Social-Data Driven Sales Processes in Local Clothing Retail Stores

被引：5
作者：
Keller, Barbara [2 ]
Schmidt, Rainer [1 ]
Moehring, Michael [2 ]
Haerting, Ralf-Christian [2 ]
Zimmermann, Alfred [3 ]
机构：
[1] Hsch Munchen, Lothstr 64, D-80335 Munich, Germany
[2] Hsch Aalen, Beethovenstr 1, D-73430 Aalen, Germany
[3] Reutlingen Univ, Alteburgstr 150, D-72762 Reutlingen, Germany
来源：
BUSINESS PROCESS MANAGEMENT WORKSHOPS, (BPM 2015) | 2016年 / 256卷
关键词：
Social BPM; Retail; Data driven; Local retailers; Social software; Social data; Sales processes; Clothing retail store; SOFTWARE; BPM;
D O I：
10.1007/978-3-319-42887-1_25
中图分类号：
TP [自动化技术、计算机技术];
学科分类号：
0812 ;
摘要：
Local clothing retailers compete with online retailers but have difficulties to increase cross-selling revenues. Therefore, a data-driven sales process is conceptualized that uses data from social software in order to increase revenue. It identifies and tracks the customer using RFIDs in customer loyalty cards. By these means, social data can be used in all phases of the purchase and both for major and minor purchases. Individual product suggestions and offerings can be tailored. Local retailers are able to catch up with online retailers in their cross-and upselling revenues. In consequence, local retailers are able to stay competitive.
引用
收藏
页码：305 / 315
页数：11
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