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In recent years, several authors have begun to develop models that focus on the allocation of scarce marketing resources based on customer lifetime value (CLV). These approaches use CLV to develop a rank order of customers and recommend devoting more resources to customers with higher ranks. However, it has been discussed in the literature that a simple net present value analysis may not reflect the value of the flexibility to make such decisions. Therefore, some authors recommend the use of a real-options analysis in certain situations. Building on this stream of research and using the case of the option to abandon unprofitable customers, this article proposes an approach that combines real-options analysis and CLV; this approach explicitly values the seller's flexibility to abandon unprofitable customers. Using a combination of examples, empirical analysis, and Monte Carlo simulations, the authors provide evidence that the divergency between CLV that includes and CLV that excludes option value can be substantial and may not be the same for all customers. Therefore, the authors conclude that a distribution of customers based on CLV can change when option value is included. Thus, using CLV as a basis for marketing decisions but not including the value of the option to make such decisions a priori when calculating CLV can lead to an overall biased result. [PUBLICATION ABSTRACT]

Management of the enterprise architecture has become increasingly recognized as a crucial part of both business and IT management. Still, a common understanding and methodological consistency seems far from being developed. Acknowledging the significant role of research in moving the development process along, this article employs different bibliometric methods, complemented by an extensive qualitative interpretation of the research field, to provide a unique overview of the enterprise architecture literature. After answering our research questions about the collaboration via co-authorships, the intellectual structure of the research field and its most influential works, and the principal themes of research, we propose an agenda for future research based on the findings from the above analyses and their comparison to empirical insights from the literature. In particular, our study finds a considerable degree of co-authorship clustering and a positive impact of the extent of co-authorship on the diffusion of works on enterprise architecture. In addition, this article identifies three major research streams and shows that research to date has revolved around specific themes, while some of high practical relevance receive minor attention. Hence, the contribution of our study is manifold and offers support for researchers and practitioners alike.

A considerable number of organizations continually face difficulties bringing strategy to execution, and suffer from a lack of structure and transparency in corporate strategic management. Yet, enterprise architecture as a fundamental exercise to achieve a structured description of the enterprise and its relationships appears far from being adopted in the strategic management arena. To move the adoption process along, this paper develops a comprehensive business architecture framework that assimilates and extends prior research and applies the framework to selected scenarios in corporate strategic management. This paper also presents the approach in practice, based on a qualitative appraisal of interviews with strategic directors across different industries. With its integrated conceptual guideline for using enterprise architecture to facilitate corporate strategic management and the insights gained from the interviews, this paper not only delves more deeply into the research but also offers advice for both researchers and practitioners.

Online consumer-generated product reviews are a growing phenomenon and have led to the posting of colossal amounts of data by consumers on the Web. These data include consumers' thoughts, opinions, and feelings about brands and offer firms the opportunity to \"listen in\" on consumers to get a better understanding of the topics discussed about their brands. Using the human associative memory model as the theoretical framework, the authors introduce an approach to convert online product reviews into meaningful information about brand images using a novel combination of text mining and network analysis methodologies. Following a network-based understanding of brand image, the authors use online product reviews to extract consumers' brand associations and their interconnections as well as to depict and characterize the network of brand associations. In an empirical study, the authors test the approach and illustrate its managerial usefulness. The suggested approach allows managers to effectively monitor and detect strengths and weaknesses of brand image. Moreover, the proposed approach is one of the first attempts to measure brand image using consumer-generated content by applying text mining and network analysis.

PurposeThis paper reviews and classifies research connecting supply chain risk management (SCRM) and information technology (IT) and derives a structured proposal for fruitful research directions.Design/methodology/approachThe authors conducted a systematic literature review of the interplay of SCRM and IT, drawing from major journals in the relevant fields. These findings are enriched by experiences from a three-year international research project.FindingsCurrent research focuses on the role of IT for risk reduction, rather than for risk identification, analysis and monitoring. While much research has investigated operational supply chain risk, fewer insights into disruption risk are available. There is little research on the role of IT in SCRM beyond its potential to enhance information sharing among supply chain partners. To address these gaps, the paper proposes a two-dimensional framework to categorize IT potential for SCRM according to the source and impact of disruption risk on physical supply chain flows, which suggests promising directions for future research.Originality/valueThe paper offers a systematic review to further our understanding of the relationship of SCRM and IT. In addition, it presents and discusses nine areas for further research aimed at mitigating the gaps identified at the intersection of SCRM and IT.

