메뉴 건너뛰기




Volumn 27, Issue 2, 2009, Pages 246-267

What signifies success in e-CRM?

Author keywords

Balanced scorecard; Customer relations; Internet

Indexed keywords


EID: 68649114100     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634500910945011     Document Type: Article
Times cited : (56)

References (37)
  • 1
    • 44949217114 scopus 로고    scopus 로고
    • Internet technology as a tool in customer relationship management
    • Ab Hamid, N.R. and Kassim, N. (2004),Internet technology as a tool in customer relationship management, Journal of American Academy of Business, Vol. 4 Nos 1/2, pp. 103-8.
    • (2004) Journal of American Academy of Business , vol.4 , Issue.1-2 , pp. 103-8
    • Ab Hamid, N.R.1    Kassim, N.2
  • 3
    • 84986014447 scopus 로고    scopus 로고
    • Strategic issues in customer relationship management (CRM) implementation
    • Bull, C. (2003), Strategic issues in customer relationship management (CRM) implementation, Business Process Management, Vol. 9 No. 5, pp. 592-602.
    • (2003) Business Process Management , vol.9 , Issue.5 , pp. 592-602
    • Bull, C.1
  • 4
    • 34547186152 scopus 로고    scopus 로고
    • Critical factors and benefits in the implementation of customer relationship management
    • Chang, H.H. (2007), Critical factors and benefits in the implementation of customer relationship management, Total Quality Management, Vol. 18 No. 5, pp. 483-508.
    • (2007) Total Quality Management , vol.18 , Issue.5 , pp. 483-508
    • Chang, H.H.1
  • 5
    • 30944456735 scopus 로고    scopus 로고
    • An empirical study on the e-CRM performance influence model for service sectors in Taiwan
    • Proceedings of the 2005 International Conference on e-Technology, e-Commerce, and e-Service (IEEE'05), Hong Kong, 29 March-1 April
    • Chang, T., Liao, L. and Hsiao, W. (2005), An empirical study on the e-CRM performance influence model for service sectors in Taiwan, Proceedings of the 2005 International Conference on e-Technology, e-Commerce, and e-Service (IEEE'05), Hong Kong, 29 March-1 April, pp. 240-5.
    • (2005) , pp. 240-5
    • Chang, T.1    Liao, L.2    Hsiao, W.3
  • 6
    • 84986131258 scopus 로고    scopus 로고
    • An empirical study on the e-CRM performance influence model for service sectors in Taiwan
    • Chen, I.J. and Popovich, K. (2003), An empirical study on the e-CRM performance influence model for service sectors in Taiwan, Business Process Management, Vol. 9 No. 5, pp. 672-88.
    • (2003) Business Process Management , vol.9 , Issue.5 , pp. 672-88
    • Chen, I.J.1    Popovich, K.2
  • 8
    • 68649105101 scopus 로고    scopus 로고
    • eCRM success and the value of managerial discretion
    • ANZMAC 2004 (CD), Conference Proceedings of the Australian and New Zealand Marketing Academy, available at
    • Coltman, T. and Dolnicar, S. (2004), eCRM success and the value of managerial discretion, ANZMAC 2004 (CD), Conference Proceedings of the Australian and New Zealand Marketing Academy, available at: http://ro.uow.edu.au/commpapers/83
    • (2004)
    • Coltman, T.1    Dolnicar, S.2
  • 9
    • 38049088954 scopus 로고    scopus 로고
    • Study on the factors of customers' loyalty in e-business world
    • Proceedings of the International Conference on Wireless Communications, Networking and Mobile Computing, Shanghai, 21-25 September
    • Da-wei, L. (2007), Study on the factors of customers' loyalty in e-business world, Proceedings of the International Conference on Wireless Communications, Networking and Mobile Computing, Shanghai, 21-25 September, pp. 3474-7.
    • (2007) , pp. 3474-7
    • Da-Wei, L.1
  • 10
    • 84986014439 scopus 로고    scopus 로고
    • Electronic customer relationship management: Revisiting the general principles of usabilit and resistance - an integrative implementation framework
