-
1
-
-
84877831348
-
-
Department for Business Innovation and Choice, available at: (accessed 25 May 2012).
-
BIS (2011), Better Choices, Better Deals: Consumers Powering Growth, Department for Business Innovation and Choice, available at: www.bis.gov.uk/assets/biscore/consumer-issues/docs/b/11-749-better-choices-better-deals-consumers-powering-growth.pdf (accessed 25 May 2012).
-
(2011)
Better Choices, Better Deals: Consumers Powering Growth
-
-
-
2
-
-
33749584298
-
CRM implementation: effectiveness issues and insights
-
Bohling, T., Bowman, D., LaValle, S., Mittal, V., Narayandas, D., Ramani, G. and Varadarajan, R. (2006), “CRM implementation: effectiveness issues and insights”, Journal of Service Research, Vol. 9 No. 2, pp. 184-194.
-
(2006)
Journal of Service Research
, vol.9
, Issue.2
, pp. 184-194
-
-
Bohling, T.1
Bowman, D.2
LaValle, S.3
Mittal, V.4
Narayandas, D.5
Ramani, G.6
Varadarajan, R.7
-
4
-
-
0036112625
-
Customer relationship management: key components for IT success
-
Bose, R. (2002), “Customer relationship management: key components for IT success”, Industrial Management & Data Systems, Vol. 102 No. 2, pp. 89-97.
-
(2002)
Industrial Management & Data Systems
, vol.102
, Issue.2
, pp. 89-97
-
-
Bose, R.1
-
5
-
-
27144512930
-
A customer relationship management roadmap: what is known, potential pitfalls, and where to go
-
Boulding, W., Staelin, R., Ehret, M. and Johnston, W.J. (2005), “A customer relationship management roadmap: what is known, potential pitfalls, and where to go”, Journal of Marketing, Vol. 69 No. 4, pp. 155-166.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 155-166
-
-
Boulding, W.1
Staelin, R.2
Ehret, M.3
Johnston, W.J.4
-
6
-
-
0037484330
-
Creating customer knowledge competence: managing customer relationship management programs strategically
-
Campbell, A.J. (2003), “Creating customer knowledge competence: managing customer relationship management programs strategically”, Industrial Marketing Management, Vol. 32 No. 5, pp. 375-383.
-
(2003)
Industrial Marketing Management
, vol.32
, Issue.5
, pp. 375-383
-
-
Campbell, A.J.1
-
7
-
-
27144464024
-
Reducing adverse selection through customer relationship management
-
Cao, Y. and Gruca, T.S. (2005), “Reducing adverse selection through customer relationship management”, Journal of Marketing, Vol. 69 No. 4, pp. 219-229.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 219-229
-
-
Cao, Y.1
Gruca, T.S.2
-
8
-
-
33747309072
-
Methodology for customer relationship management
-
Chalmeta, R. (2006), “Methodology for customer relationship management”, Journal of Systems and Software, Vol. 79 No. 7, pp. 1015-1024.
-
(2006)
Journal of Systems and Software
, vol.79
, Issue.7
, pp. 1015-1024
-
-
Chalmeta, R.1
-
9
-
-
34547186152
-
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 & Business Excellence, Vol. 18 No. 5, pp. 483-508.
-
(2007)
Total Quality Management & Business Excellence
, vol.18
, Issue.5
, pp. 483-508
-
-
Chang, H.H.1
-
10
-
-
84986131258
-
Understanding customer relationship management (CRM): people, process and technology
-
Chen, I.J. and Popovich, K. (2003), “Understanding customer relationship management (CRM): people, process and technology”, Business Process Management Journal, Vol. 9 No. 5, pp. 672-688.
-
(2003)
Business Process Management Journal
, vol.9
, Issue.5
, pp. 672-688
-
-
Chen, I.J.1
Popovich, K.2
-
11
-
-
34548085874
-
Why build a customer relationship management capability?
-
Coltman, T. (2007), “Why build a customer relationship management capability?”, Journal of Strategic Information Systems, Vol. 16 No. 3, pp. 301-320.
