Customer Relationship Management (CRM)1 has been discussed in the literature since the nineties. IT evaluation on the other hand dates back to the eighties starting with a more contemporary approach (Farbey et al. 1999, p. 191). As reported by earlier works, the success rate of CRM implementation projects is up to today still not satisfactory (Becker et al. 2009; Finnegan and Currie 2009). Reas...

In this paper we investigate the collaborative paradigm in Sustainable Supply Chain Management (SSCM). The depth and quality of the relationship between a firm and its suppliers is widely recognised as a critical facilitator of SSCM. Many authors in the field have argued that a collaborative approach to SC relationship management was likely to be more fruitful in achieving sustainable developme...

Many firms operate customer communities online. This is motivated by the belief that customers who join the community become more engaged with the firm and/or its products, and as a result, increase their economic activity with the firm. We describe this potential economic benefit as “social dollars.” This paper contributes evidence for the existence and source of social dollars using data from...

The Customer Relationship Management (CRM) practice involves reengineering of various customer-related processes. The objective of this study is to understand how CRM system enables the business to transform its processes especially the selling chain into the customercentric ones. This study identifies opportunities and barriers to the selling chain reengineering in the Korean Insurance Industr...

Recently, social aspects of information Systems (IS) implementation has received increased attention of the researchers. Consequently, organizational culture and leadership roles also emerged as key areas of investigation for the researchers focusing on improving the effectiveness of IS implementation. However, previous studies have largely ignored the relationship between leadership and IS imp...

Although much research on customer behaviors has demonstrated the positive role of inertia in the action loyalty phase, previous studies on inertia still emphasize the spurious dimension of customer loyalty. This study seeks to analyze how inertia varies with differing levels of alternative attractiveness, relationship length, and commitment in affecting customer loyalty. The results suggest th...

Since the early 1980s, the concept of relationship management in marketing area has gained its importance. Acquiring and retaining the most profitable customers are serious concerns of a company to perform more targeted marketing campaigns. For effective customer relationship management, it is important to gather information on customer value. Many researches have been performed to calculate cu...

One of the major issues in IT outsourcing is the management of the client-vendor relationship. Researchers have suggested the use of both formal processes such as contract negotiations and bidding and to informal processes such as relationship management to reduce vendor opportunistic behaviors. This paper explores psychological beliefs about mutual obligations in outsourcing relationships thro...

I many different managerial contexts, consumers “leave money on the table” by, for example, their failure to claim rebates, use available coupons, and so on. This project focuses on a related problem faced by homeowners who may be reluctant to file insurance claims despite the fact their losses are covered. We model this consumer decision by introducing the concept of the “pseudodeductible,” a ...

This paper focuses on the business aspects of architecture decision making – in particular how to quantify the customer value of quality improvements to support architecture investment decisions. We developed concepts for quantifying the impact of quality improvements on customer value, customer value-in-use, and customer segments. In two real-life case studies we present (1) how the concept fo...