Operational and work system-related success factors for customer relationship management in "Product sales" and "Solution sales" - A descriptive case study

18th European Conference on Information Systems, ECIS 2010

Volumn , Issue , 2010, Pages

  Kamprath, Nora ^a   Röglinger, Maximilian ^a  

^a UNIVERSITY OF AUGSBURG   (Germany)

Author keywords

Case study; Customer relationship management; Sales departments; Success factors

Indexed keywords

ANALYSIS PROCESS; CUSTOMER RELATIONSHIP MANAGEMENT; DATA COLLECTION; FAILURE RATE; INFORMATION REQUIREMENT; IT SYSTEM; ORGANIZATIONAL SETTING; PRODUCT SALES; QUALITATIVE INFORMATION; RESEARCH NEEDS; SALES DEPARTMENT; SALES MANAGER; SALES PROCESS; SUCCESS FACTORS; WORK SYSTEM;

ELECTRICAL ENGINEERING; ELECTRONICS INDUSTRY; INFORMATION SYSTEMS; RESEARCH;

SALES;

EID: 84870631200     PISSN: None     EISSN: None     Source Type: Conference Proceeding    
DOI: None     Document Type: Conference Paper

References (1)

1. Fuchs, C. and Diamantopoulos, A. (2009). Using single-item measures for construct measurement in management research. Die Betriebswirtschaft, 69 (2), 195-210.