-
(2007)
Journal of Strategic Information Systems
, vol.16
, Issue.3
, pp. 301-320
-
-
Coltman, T.1
-
12
-
-
39649098445
-
Cross-functional interface and disruption in CRM projects: is marketing from Venus and information systems from Mars?
-
Cooper, M.J., Gwin, C.F. and Wakefield, K.L. (2008), “Cross-functional interface and disruption in CRM projects: is marketing from Venus and information systems from Mars?”, Journal of Business Research, Vol. 61 No. 4, pp. 292-299.
-
(2008)
Journal of Business Research
, vol.61
, Issue.4
, pp. 292-299
-
-
Cooper, M.J.1
Gwin, C.F.2
Wakefield, K.L.3
-
13
-
-
84887263187
-
Total quality management and information technologies: an exploration of the issues
-
Dewhurst, F., Martinez Lorente, A.R. and Dale, B.G. (1999), “Total quality management and information technologies: an exploration of the issues”, International Journal of Quality & Reliability Management, Vol. 16 No. 4, pp. 392-406.
-
(1999)
International Journal of Quality & Reliability Management
, vol.16
, Issue.4
, pp. 392-406
-
-
Dewhurst, F.1
Martinez Lorente, A.R.2
Dale, B.G.3
-
14
-
-
1242287847
-
Knowledge management in eBusiness and customer relationship management: South African case study findings
-
du Plessis, M. and Boon, J.A. (2004), “Knowledge management in eBusiness and customer relationship management: South African case study findings”, International Journal of Information Management, Vol. 24 No. 1, pp. 73-86.
-
(2004)
International Journal of Information Management
, vol.24
, Issue.1
, pp. 73-86
-
-
du Plessis, M.1
Boon, J.A.2
-
15
-
-
4243134837
-
Managing the trade-off between relationships and value networks: towards a value-based approach of customer relationship management in business-to-business markets
-
Ehret, M. (2004), “Managing the trade-off between relationships and value networks: towards a value-based approach of customer relationship management in business-to-business markets”, Industrial Marketing Management, Vol. 33 No. 6, pp. 465-473.
-
(2004)
Industrial Marketing Management
, vol.33
, Issue.6
, pp. 465-473
-
-
Ehret, M.1
-
16
-
-
79551550768
-
Customer relationship management and company performance-the mediating role of new product performance
-
Ernst, H., Hoyer, W.D. and Krafft, M. (2011), “Customer relationship management and company performance-the mediating role of new product performance”, Journal of the Academy of Marketing Science, Vol. 39 No. 2, pp. 290-306.
-
(2011)
Journal of the Academy of Marketing Science
, vol.39
, Issue.2
, pp. 290-306
-
-
Ernst, H.1
Hoyer, W.D.2
Krafft, M.3
-
17
-
-
77951657411
-
Customer focus, service process fit and customer relationship management profitability: the effect of knowledge sharing
-
Fan, Y.-W. and Ku, E. (2010), “Customer focus, service process fit and customer relationship management profitability: the effect of knowledge sharing”, The Service Industries Journal, Vol. 30 No. 2, pp. 203-223.
-
(2010)
The Service Industries Journal
, vol.30
, Issue.2
, pp. 203-223
-
-
Fan, Y.-W.1
Ku, E.2
-
18
-
-
79955592380
-
Customer management and CRM: addressing the dark side
-
Frow, P., Payne, A., Wilkinson, I.F. and Young, L. (2011), “Customer management and CRM: addressing the dark side”, Journal of Services Marketing, Vol. 25 No. 2, pp. 79-89.
-
(2011)
Journal of Services Marketing
, vol.25
, Issue.2
, pp. 79-89
-
-
Frow, P.1
Payne, A.2
Wilkinson, I.F.3
Young, L.4
-
19
-
-
77954635653
-
-
4th ed., McGraw-Hill, New York, NY
-
Greenberg, P. (2010a), CRM at the Speed of Light: Social CRM Strategies, Tools, and Techniques for Engaging Your Customers, 4th ed., McGraw-Hill, New York, NY.