    • Fjermestad, J. and Romano, N.C. (2003), Electronic customer relationship management: revisiting the general principles of usabilit and resistance - an integrative implementation framework, Business Process Management, Vol. 9 No. 5, pp. 572-91.
    • (2003) Business Process Management , vol.9 , Issue.5 , pp. 572-91
    • Fjermestad, J.1    Romano, N.C.2
  • 11
    • 68649095533 scopus 로고    scopus 로고
    • Evolving to eCRM: How to optimize interactive relationships between you and your customers
    • White paper, Xchange Inc., available at
    • Frawley, A. (2000), Evolving to eCRM: how to optimize interactive relationships between you and your customers, white paper, Xchange Inc., available at: www.ctiforum.com/ technology/CRM/wp03/ecrmwhitepaper.pdf
    • (2000)
    • Frawley, A.1
  • 12
    • 39749086547 scopus 로고    scopus 로고
    • Performance monitoring of CRM initiatives
    • Proceedings of the 40th Hawaii International Conference on System Sciences (HICSS-40), Waikoloa, HI, 3-6 January
    • Grabner-Kräuter, S., Moedritscher, G., Waiguny, M. and Mussnig, W. (2007), Performance monitoring of CRM initiatives, Proceedings of the 40th Hawaii International Conference on System Sciences (HICSS-40), Waikoloa, HI, 3-6 January.
    • (2007)
    • Grabner-Kräuter, S.1    Moedritscher, G.2    Waiguny, M.3    Mussnig, W.4
  • 13
    • 84948667990 scopus 로고    scopus 로고
    • Measuring and managing e-business projects through the balanced scorecard
    • Proceedings of the 35th Hawaii International Conference on System Sciences (HICSS-35), Waikoloa, HI, 5-8 January
    • Grembergen, W.V. and Amelinckx, I. (2002), Measuring and managing e-business projects through the balanced scorecard, Proceedings of the 35th Hawaii International Conference on System Sciences (HICSS-35), Waikoloa, HI, 5-8 January.
    • (2002)
    • Grembergen, W.V.1    Amelinckx, I.2
  • 15
    • 3543114902 scopus 로고    scopus 로고
    • Strategic management of electronic commerce: An adaptation of the balanced scorecard
    • Hasan, H. and Tibbits, H.R. (2000), Strategic management of electronic commerce: an adaptation of the balanced scorecard, Internet Research: Electronic Networking Applications and Policy, Vol. 10 No. 5, pp. 439-50.
    • (2000) Internet Research: Electronic Networking Applications and Policy , vol.10 , Issue.5 , pp. 439-50
    • Hasan, H.1    Tibbits, H.R.2
  • 16
    • 0034978350 scopus 로고    scopus 로고
    • Enabling and measuring electronic customer relationship management readiness
    • Proceedings of the 34th Hawaii International Conference on System Sciences, (HICSS-34), Wailea, HI, 3-6 January
    • Jutla, D., Craig, J. and Bodorik, P. (2001), Enabling and measuring electronic customer relationship management readiness, Proceedings of the 34th Hawaii International Conference on System Sciences, (HICSS-34), Wailea, HI, 3-6 January, pp. 1-10.
    • (2001) , pp. 1-10
    • Jutla, D.1    Craig, J.2    Bodorik, P.3
  • 17
    • 0026494564 scopus 로고
    • The balanced scorecard - measures that drive performance
    • Kaplan, R.S. and Norton, D.P. (1992), The balanced scorecard - measures that drive performance, Harvard Business Review, Vol. 70 No. 1, pp. 71-9.
    • (1992) Harvard Business Review , vol.70 , Issue.1 , pp. 71-9
    • Kaplan, R.S.1    Norton, D.P.2
  • 18
    • 0002091684 scopus 로고    scopus 로고
    • Using the balanced scorecard as a strategic management system
    • Kaplan, R.S. and Norton, D.P. (1996), Using the balanced scorecard as a strategic management system, Harvard Business Review, Vol. 74 No. 1, pp. 75-85.
    • (1996) Harvard Business Review , vol.74 , Issue.1 , pp. 75-85
    • Kaplan, R.S.1    Norton, D.P.2
  • 19
    • 54349116635 scopus 로고    scopus 로고
