In this paper, application of the rough set theory (RST) to feature selection in customer relationship management (CRM) is introduced. Compared to other methods, the RST approach has the advantage of combining both qualitative and quantitative information in the decision analysis, which is extremely important for CRM. Automated decision support for CRM has been proposed in recent years. However...

Abstract This paper tests the meta-analysis based unified theory of acceptance and use technology (meta-UTAUT) model to predict behavioral intentions organizational users their behavior artificial intelligence (AI) integrated customer relationship management (CRM) systems. Data was collected from 315 in India. The hypotheses draw on theoretical underpinnings which have been statistically valida...

Customer Relationship Management (CRM) System is very important to enhance healthcare services, improve cost-effectiveness, and accessibility of the healthcare. Therefore, study of the adoption of the CRM in healthcare at organizational level is necessary to identify factors that influence the CRM adoption. Hence, this study aims at proposing an extended adoption model of CRM systems in Malaysi...

In recent years, the interest on research in Customer Relationship Management (CRM) systems has grown notoriously. Many authors have made individual proposals of interesting topics to be researched around CRM systems, but no overarching research agenda has yet been proposed. Based upon a recent research literature review that we have undertaken, which includes several real case studies conducte...

Since the late 1990s CRM has become a buzzword especially among business practitioners and consultants. Companies have invested or are planning to invest huge amounts to implement CRM strategies, tools and infrastructure in order to win the battle in today’s increasingly competitive economy. However, many executives are struggling with trying to determine how their enterprises will balance the ...

In this paper, we examine the impact of customer relationship management (CRM) on firm performance using a hierarchical construct model. Following the resource-based view of the firm, strategic CRM is conceptualized as an endogenously determined function of the organization’s ability to harness and orchestrate lower order capabilities that comprise physical assets, such as IT infrastructure, an...

Financial Services firms require processes and systems which can support and maintain customer-related information for the purposes of core business-focussed activity. Specifically within the investment banking sector, the importance and criticality of such customer information underpins the firm’s ability to transact sales, trading and other advisory-based services in an efficient and relevant...

Customer relationship management (CRM) is about identifying a company’s best customers and maximising the value from them by satisfying and retaining them. As a business philosophy CRM is seen to be firmly rooted in the concept of relationship marketing, which is aimed at improving long-run profitability by shifting from transaction based marketing to customer retention through effective manage...

This paper suggests a novel success framework for customer relationship management (CRM) based on a conceptual implementation model to identify associated critical factors and their contribution to overall success/failure. Fuzzy analytic network process (FANP) is applied to identify the relative importance of each factor in successful implementation of each stage and the CRM initiative as a uni...