By P. Timmers (auth.), Prof. Dr. Hannes Werthner, Dr. Martin Bichler (eds.)
Although just a couple of years outdated, digital trade deals new methods of doing enterprise that no company can find the money for to disregard. This ebook is a suite of chosen contributions from popular researchers who focus on some of the features of digital trade, specifically economics, finance, info know-how, and schooling. the fundamental objective is to offer an summary of a few of the main suitable subject matters in E-Commerce.
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4) for a much better approach. Using Internet/Intranettechnologies as integration platform for all the channels to the customer (see Fig. 5), relevant customer information can be obtained via Data-Warehouse- and Data- 36 H. U. Buhl et al. Objectives of the customer qualitative Continuum of observable weighted objectives quantItatIve Convenience oriented customer Price-sensitive customer • • • After-tax objectives Risk dIversIficatIon Cost -leadershIp • Cost -efficient service maximIZation Infonnation gathering through data warehouse and data mining techniques quantitative Data qualitative Data Data about the customer and his situation Fig.
IT allows (see Fig. 4) for a much better approach. Using Internet/Intranettechnologies as integration platform for all the channels to the customer (see Fig. 5), relevant customer information can be obtained via Data-Warehouse- and Data- 36 H. U. Buhl et al. Objectives of the customer qualitative Continuum of observable weighted objectives quantItatIve Convenience oriented customer Price-sensitive customer • • • After-tax objectives Risk dIversIficatIon Cost -leadershIp • Cost -efficient service maximIZation Infonnation gathering through data warehouse and data mining techniques quantitative Data qualitative Data Data about the customer and his situation Fig.
This holds true not only for recruiting purposes, where the struggle for the best brains gets also harder every day, but also for building long-term customer relationships. From the experience at our chair, we are strengthened in our view. We successfully built up a network of partner firms and high potential srudents that generates a win-win relationship for all participants of the network. Another example is the (so far) very successful approach of MLP, a German financial intermediary, that focuses its marketing efforts mainly on graduates.