    • Transforming the balanced scorecard from performance measurement to strategic management: Part I
    • Kaplan, R.S. and Norton, D.P. (2001),Transforming the balanced scorecard from performance measurement to strategic management: part I, Accounting Horizons, Vol. 15 No. 1, pp. 87-104.
    • (2001) Accounting Horizons , vol.15 , Issue.1 , pp. 87-104
    • Kaplan, R.S.1    Norton, D.P.2
  • 20
    • 20344383542 scopus 로고    scopus 로고
    • The state of CRM adoption by the financial services in the UK: An empirical investigation
    • Karakostas, B., Kardaras, D. and Papathanassiou, E. (2005), The state of CRM adoption by the financial services in the UK: an empirical investigation, Information and Management, Vol. 42, pp. 853-63.
    • (2005) Information and Management , vol.42 , pp. 853-63
    • Karakostas, B.1    Kardaras, D.2    Papathanassiou, E.3
  • 22
    • 39749151828 scopus 로고    scopus 로고
    • A study on developing CRM scorecard
    • Proceedings of the 40th Hawaii International Conference on System Sciences (HICSS-40), Waikoloa, HI, 3-6 January
    • Kim, H. and Kim, Y. (2007), A study on developing CRM scorecard, Proceedings of the 40th Hawaii International Conference on System Sciences (HICSS-40), Waikoloa, HI, 3-6 January.
    • (2007)
    • Kim, H.1    Kim, Y.2
  • 23
    • 0347308163 scopus 로고    scopus 로고
    • A model for evaluating the effectiveness of CRM using the balanced scorecard
    • Kim, J., Suh, E. and Hwang, H. (2003), A model for evaluating the effectiveness of CRM using the balanced scorecard, Journal of Interactive Marketing, Vol. 17 No. 2, pp. 5-19.
    • (2003) Journal of Interactive Marketing , vol.17 , Issue.2 , pp. 5-19
    • Kim, J.1    Suh, E.2    Hwang, H.3
  • 24
    • 35948951508 scopus 로고    scopus 로고
    • Organizational characteristics and the CRM adoption process
    • Ko, E., Kim, S.H., Kim, M. and Woo, J.Y. (2008), Organizational characteristics and the CRM adoption process, Journal of Business Research, Vol. 61, pp. 65-74.
    • (2008) Journal of Business Research , vol.61 , pp. 65-74
    • Ko, E.1    Kim, S.H.2    Kim, M.3    Woo, J.Y.4
  • 25
    • 33749569015 scopus 로고    scopus 로고
    • Determinants of E-CRM in influencing customer satisfaction
    • Proceedings of the 9th Pacific Rim International Conference on Artificial Intelligence, Lecture Notes in Computer Science, Springer, Berlin
    • Liu, Y., Zhou, C. and Chen, Y. (2006), Determinants of E-CRM in influencing customer satisfaction, Proceedings of the 9th Pacific Rim International Conference on Artificial Intelligence, Lecture Notes in Computer Science, Vol. 4099, Springer, Berlin, pp. 767-76.
    • (2006) , vol.4099 , pp. 767-76
    • Liu, Y.1    Zhou, C.2    Chen, Y.3
  • 26
    • 0033076569 scopus 로고    scopus 로고
    • The balanced scorecard: A foundation for the strategic management of information systems
    • Martinsons, M., Davison, R. and Tse, D. (1999), The balanced scorecard: a foundation for the strategic management of information systems, Decision Support Systems, Vol. 25 No. 1, pp. 71-88.
    • (1999) Decision Support Systems , vol.25 , Issue.1 , pp. 71-88
    • Martinsons, M.1    Davison, R.2    Tse, D.3
  • 27
    • 29144489032 scopus 로고    scopus 로고
    • Customer relationship management research (1992-2002): An academic literature review and classification
    • Ngai, E.W.T. (2005), Customer relationship management research (1992-2002): an academic literature review and classification, Marketing Intelligence & Planning, Vol. 23 No. 6, pp. 582-605.
    • (2005) Marketing Intelligence & Planning , vol.23 , Issue.6 , pp. 582-605
    • Ngai, E.W.T.1
  • 28
    • 1442300374 scopus 로고    scopus 로고
    • Using E-CRM for a unified view of the customer
