Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193261
W. Stout, B. Tawney
In complex systems it is difficult to discern the effects of interactions among component parts. Analysts can use Microsoft Excel for a preliminary assessment of internal systems dynamics. Often, in the hospital environment early data identification surfaces as rate estimates - admits per hour versus discharges per hour. For example, management may wish to assess capability to accommodate patients discharged from the emergency department for subsequent admission to the department of medicine (DOM) as well as demands on DOM bed capacity from other sources. This paper explores conceptual development and practical application of the spreadsheet model. Particular features include: constructing lookup tables by hour of day containing estimates of minimum and maximum rates, using the randbetween function to randomly select model inputs from a uniform distribution, developing frequency distributions to assist in output interpretation, illustrating conditional formatting, output graphing, etc. One can observe multiple samples of hourly patient fluctuations based on unit open beds and midnight census. Number of patients waiting can be shown at varying levels of system utilization. As utilization approaches approximately eighty percent, patient waiting time increases disproportionately. The spreadsheet model is a dynamic, visual illustration of how variation in individual process times can affect total process capability. Its use is primarily intended as a teaching tool for those new to simulation modeling.
{"title":"An Excel forecasting model to aid in decision making that affects hospital resource/bed utilization - hospital capability to admit emergency room patients","authors":"W. Stout, B. Tawney","doi":"10.1109/SIEDS.2005.193261","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193261","url":null,"abstract":"In complex systems it is difficult to discern the effects of interactions among component parts. Analysts can use Microsoft Excel for a preliminary assessment of internal systems dynamics. Often, in the hospital environment early data identification surfaces as rate estimates - admits per hour versus discharges per hour. For example, management may wish to assess capability to accommodate patients discharged from the emergency department for subsequent admission to the department of medicine (DOM) as well as demands on DOM bed capacity from other sources. This paper explores conceptual development and practical application of the spreadsheet model. Particular features include: constructing lookup tables by hour of day containing estimates of minimum and maximum rates, using the randbetween function to randomly select model inputs from a uniform distribution, developing frequency distributions to assist in output interpretation, illustrating conditional formatting, output graphing, etc. One can observe multiple samples of hourly patient fluctuations based on unit open beds and midnight census. Number of patients waiting can be shown at varying levels of system utilization. As utilization approaches approximately eighty percent, patient waiting time increases disproportionately. The spreadsheet model is a dynamic, visual illustration of how variation in individual process times can affect total process capability. Its use is primarily intended as a teaching tool for those new to simulation modeling.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"77 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114865995","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193270
S. Aplon, D. Curry, D. Hilling., J. Orr, M. Piosa
The Bradley Fighting Vehicle System entered into army-service in 1981 and will be used in the Army inventory until at least the year 2032. In order to maintain lethal dominance, the Bradley will require a new direct fire systems. Larger caliber systems provide increased lethality, but reduce die amount of ammunition available and have increased cost. This project investigated which alternative provides the optimum Bradley weapons system. The client was interested in the weapon performance over a variety of terrains and mission profiles. In order to reduce the number of combinations of design variables, Pythagoras, an agent-based model was employed to investigate the optimum burst size for each weapon. Then a high resolution combat model, JCATS, will be employed to examine the performance of the candidate systems as compared to the current system. A value model was developed to compare the evaluation measures.