In recent years, several authors have developed models that focus on the allocation of scarce marketing resources based on customer lifetime value (CLV). These approaches use CLV to develop a rank order of customers and recommend devoting more resources to customers with higher ranks. However, it has been discussed in the literature that a simple net present value analysis may not reflect the value of the flexibility to make such decisions. Therefore, some authors recommend the use of a real-options analysis in certain situations. Building on this stream of research and using the case of the option to abandon unprofitable customers, this article proposes an approach that combines real-options analysis and CLV; this approach explicitly values the seller's flexibility to abandon unprofitable customers. Using a combination of examples, empirical analysis, and Monte Carlo simulations, the authors provide evidence that the divergence between CLV that includes and CLV that excludes option value can be substantial and may not be the same for all customers. Therefore, the authors conclude that a distribution of customers based on CLV can change when option value is included. Thus, using CLV as a basis for marketing decisions but not including the value of the option to make such decisions a priori when calculating CLV can lead to an overall biased result.

Social media are a primary means for travelers to connect with each other and plan trips. They can also help tourism suppliers (e.g., by providing relevant information), thus overcoming the shortcomings of traditional information sources. User-generated content from social media has already been used in many studies as a primary information source. However, the quality of information derived thus far remains largely unclear. This study assesses the quality of macro-level information on the spatio-temporal distribution of tourism derived from online travel reviews in social media in terms of completeness, timeliness, and accuracy. We found that information quality increased from 2000 to 2009 as online travel reviews increasingly covered more countries, became available earlier than statistics reported by the United Nations World Tourism Organization (UNWTO), were highly correlated with the UNWTO statistics. We conclude that social media are a good information source for macro-level spatio-temporal tourism information and could be used, for example, to estimate tourism figures.

Data and information quality (DIQ) have been defined traditionally in an organizational context and with respect to traditional information systems (IS). Numerous frameworks have been developed to operationalize traditional DIQ accordingly. However, over the last decade, social information systems (SocIS) such as social media have emerged that enable social interaction and open collaboration of voluntary prosumers, rather than supporting specific tasks as do traditional IS in organizations. Based on a systematic literature review, the paper identifies and categorizes prevalent DIQ conceptualizations. The authors differentiate the various understandings of DIQ in light of the unique characteristics of SocIS and conclude that they do not capture DIQ in SocIS well, nor how it is defined, maintained, and improved through social interaction. The paper proposes a new conceptualization of DIQ in SocIS that can explain the interplay of existing conceptualizations and provides the foundation for future research on DIQ in SocIS.

This article examines co-authorship networks of researchers publishing in Electronic Markets—The International Journal of Networked Business (EM). The authors visualize the co-authorship network and provide descriptive statistics regarding the degree to which researchers are embedded in the co-authorship network. They develop and test seven hypotheses associating the researchers’ embeddedness in the co-authorship network with the number of the researchers’ citations. Results indicate that author who publish co-authored articles in EM have their EM articles (whether co-authored or not) cited more frequently than those who publish EM articles only in their own names, and that the more they co-author the more they are cited because they are located in the center of a co-authorship network.

Purpose The purpose of this paper is to show that virtual mirroring-based learning allows members of an organization to see how they communicate with others in a visual way, by applying principles of “social quantum physics” (empathy, entanglement, reflect, reboot), to become better communicators and build a shared “DNA” within their organization. Design/methodology/approach E-mail based social network analysis creates virtual maps of communication – social landscapes – of organizations, similar to Google Maps, which creates geographical maps of a person’s surroundings. Findings Applying virtual mirroring-based learning at various mulitnational firms has significantly increased their organizational efficiency and performance, for instance increasing customer satisfaction by 18 per cent in a large services organization, increasing retention, making sales forecasts, and improving call center employee satisfaction. Research limitations/implications To address concerns of individual privacy, the guiding principle is to give individual information to the individual and provide aggregated anonymized information to management. Originality/value Virtual mirroring-based learning offers a unique way of creating collective awareness within an organization by empowering the individual to take corrective action aligned with collective action, and improves their own communication behavior through analyzing and visualizing their e-mail archive in novel ways, while giving strategic insight to management and improving organizational culture.