. Most of all EA dimensions, the developing of the BA requires collaboration with various non-IT stakeholders. It presents thus challenges to the IT department, or the consultancy involved in EA related efforts. The contribution of the various stakeholder groups as informants is, however, crucial to well founded EA design decisions. The suggested method takes related IS development fields as starting points. Collaborative approaches are well established in the fields of requirements engineering and business process design. However, EA specific issues remain to be explicated and incorporated to the collaboration. A BA information elicitation method (IEM) is not only a tool of the IT professional for a sound foundation for defining of the EA baseline, and developing of the requirements, but also an organizational change management vehicle. Involving stakeholders in a planned, consistent and balanced manner, it supports the establishing of collaboration routines of the IT and business stakeholder groups. The observations in a 12 month EA initiation project in a public organization are a basis for this constructive effort, where a BA elicitation method for the enterprise architecting is created. The constructed method is enhanced by evaluative comments of seven EA-experienced IT professionals.","PeriodicalId":238097,"journal":{"name":"2015 IEEE 17th Conference on Business Informatics","volume":"29 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2015-07-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132236155","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 4

How Should Business Informatics Integrate Service, Process, Work System, and Enterprise Orientations? 商业信息学如何整合服务、流程、工作系统和企业导向?

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.9

Steven L. Alter

引用次数: 1

IT Service Management: A Typological Classification of Policies for Governance IT服务管理:治理策略的类型分类

2015 IEEE 17th Conference on Business Informatics Pub Date : 2015-07-13 DOI: 10.1109/CBI.2015.15

V. K. Rai, A. Jha, Abhinay Puvvala

引用次数: 1