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Sales force automation (SFA) technology is becoming more popular in order to
increase the productivity and efficiency of salespeople. This paper outlines the
reasons why some salespeople fully use or do not use the technology available to
them. The paper also discusses possible barriers to SFA usage and what
management can do to increase the use of such technologies.
Chen, Kuanchin, Yen, David C. (2004). Improving the quality of online presence
through interactivity. Information & Management, 42, 217-226.
This article validates the five interactivity dimensions of Ha and James and their
relationship to the quality of web design. The five dimensions are playfulness,
connectedness, reciprocal communication, information collection and choice.
The study found that the playfulness, connectedness and reciprocal
communication are the three most important dimensions of a quality web design.
Chen, Mu-Chen, Chiu, Ai-Lun, Chang, Hsu-Hwa (2005). Mining changes in
customer behavior in retail marketing. Expert Systems with Applications, 28,
773-781.
Marketing managers would benefit from being able to detect and predict changes
in a customers behavior allowing them to have an easier time developing a long
term relationship with those customers. The authors of this paper performed a
study which integrates customer behavior variables, demographic variables, and
transaction database in order to establish a method of mining changes in customer
behavior. Their proposed approaches for mining changes in customer behavior
would assist the marketing manager in developing better marketing strategies.
Crescenzi, Valter, Merialdo, Paolo, Missier, Paolo (2005). Clustering Web pages
based on their structure. Data & Knowledge Engineering, 54, 279-299.
This paper discusses a model to describe abstract structural features of HTML
pages and based on this model the authors have developed an algorithm which,
when given a URL, visits a representative number of pages and produces an
accurate clustering of pages based on their structure.
Fioravanti, Fabrizio (2005). Skills for managing rapidly changing IT projects.
Hershey, PA: Idea Group Publishing.
In this book Fioravanti goes into detail about managing IT projects. One chapter
in particular, chapter 8 discusses the possible methodologies one can use in order
to build an application. He discusses the different phases of the Waterfall life
cycle, the Spiral life cycle, and the Prototyping life cycle. He also discusses risk
management for instances when a decision has to be made.
Fernándex-Medina, Eduardo, Piattini, Mario (2005). Designing secure databases.
Information and Software Technology, 47, 463-477.
The authors of this paper developed a methodology for the design of secure
databases. Currently there are no database design methodologies that consider
security across the entire lifecycle. The author’s methodology consists of four
stages: requirements gathering; database analysis; multilevel relational logical