Customer relationship management at Siemens Healthcare – a diagnosis and proposal for strategy and market segmentation

Towards a holistic perspective of CRM, this project aims to diagnose and propose a strategy and market segmentation for Siemens Healthcare. The main underlying principle is to apply a full customer-centric outlook taking own business properties into consideration while preserving Siemens Healthcare’s culture and vision. Mainly focused on market segmentation, this project goes beyond established boundaries by employing an unbiased perspective of CRM while challenging current strategy, goals, processes, tools, initiatives and KPIs. In order to promote a sustainable business excellence strategy, this project aspires to streamline CRM strategic importance and driving the company one step forward.

Paradox of choice: The influence of assortment size on customer satisfaction

Recently researchers showed that more choice is not always better. Choosing from large assortments can be overwhelming, raising expectations and decreasing overall level of consumer satisfaction. Author contributes to existing overchoice studies by using real assortment of online stores to find influence of assortment size on customer satisfaction. 90 students participated in the main experiment, where they chose a smartphone case for their friend. Results of the study show that large assortment size leads to higher expectations, higher choice difficulty and higher level of satisfaction. This research does not show overchoice presence and author suggests future studies could focus more on assortment variety and more personal characteristics of consumers, like preference uncertainty.

The impact of online promotional efforts on customer acquisitiom and retention at continente.pt

Continente Online (COL) is the market leader of online grocery retailing in Portugal. Aiming at sustaining this position, it has been focusing its promotional efforts in acquiring and retaining customers. This report intakes an extensive study on the impact of COL’s exclusive promotional efforts (free delivery offers and ten percent discounts on loyalty card) on customer acquisition and retention, as well as, a cost analysis on these offers. Two econometric models were developed and the results were interesting. It was concluded that free delivery offers have a significant impact both in terms of customer acquisition and retention, having also a lower cost in comparison with ten percent on loyalty card discounts.

Developing a gamification system to increase customer lifetime value at MyGon

There have never been so many touch points between companies and consumers as there are today, which paradoxically makes it very challenging for companies to be able to retain and engage customers. Gamification is a strategy used by a large number of companies to increase customer engagement and customer lifetime value. This work aims at developing a gamification system for MyGon, a Portuguese startup working in the market of discounts and experiences. In addition to examining the literature concerning gamification, its elements and characteristics, recommendations were developed for addressing MyGon’s business goals of increasing conversion and customer engagement. The gamification mechanisms suggested include badges, missions, points, leaderboards and levels.

Customer relationship management plan for wrike

Achieving long-term success for companies includes providing customers with exceptional products and ser-vices. It implies investing in Customer Relationship Management (CRM) and building a plan of its implementation. This issue is addressed in present Work Project by conducting interviews with top-management of Wrike and sur-vey with other employees which showed there is space for improvement of company’s current CRM. Results give insights of CRM in Wrike and are the basis of CRM plan proposal. The key effect of the proposed plan can be seen in the increase of the customer’s value and consequently result in Return on Customers.

Customer service process optimization at Sonae e MC

Sonae MC is constantly innovating and keeping up with the new market trends, being increasingly focused on E-commerce due to its growing importance. In that area, a telephone line is available to support customers with their problems. However, rare were the cases in which those problems were solved in the first contact. Therefore, the goal of this work was to reengineer these processes to improve the service performance and consequently the customer’s satisfaction. Following an evolutionary approach, improvement opportunities were suggested and if correctly implemented the cases resolution time could decrease 1 day and Sonae MC will save €7.750 per month.

Developing a gamification system to increase customer lifetime value at MyGon

There have never been so many touch points between companies and consumers as there are today, which paradoxically makes it very challenging for companies to be able to retain and engage customers. Gamification is a strategy used by a large number of companies to increase customer engagement and customer lifetime value. This work aims at developing a gamification system for MyGon, a Portuguese startup working in the market of discounts and experiences. In addition to examining the literature concerning gamification, its elements and characteristics, recommendations were developed for addressing MyGon’s business goals of increasing conversion and customer engagement. The gamification mechanisms suggested include badges, missions, points, leaderboards and levels.

Using text-mining-assisted analysis to examine the applicability of unstructured data in the context of customer complaint management

Double Degree

Customer relationship management model - A strategic and analytical approach for Amorim Turismo

Field lab: Entrepreneurial and innovative ventures

Applicability of SERVQUAL in restaurants: an exploratory study in a Portuguese resort

SERVQUAL is the most popular instrument to ascertain service quality. However, some debate exists about its ability to characterize different service environments. Furthermore, there is not a consensus about the inclusion of customer expectations in the model. The research presented in this paper intends to discuss the applicability of SERVQUAL to restaurant services and to analyze the inclusion of customer expectations in such environment. The research was developed in a Portuguese resort and more than 300 customers, from two different restaurants, were invited to participate in the study.

