Drawing on the past literature on four retail service areas: content management, customer management, multi-channel management, and visitor traffic management, this research offers an empirical analysis of the relationships between these four service areas and the online sales performance of Web retailers. Using data from an independent source on the profiles as well as operational and sales pe...

This research-in-progress paper uses a socio-technical perspective to analyse how organisational changes unfold in the post-adoption stage of a CRM implementation in an organisation. The qualitative interpretive case study was conducted at an innovative office automation solutions organisation in Bangkok, Thailand. The research findings reveal that the organisation’s sociotechnical system has b...

In the automotive business, financial services have gained in importance over the last few years. Apart from sales promotion, customer retention is a primary concern. As a consequence quality management which had so far been regarded as a discipline of the manufacturing sector, has been taking a central role in the service sector. Therefore the Six Sigma methodology attracts a lot of attention ...

The customer relationship management (CRM) system has been touted as a primary tool for supporting frontline employees’ personalized services tasks. However, while a number of studies focus on the critical role of CRM systems in organizational performance, the link between CRM systems and individual performance is still under-investigation. In order to fill this research gap, this study focuses...

Th e Canary Islands or ‘fortunate islands,’ a Spanish archipelago and a well-known mass tourism destination, is experiencing the redevelopment of its wine industry. In this regard, wine tourism appears to be a natural extension emerging from a traditional product wine that has been part of Canary Islands’ culture for centuries. Th is study explores the extent to which wine, tourism and related ...

We present an introductory review of recent work on the control of open queueing networks. We assume that customers of different types arrive at a network and pass through the system via one of several possible routes; the set of routes available to a customer depends on its type. A route through the network is an ordered set of service stations: a customer queues for service at each station on...

With the rapid development ofmobile technology and large usage rates ofmobile phones, mobile instant message (MIM) services have been widely adopted in China. Although previous studies on the adoption of mobile services are quite extensive, few focus on customer satisfaction and loyalty to MIM in China. In this study, we examine the determinants of customer satisfaction and loyalty. The finding...

An effective Customer Relationships Management (CRM) implementation benefits firms to achieve competitive advantages over others by enhancing customer retention, loyalty, satisfaction, and growing. A successful CRM implementation has become essential owing to the massive percentage of failures that occur. This year, firms are expected to spend more than $27 billion on implementing CRM. While a ...

Proponents of Customer Relationship Management (CRM) suggest that a firm can develop a value creation relationship, such that an increase in customer value, leads to an increase in firm value (Mithas et al., 2005). The value for the customers comes from the provision of goods and services that match their needs. However, the research to date on using e-CRM systems to both foster and monitor thi...

This article studies the problem of sales-force compensation by considering the impact of sales-force behavior on a firm’s production and inventory system. The sales force’s compensation package affects how the salespeople are going to exert their effort, which in turn determines the sales pattern for the firm’s product and ultimately drives the performance of the firm’s production and inventor...