{"title":"Bradley lethality study","authors":"S. Aplon, D. Curry, D. Hilling., J. Orr, M. Piosa","doi":"10.1109/SIEDS.2005.193270","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193270","url":null,"abstract":"The Bradley Fighting Vehicle System entered into army-service in 1981 and will be used in the Army inventory until at least the year 2032. In order to maintain lethal dominance, the Bradley will require a new direct fire systems. Larger caliber systems provide increased lethality, but reduce die amount of ammunition available and have increased cost. This project investigated which alternative provides the optimum Bradley weapons system. The client was interested in the weapon performance over a variety of terrains and mission profiles. In order to reduce the number of combinations of design variables, Pythagoras, an agent-based model was employed to investigate the optimum burst size for each weapon. Then a high resolution combat model, JCATS, will be employed to examine the performance of the candidate systems as compared to the current system. A value model was developed to compare the evaluation measures.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"469 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116080718","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193256
P. Chambless, S. Hasselbauer, S. Loeb, S. Luhrs, D. Newbery, W. Scherer
When making important decisions, most companies and organizations require the input of several individuals in order to generate new ideas and make judgments. However, when the complexities of a group decision problem exceed normal decision making approaches, a more formal collaborative process and decision support environment is required. The primary goal of this project is to develop a group decision support system (GDSS) recommendation for the aerospace corporation that allow users to generate ideas electronically, make quantitative judgments, and identify the group's preferred outcome(s) using robust decision analysis and facilitated group collaboration methods. This paper outlines the overall GDSS recommendation and supporting objectives that were met, including the completion of an industrywide software trade survey, a ''rate and weight" decision model of prospective software solutions, and an examination of group collaboration techniques and GDSS facility designs.
{"title":"Design recommendation of a collaborative group decision support system for the aerospace corporation","authors":"P. Chambless, S. Hasselbauer, S. Loeb, S. Luhrs, D. Newbery, W. Scherer","doi":"10.1109/SIEDS.2005.193256","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193256","url":null,"abstract":"When making important decisions, most companies and organizations require the input of several individuals in order to generate new ideas and make judgments. However, when the complexities of a group decision problem exceed normal decision making approaches, a more formal collaborative process and decision support environment is required. The primary goal of this project is to develop a group decision support system (GDSS) recommendation for the aerospace corporation that allow users to generate ideas electronically, make quantitative judgments, and identify the group's preferred outcome(s) using robust decision analysis and facilitated group collaboration methods. This paper outlines the overall GDSS recommendation and supporting objectives that were met, including the completion of an industrywide software trade survey, a ''rate and weight\" decision model of prospective software solutions, and an examination of group collaboration techniques and GDSS facility designs.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"96 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121477575","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193282
O. Fermin, J. Guill, J. Kao, M. Lytton, D. Maddox, B. Maverick, S. Nicklas, S. Vasiloff
There are major differences between the commercial and consumer markets. Commercial markets cater to industry while consumer markets focus on everyday customers who are interested in satisfying their own needs. Contrast to the John Deere Gator CX, the Club Car Carryall 1 focuses on the industrial market and is designed for a robust environment. Club Car's key goal is to enter the consumer market, and this article aims at defining how teardown analysis, cost analysis, and value engineering were used to implement an innovative and cost effective design that will yield a tangible product that Club Car can incorporate in its future production line. A culmination of 650 man-hours, and an estimated budget of $12,800, have resulted in a redesigned vehicle that satisfies the scope. The Club Car Carryall 1 now caters directly to the consumer market, while maintaining a competitive edge with the current market leader John Deere.
商业市场和消费市场有很大的不同。商业市场迎合工业，而消费市场关注的是那些对满足自己需求感兴趣的日常顾客。与John Deere Gator CX相比，Club Car Carryall 1专注于工业市场，专为坚固的环境而设计。Club Car的主要目标是进入消费者市场，本文旨在定义如何使用拆解分析、成本分析和价值工程来实现创新和成本有效的设计，从而产生Club Car可以在其未来生产线中合并的有形产品。经过650个工时和估计$12,800的预算，重新设计了一辆满足范围的车辆。Club Car Carryall 1现在直接迎合消费者市场，同时保持与当前市场领导者约翰迪尔的竞争优势。
{"title":"Club Car competitive cost analysis","authors":"O. Fermin, J. Guill, J. Kao, M. Lytton, D. Maddox, B. Maverick, S. Nicklas, S. Vasiloff","doi":"10.1109/SIEDS.2005.193282","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193282","url":null,"abstract":"There are major differences between the commercial and consumer markets. Commercial markets cater to industry while consumer markets focus on everyday customers who are interested in satisfying their own needs. Contrast to the John Deere Gator CX, the Club Car Carryall 1 focuses on the industrial market and is designed for a robust environment. Club Car's key goal is to enter the consumer market, and this article aims at defining how teardown analysis, cost analysis, and value engineering were used to implement an innovative and cost effective design that will yield a tangible product that Club Car can incorporate in its future production line. A culmination of 650 man-hours, and an estimated budget of $12,800, have resulted in a redesigned vehicle that satisfies the scope. The Club Car Carryall 1 now caters directly to the consumer market, while maintaining a competitive edge with the current market leader John Deere.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"29 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130794670","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193262
S. Bae, M. Guerrero, L. Kim, P. O'quinn, L. Tabatabaian
Wellmont health system takes a proactive approach to patient safety. Wellmont sought to improve and standardize the patient hand-off process for department transfers originating in the emergency department (ED) and the post anesthesia care unit (PACU) at all four of its hospitals (a patient hand-off occurs when the responsibility for care of a patient changes from one practitioner to another). By utilizing a questionnaire, observations; networking, and existing hospital data, Wellmont Senior Design team identified the major process elements defining the patient hand-off and the most frequent cause of related incidents (an incident is defined as an inefficiency or deviation from procedure that has the potential to affect patient safety). After investigating both a manual and automated process to improve and standardize patient hand-offs, the team recommended implementing a manual checklist initially, then moving to an automated process once the desired level of process refinement has been achieved.