Importância e efeitos de incidentes críticos na satisfação e lealdade do cliente

Dissertação apresentada como requisito parcial para obtenção do grau de Mestre em Estatística e Gestão de Informação

Viabilidade da utilização de medidas de valor do cliente na Indústria Farmacêutica

Dissertação apresentada como requisito parcial para obtenção do grau de Mestre em Estatística e Gestão de Informação

Algorithms and methodologies for decision support in energy efficiency on buildings

Dissertação apresentada na faculdade de Ciências e Tecnologia da Universidade Nova de Lisboa para a obtenção do grau de Mestre em Engenharia Electrotécnica e de Computadores

Segmentação de clientes com características específicas adequadas às necessidades do Mercado

Dissertação apresentada como requisito parcial para obtenção do grau de Mestre em Estatística e Gestão de Informação.

A terapia ocupacional como recurso para idosos institucionalizados: um estudo de avaliação das necessidades ocupacionais

RESUMO: O envelhecimento populacional está associado a necessidades de saúde, incluindo aspectos ligados à realização das actividades quotidianas e à vertente ocupacional em geral.O presente estudo procurou identificar as necessidades ocupacionais de uma amostra de idosos institucionalizados e avaliar alterações no desempenho ocupacional e na satisfação após participação num programa de actividades terapêuticas. A amostra foi constituída por 20 indivíduos, com uma média de idades de 86,2 anos (DP=6,0), maioritariamente do sexo feminino e viúvos, com níveis de escolaridade diversos, sem défice cognitivo grave, provenientes de duas instituições para idosos em Lisboa. Os instrumentos utilizados foram entrevista de caracterização sócio-demográfica. Mini- Mental State Examination. Índice de Katz e Medida Canadiana de Desempenho Ocupacional. Após a participação no programa de actividades, oito indivíduos mantiveram as notas de desempenho e de satisfação na Medida Canadiana; cinco apresentaram aumento em ambas as notas; para dois, o desempenho permaneceu inalterado e o grau de satisfação diminuiu; finalmente, três deixaram de ter pelo menos um problema no desempenho, destacando-se um indivíduo que deixou de ter problemas para se alimentar, tornando-se independente nesta área. Comparando as avaliações iniciais e as reavaliações pósintervenção, não se registaram diferenças significativas nas pontuações de desempenho nem de satisfação da Medida Canadiana. Em conclusão, muitos dos participantes do estudo referiram um desempenho deficiente em muitas actividades ocupacionais que valorizavam, assim como um grau elevado de insatisfação em relação a esse desempenho. Apesar de ter tido algum impacto nas necessidades ocupacionais dos participantes, o programa de actividades não pareceu trazer benefícios generalizados nesta pequena amostra.------------ABSTRACT:The aging process in institutionalized populations has implications that encompass various issues related to health, including occupational development and the performance of daily activities. It was this study’s objective to identify the occupational needs of a sample of institutionalized elderly and to identify the existence of changes in occupational performance and satisfaction after participation in a program of therapeutic activities. The sample consisted of 20 individuals (mostly female and widowed) from two nursing homes in Lisbon, having various levels of education and an average age of 86,2 years (SD=6,0) as well as the ability of verbal expression without severe cognitive deficit. The instruments used were a structured interview for socio-demographic characterization, the Mini Mental State Examination, the Katz Index and the Canadian Occupational Performance Measure. We found that older respondents claimed that the performance of daily activities constituted a problem. They stated that the activities of self-care and leisure were the most problematic, that they had negative self-perceptions regarding their own performance, and that they were dissatisfied with this performance of their daily activities. After participating in program activities, eight respondents experienced no change in their respective grades of performance and satisfaction, five showed increases in both grades and, for two respondents, the performance remained unchanged while the satisfaction level showed a decline. Three stopped having at least one problem in performance, and one participant even stopped referring feeding problems, having become independent in this area. Regarding the evolution of the Canadian Measure performance and satisfaction scores (before versus after the intervention), we found no significant differences. In conclusion, most participants stated that they were performing badly in what concerned the occupational activities they valued the most. The same applies to low levels of satisfaction regarding that performance. In this small sample, and despite some benefits, the program of therapeutic activities did not prove to be significantly effective.