In spite of the enormous information technology (IT) investments that have been and are expected to be made to customer relationship management (CRM), customer satisfaction appears unchanged. This suggests that factors other than those related to IT performance determine CRM effectiveness. This study proposes and develops a CRM effectiveness construct comprised of three dimensions: IT performan...

This study analyzes the relationship between the three main enterprise systems (Enterprise Resource Planning (ERP), Supply Chain Management (SCM), Customer Relationship Management (CRM)) and labor productivity. It reveals the performance gains due to different combinations of these systems. It also tests for complementarity among the enterprise systems with respect to their interacting nature. ...

In recent years, marketers have paid lots of attention to a new field called social CRM, created from the combination of social media and traditional customer relationship management (CRM) practices. In the past, traditional CRM practices have mainly focused on the task of valuing individual customers’ profitability through relationship management over time as the proxy of creating the firm’s v...

The shift from a product-oriented business strategy to a customer-focused one has been a major change agent in companies recently. Many companies have invested heavily in technologies enabling a customer-focused relationship marketing strategy. However, there are mixed results as to how successful firms have been in implementing customer relationship management systems. The challenge of managin...

The concept of customer relationship management (CRM) resonates with managers in today's competitive economy. As more and more organizations realize the significance of becoming customer-centric in today's competitive era, they embrace CRM as a core business strategy. CRM an integration of information technology and relationship marketing provides the infrastructure that facilitates long-term r...

Organizations have increasingly recognized the importance of managing customer relationships, and many organizations are turning to customer relationship management (CRM) to better serve customers and facilitate closer relationships with them. This paper examines the implementation of CRM at the Housing and Development Board (HDB) in Singapore. The CRM architecture (comprising operational CRM, ...

It’s common for most large organizations to have multiple customer relationship management (CRM) systems in place at one time to cater to a range of operations, including branches, call centers, e-commerce, sales force automation (SFA), analytics and lead management. In the majority of cases, these systems are based on platforms from a number of diverse software vendors, which are only sometime...

For an organisation to undertake a Customer Relationship Management (CRM) implementation program it needs to consider a multitude of requirements. Some authors have hinted at viewing CRM within a wider perspective than just customer centric perspectives. The aim of this paper is to discuss the domain and conceptualise some of the requirements of CRM from an organisation’s point of view. An orga...

Customer relationship management (CRM) in business‐to‐business (B2B) e‐commerce Yun E. Zeng H. Joseph Wen David C. Yen Article information: To cite this document: Yun E. Zeng H. Joseph Wen David C. Yen, (2003),"Customer relationship management (CRM) in business#to#business (B2B) e#commerce", Information Management & Computer Security, Vol. 11 Iss 1 pp. 39 44 Permanent link to this document: htt...

Customer Relationship Management Systems have been employed by large organisations for a number of years, but with the availability of inexpensive hardware and software and easy access to the Internet, Small and Medium-sized Enterprises (SMEs) are now starting to adopt CRM systems. This paper describes a study of the factors influencing CRM adoption in 126 SMEs in the retail, manufacturing and ...