{"title":"Patient hand-off system improvement","authors":"S. Bae, M. Guerrero, L. Kim, P. O'quinn, L. Tabatabaian","doi":"10.1109/SIEDS.2005.193262","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193262","url":null,"abstract":"Wellmont health system takes a proactive approach to patient safety. Wellmont sought to improve and standardize the patient hand-off process for department transfers originating in the emergency department (ED) and the post anesthesia care unit (PACU) at all four of its hospitals (a patient hand-off occurs when the responsibility for care of a patient changes from one practitioner to another). By utilizing a questionnaire, observations; networking, and existing hospital data, Wellmont Senior Design team identified the major process elements defining the patient hand-off and the most frequent cause of related incidents (an incident is defined as an inefficiency or deviation from procedure that has the potential to affect patient safety). After investigating both a manual and automated process to improve and standardize patient hand-offs, the team recommended implementing a manual checklist initially, then moving to an automated process once the desired level of process refinement has been achieved.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"328 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124634220","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193254
Chin-Chang Chuang, Chia-Chang Tsai
This study made a complete survey in professional construction management (PCM) of Taiwan, generalizing 6 critical executing problems in plan and 15 in design. Based on the characteristics of PCM back-propagation neural network (BPNN) and knowledge-based fuzzy neural network (KBFNN), the PCM planning and designing executing problems (PDEP) knowledge base was created for analyzing the causal relationships between these problems and their influence on overall goals of projects. This result indicates that the primary executing problem in planning stage is improper selection of design consultants. Finally, the PCM executing problems diagnosis system was created with access to serve as references to PCM consultants in project management.
{"title":"A fuzzy neural approach for diagnosing PCM executing problems","authors":"Chin-Chang Chuang, Chia-Chang Tsai","doi":"10.1109/SIEDS.2005.193254","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193254","url":null,"abstract":"This study made a complete survey in professional construction management (PCM) of Taiwan, generalizing 6 critical executing problems in plan and 15 in design. Based on the characteristics of PCM back-propagation neural network (BPNN) and knowledge-based fuzzy neural network (KBFNN), the PCM planning and designing executing problems (PDEP) knowledge base was created for analyzing the causal relationships between these problems and their influence on overall goals of projects. This result indicates that the primary executing problem in planning stage is improper selection of design consultants. Finally, the PCM executing problems diagnosis system was created with access to serve as references to PCM consultants in project management.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"21 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127132166","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193248
J. Bonilla, H. Mohammed, J. Norris, T. Phung, I. Zegada-Frias
United Airlines (UAL) operations estimates that they spent $1.39 million in flight delay costs last year. The SENSIS Corporation was sponsoring the design of a system that would assist airport ramp personnel in the allocation of ramp resources by physically tracking each resource. Through much research and analysis, our group concluded that a good business case could not be made for SENSIS Corporation. Our main sponsor is now United Airlines. The system design described in this paper is an information, resource tracking, and communications system. The key operational benefits of the system include increased situational awareness for ramp personnel and reduced operating costs. A top-down approach was implemented to design the Ramp Operations Monitoring System (ROMS). Research concerning airport operations was conducted to identify the current problems and inefficiencies with ramp resource allocation. Stakeholder interviews were conducted to generate system requirements. The house of quality methodology was used to identify and define the system's functional and physical architecture. Objectives hierarchies were developed to determine the weighting functions for the system's requirements traceability matrix. A model was developed of the aircraft turn process. A model of daily ramp operations was also developed. Stochastic simulations were performed using the two models by using "Arena" to evaluate the proposed design's overall performance. Arena is a discrete event simulation modeling environment. Preliminary results indicate that a business case can be developed for the system described in this paper. Tracking the aircraft turn process appears to be the critical task of the system.
