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Mahadevan, L. and Kettinger, W. J. 2011. “Service Oriented Architecture as a Dynamic
Enabler of Customer Prioritization,” e-Service Journal (7:2), pp. 28-45.
Today's dynamic marketplace demands firms to sense and respond quickly to customer
requirements. Recent research has shown that customer prioritization leads to more
sales and profitability. Though there are many tools such as CRM, statistical and
data-mining packages that can help with customer prioritization, this paper bring
to the fore-front Service Oriented Architectures' (SOA) potential as an underlying
enabler of customer prioritization through dynamic customer relationships. SOA has
the ability to proactively understand and enable the ability to deliver customer needs
thereby improving a firms chance to retain its customer base and meet customer service
expectations by optimizing the use of their customer service personnel. This conceptual
paper describes how SOA holds promise as a form of business intelligence that dynamically
'informates' business activities and decisions. A case illustration concerning the
use of a Customer Priority Index (CPI) outlines how SOA can be a powerful enabler
of customer prioritization.
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