Social-Data Driven Sales Processes in Local Clothing Retail Stores

  • Barbara KellerEmail author
  • Rainer Schmidt
  • Michael Möhring
  • Ralf-Christian Härting
  • Alfred Zimmermann
Conference paper
Part of the Lecture Notes in Business Information Processing book series (LNBIP, volume 256)


Local clothing retailers compete with online retailers but have difficulties to increase cross-selling revenues. Therefore, a data-driven sales process is conceptualized that uses data from social software in order to increase revenue. It identifies and tracks the customer using RFIDs in customer loyalty cards. By these means, social data can be used in all phases of the purchase and both for major and minor purchases. Individual product suggestions and offerings can be tailored. Local retailers are able to catch up with online retailers in their cross- and upselling revenues. In consequence, local retailers are able to stay competitive.


Social BPM Retail Data driven Local retailers Social software Social data Sales processes Clothing retail store 


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Copyright information

© Springer International Publishing Switzerland 2016

Authors and Affiliations

  • Barbara Keller
    • 2
    Email author
  • Rainer Schmidt
    • 1
  • Michael Möhring
    • 2
  • Ralf-Christian Härting
    • 2
  • Alfred Zimmermann
    • 3
  1. 1.Hochschule MünchenMunichGermany
  2. 2.Hochschule AalenAalenGermany
  3. 3.Reutlingen UniversityReutlingenGermany

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