{"title":"Ramp Operations Monitoring System","authors":"J. Bonilla, H. Mohammed, J. Norris, T. Phung, I. Zegada-Frias","doi":"10.1109/SIEDS.2005.193248","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193248","url":null,"abstract":"United Airlines (UAL) operations estimates that they spent $1.39 million in flight delay costs last year. The SENSIS Corporation was sponsoring the design of a system that would assist airport ramp personnel in the allocation of ramp resources by physically tracking each resource. Through much research and analysis, our group concluded that a good business case could not be made for SENSIS Corporation. Our main sponsor is now United Airlines. The system design described in this paper is an information, resource tracking, and communications system. The key operational benefits of the system include increased situational awareness for ramp personnel and reduced operating costs. A top-down approach was implemented to design the Ramp Operations Monitoring System (ROMS). Research concerning airport operations was conducted to identify the current problems and inefficiencies with ramp resource allocation. Stakeholder interviews were conducted to generate system requirements. The house of quality methodology was used to identify and define the system's functional and physical architecture. Objectives hierarchies were developed to determine the weighting functions for the system's requirements traceability matrix. A model was developed of the aircraft turn process. A model of daily ramp operations was also developed. Stochastic simulations were performed using the two models by using \"Arena\" to evaluate the proposed design's overall performance. Arena is a discrete event simulation modeling environment. Preliminary results indicate that a business case can be developed for the system described in this paper. Tracking the aircraft turn process appears to be the critical task of the system.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"193 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122508126","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193231
S. Henry, S. Hoon, M. Hwang, D. Lee, M. DeVore
The widespread need within corporate information systems (IS) divisions to migrate large quantities of data between data stores has spawned a family of commercial products, which are commonly referred to as extract-transform-load (ETL) tools. The focus of this paper is the development of engineering trade studies to be used for ETL tool evaluation. This approach: (1) Identifies selection criteria that are essential in the evaluation of an ETL tool, (2) Develops scenarios that examine each criterion, and (3) Develops quantitative measures useful for evaluating the various aspects of ETL usage. This approach generates replicable evaluation methods that can be used and modified by companies to address their own ETL product needs. With the results generated through such evaluations, companies will be able to make informed decisions and choose the best ETL tool for their purposes.
{"title":"Engineering trade study: extract, transform, load tools for data migration","authors":"S. Henry, S. Hoon, M. Hwang, D. Lee, M. DeVore","doi":"10.1109/SIEDS.2005.193231","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193231","url":null,"abstract":"The widespread need within corporate information systems (IS) divisions to migrate large quantities of data between data stores has spawned a family of commercial products, which are commonly referred to as extract-transform-load (ETL) tools. The focus of this paper is the development of engineering trade studies to be used for ETL tool evaluation. This approach: (1) Identifies selection criteria that are essential in the evaluation of an ETL tool, (2) Develops scenarios that examine each criterion, and (3) Develops quantitative measures useful for evaluating the various aspects of ETL usage. This approach generates replicable evaluation methods that can be used and modified by companies to address their own ETL product needs. With the results generated through such evaluations, companies will be able to make informed decisions and choose the best ETL tool for their purposes.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"86 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123026013","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193283
S. Demuth, J. Felini, J. Gerloff, M. J, N. Swingle, P. Harton, B. Horowitz
In an effort related to urban operations, the United States Army has funded a research project for the University of Virginia (UVA) that includes the design and development of a reconfigurable information management system (RIMS) mission-specific deployments of unattended sensors. Using a highly flexible networking technology called HyperCast, the RIMS project hopes to provide information in a dynamic and adaptable fashion over disparate networks (Liebeherr 1999). As an early step in the RIMS, project, an experiment was performed to evaluate the prototype system's ability to be reconfigured and setup in different scenarios. By testing the time to configure and install the prototype, this experiment helps indicate the current system's ability to rapidly adjust. These results will act as an initial indication that the application of the reconfigurable concept can enhance the ability to rapidly set-up systems on a mission-specific basis.
