in today’s competitive market, for a business firm to win higher profit among its rivals, it is of necessity to evaluate, and rank its potential customer segments to improve its customer relationship management (crm). this brings the importance of having more efficient decision making methods considering the current fast growing information era. these decisions usually involve several criteria,...

Abstract Vendor Selection Problem (VSP) has been considered in this paper as an integrated method of Fuzzy Analytic Hierarchy Process (FAHP) and Quality Function Deployment (QFD) in the pharmaceutical company. In QFD method, determining the importance of the "weights" for the customer requirements is an essential and crucial issue. FAHP has been used to determine the importance of the "we...

In many firms, incentivized salespeople with private information about their customers are responsible for customer relationship management (CRM). Private information can help the firm by increasing sales efficiency, but it can also hurt the firm if salespeople use it to maximize own compensation at the expense of the firm. Specifically, we consider two negative outcomes due to private informat...

Currently, customers can choose among many Cloud providers for enterprise systems. The provider selection involves several challenges to match individual customer requirements and provided service characteristics. Unfortunately, this process is not transparent and characterized by the lack of appropriate selection criteria. Research is mainly concentrated on capabilities and success factors on ...

Customer satisfaction is the most important step in the process of identifying customer expectations. Identify customer expectations ‎without referring to him and get his view, is impossible. In order to identify customer expectations, service suppliers are also using ‎statistical techniques, surveyed their customers. According to the studies, there is no appropriate framework for expectati...

In today’s competitive market, for a business firm to win higher profit among its rivals, it is of necessity to evaluate, and rank its potential customer segments to improve its Customer Relationship Management (CRM). This brings the importance of having more efficient decision making methods considering the current fast growing information era. These decisions usually involve several criteria,...

In this chapter we analyze how companies define their customer value proposition and how the selection of successful mobile customer services is done in alignment with this strategic positioning. We derive a set of five different strategic goals (price leadership, product quality leadership, customer intimacy leadership, accessibility leadership, innovation leadership) and apply this classifica...