    • Pan, S.L. and Lee, J. (2003), Using E-CRM for a unified view of the customer, Communications of the ACM, Vol. 6 No. 4, pp. 95-9.
    • (2003) Communications of the ACM , vol.6 , Issue.4 , pp. 95-9
    • Pan, S.L.1    Lee, J.2
  • 29
    • 4243097550 scopus 로고    scopus 로고
    • Customer relationship management and e-business: More than a software solution
    • Ragins, E.J. and Greco, A.J. (2003), Customer relationship management and e-business: more than a software solution, Review of Business, Vol. 24 No. 1, pp. 25-30.
    • (2003) Review of Business , vol.24 , Issue.1 , pp. 25-30
    • Ragins, E.J.1    Greco, A.J.2
  • 30
    • 12344287560 scopus 로고    scopus 로고
    • Electronic commerce customer relationship management: A research agenda
    • Romano, N.C. and Fjermestad, J. (2003), Electronic commerce customer relationship management: a research agenda, Information Technology and Management, Vol. 4 Nos 2/3, pp. 233-58.
    • (2003) Information Technology and Management , vol.4 , Issue.2-3 , pp. 233-58
    • Romano, N.C.1    Fjermestad, J.2
  • 32
    • 34250324553 scopus 로고    scopus 로고
    • Measurement of return on marketing investment: A conceptual framework and the future of marketing metrics
    • Seggie, S.H., Cavusgil, E. and Phelan, S.E. (2007), Measurement of return on marketing investment: a conceptual framework and the future of marketing metrics, Industrial Marketing Management, Vol. 36, pp. 834-41.
    • (2007) Industrial Marketing Management , vol.36 , pp. 834-41
    • Seggie, S.H.1    Cavusgil, E.2    Phelan, S.E.3
  • 33
    • 30944439095 scopus 로고    scopus 로고
    • A critical survey of protocols proposed by the IETF as enablers for customer interaction in an electronic customer relationship management system - Part I - eCRM metrics
    • Spring
    • Sivakumar, S.C. (2002), A critical survey of protocols proposed by the IETF as enablers for customer interaction in an electronic customer relationship management system - Part I - eCRM Metrics, IEEE Canadian Review, Spring, pp. 5-9.
    • (2002) IEEE Canadian Review , pp. 5-9
    • Sivakumar, S.C.1
  • 34
    • 0003646166 scopus 로고    scopus 로고
    • 4th ed., Prentice-Hall, Englewood Cliffs, NJ
    • Strauss, J., El-Ansary, A. and Frost, R. (2006), E-Marketing, 4th ed., Prentice-Hall, Englewood Cliffs, NJ, pp. 35-41.
    • (2006) E-Marketing , pp. 35-41
    • Strauss, J.1    El-Ansary, A.2    Frost, R.3
  • 35
    • 0035995879 scopus 로고    scopus 로고
    • Internet integrated customer relationship management: A key success factor for companies in the e-commerce arena
    • Tan, X., Yen, D.C. and Fang, X. (2002), Internet integrated customer relationship management: a key success factor for companies in the e-commerce arena, Journal of Computer Information Systems, Vol. 42 No. 3, pp. 77-86.
    • (2002) Journal of Computer Information Systems , vol.42 , Issue.3 , pp. 77-86
    • Tan, X.1    Yen, D.C.2    Fang, X.3
  • 36
    • 0035646217 scopus 로고    scopus 로고
    • A framework for customer relationship management
    • Winer, R.S. (2001), A framework for customer relationship management, California Management Review, Vol. 43 No. 4, pp. 89-105.
    • (2001) California Management Review , vol.43 , Issue.4 , pp. 89-105
    • Winer, R.S.1
  • 37
    • 4243107245 scopus 로고    scopus 로고
    • An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon
    • Zablah, A.R., Bellenger, D.N. and Johnston, W.J. (2004), An evaluation of divergent perspectives on customer relationship management: towards a common understanding of an emerging phenomenon, Industrial Marketing Management, Vol. 33, pp. 475-89.
    • (2004) Industrial Marketing Management , vol.33 , pp. 475-89
    • Zablah, A.R.1    Bellenger, D.N.2    Johnston, W.J.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.