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Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

Data Analytics: Challenges and Opportunities for the Family Business

Data Analytics: Challenges and Opportunities for the Family Business
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Author(s): Manuel Alejandro Morales-Serazzi (Universidad Austral de Chile, Chile), Oscar González-Benito (Universidad de Salamanca, Spain) and Mercedes Martos-Partal (Universidad de Salamanca, Spain)
Copyright: 2020
Pages: 18
Source title: Handbook of Research on the Strategic Management of Family Businesses
Source Author(s)/Editor(s): Jesús Manuel Palma-Ruiz (Universidad Autónoma de Chihuahua, Mexico), Ismael Barros-Contreras (Universidad Austral de Chile, Chile) and Luca Gnan (University of Rome "Tor Vergata", Italy)
DOI: 10.4018/978-1-7998-2269-1.ch016


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The growing proliferation of data in firms around the world have made analytics a success factor for business growth, and by default, achieving greater performance. This research proposes a data analytics model for marketing decision making. Literature was reviewed, and several key factors for the growth of the family business were identified. In addition, 140 marketing managers from family and non-family firms in Spain were surveyed. Four key factors were identified to implement a data analytics project. An empirical model is presented, which allows visualizing the relationships that generate quality information. Data analytics is a competitive advantage for recognized firms in the world; however, there is an underutilization of information by the family business. This chapter allows reducing the gap between competitors, regardless of their ownership structure. Therefore, it declares a challenge and an opportunity for the family firm.

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