{"title":"An urban warfare application of systems engineering for the first derivative","authors":"S. Demuth, J. Felini, J. Gerloff, M. J, N. Swingle, P. Harton, B. Horowitz","doi":"10.1109/SIEDS.2005.193283","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193283","url":null,"abstract":"In an effort related to urban operations, the United States Army has funded a research project for the University of Virginia (UVA) that includes the design and development of a reconfigurable information management system (RIMS) mission-specific deployments of unattended sensors. Using a highly flexible networking technology called HyperCast, the RIMS project hopes to provide information in a dynamic and adaptable fashion over disparate networks (Liebeherr 1999). As an early step in the RIMS, project, an experiment was performed to evaluate the prototype system's ability to be reconfigured and setup in different scenarios. By testing the time to configure and install the prototype, this experiment helps indicate the current system's ability to rapidly adjust. These results will act as an initial indication that the application of the reconfigurable concept can enhance the ability to rapidly set-up systems on a mission-specific basis.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"19 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114267417","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2005-04-29DOI: 10.1109/SIEDS.2005.193274
C. Baysan, A. Bertman, R. Maynigo, G. Norville, N. Osborne, T. Taylor
A sales force automation (SFA) tool is a computerized system that provides sales team members and managers with the functionality to track sales leads, manage contacts, control customer relations, monitor sales processes, schedule meetings, forecast sales and analyze employee performance. SFA tools aim to increase the efficiency and effectiveness of a sales team; however many commercially available SFA tools are generically structured solutions that do not accommodate the specific needs of a company. However, because of recent interest and developments in business process management (BPM) software, an emerging technology capable of modeling and automating business processes, it is possible for individual firms to custom-design their own sales force automation tools. In general, BPM software tools provide automated support for tracking tasks across multiple departments as they are completed by different employees. This paper discusses the design and development of an SFA tool using BPM software, including the identification of a detailed sales process, an analysis of the reporting capabilities, a model for determining the probabilistic outcomes of the sales process, and a decision-analytic model for optimizing sales force resource allocation.
{"title":"The design and development of a sales force automation tool using business process management software","authors":"C. Baysan, A. Bertman, R. Maynigo, G. Norville, N. Osborne, T. Taylor","doi":"10.1109/SIEDS.2005.193274","DOIUrl":"https://doi.org/10.1109/SIEDS.2005.193274","url":null,"abstract":"A sales force automation (SFA) tool is a computerized system that provides sales team members and managers with the functionality to track sales leads, manage contacts, control customer relations, monitor sales processes, schedule meetings, forecast sales and analyze employee performance. SFA tools aim to increase the efficiency and effectiveness of a sales team; however many commercially available SFA tools are generically structured solutions that do not accommodate the specific needs of a company. However, because of recent interest and developments in business process management (BPM) software, an emerging technology capable of modeling and automating business processes, it is possible for individual firms to custom-design their own sales force automation tools. In general, BPM software tools provide automated support for tracking tasks across multiple departments as they are completed by different employees. This paper discusses the design and development of an SFA tool using BPM software, including the identification of a detailed sales process, an analysis of the reporting capabilities, a model for determining the probabilistic outcomes of the sales process, and a decision-analytic model for optimizing sales force resource allocation.","PeriodicalId":317634,"journal":{"name":"2005 IEEE Design Symposium, Systems and Information Engineering","volume":"114 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-04-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128116609","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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