-
(2010)
CRM at the Speed of Light: Social CRM Strategies, Tools, and Techniques for Engaging Your Customers
-
-
Greenberg, P.1
-
20
-
-
77956086949
-
The impact of CRM 2.0 on customer insight
-
Greenberg, P. (2010b), “The impact of CRM 2.0 on customer insight”, Journal of Business & Industrial Marketing, Vol. 25 No. 6, pp. 410-419.
-
(2010)
Journal of Business & Industrial Marketing
, vol.25
, Issue.6
, pp. 410-419
-
-
Greenberg, P.1
-
21
-
-
46349107090
-
Service logic revisited: who creates value? And who co-creates?
-
Grönroos, C. (2008), “Service logic revisited: who creates value? And who co-creates?”, European Business Review, Vol. 20 No. 4, pp. 298-314.
-
(2008)
European Business Review
, vol.20
, Issue.4
, pp. 298-314
-
-
Grönroos, C.1
-
22
-
-
78149262592
-
Adopting a service logic in manufacturing: conceptual foundation and metrics for mutual value creation
-
Grönroos, C. and Helle, P. (2010), “Adopting a service logic in manufacturing: conceptual foundation and metrics for mutual value creation”, Journal of Service Management, Vol. 21 No. 5, pp. 564-590.
-
(2010)
Journal of Service Management
, vol.21
, Issue.5
, pp. 564-590
-
-
Grönroos, C.1
Helle, P.2
-
23
-
-
77955603494
-
The impact of new media in consumer relationships
-
Hennig-Thurau, T., Malthouse, E.C., Friege, C., Gensler, S., Lobschat, L., Rangaswamy, A. and Skiera, B. (2010), “The impact of new media in consumer relationships”, Journal of Service Research, Vol. 13 No. 3, pp. 311-330.
-
(2010)
Journal of Service Research
, vol.13
, Issue.3
, pp. 311-330
-
-
Hennig-Thurau, T.1
Malthouse, E.C.2
Friege, C.3
Gensler, S.4
Lobschat, L.5
Rangaswamy, A.6
Skiera, B.7
-
24
-
-
70349318682
-
Managing dynamics in a customer portfolio
-
Homburg, C., Steiner, V.V. and Totzek, D. (2009), “Managing dynamics in a customer portfolio”, Journal of Marketing, Vol. 73 No. 5, pp. 70-89.
-
(2009)
Journal of Marketing
, vol.73
, Issue.5
, pp. 70-89
-
-
Homburg, C.1
Steiner, V.V.2
Totzek, D.3
-
26
-
-
27144482455
-
The role of relational information processes and technology use in customer relationship management
-
Jayachandran, S., Sharma, S., Kaufman, P. and Raman, P. (2005), “The role of relational information processes and technology use in customer relationship management”, Journal of Marketing, Vol. 69 No. 4, pp. 177-192.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 177-192
-
-
Jayachandran, S.1
Sharma, S.2
Kaufman, P.3
Raman, P.4
-
27
-
-
32044441620
-
Choice models and customer relationship management
-
Kamakura, W., Mela, C.F., Ansari, A., Bodapati, A., Fader, P., Iyengar, R., Naik, P., Neslin, S., Sun, B., Verhoef, P.C., Wedel, M. and Wilcox, R. (2005), “Choice models and customer relationship management”, Marketing Letters, Vol. 16 Nos 3/4, pp. 279-291.
-
(2005)
Marketing Letters
, vol.16
, Issue.3-4
, pp. 279-291
-
-
Kamakura, W.1
Mela, C.F.2
Ansari, A.3
Bodapati, A.4
Fader, P.5
Iyengar, R.6
Naik, P.7
Neslin, S.8
Sun, B.9
Verhoef, P.C.10
Wedel, M.11
Wilcox, R.12
-
28
-
-
0034906006
-
Impact of information technology management practices on customer service
-
Karimi, R., Somers, T.M. and Gupta, Y.P. (2001), “Impact of information technology management practices on customer service”, Journal of Management Information Systems, Vol. 17 No. 4, pp. 125-158.
-
(2001)
Journal of Management Information Systems
, vol.17
, Issue.4
, pp. 125-158
-
-
Karimi, R.1
Somers, T.M.2
Gupta, Y.P.3
-
29
-
-
67349269931
-
A CRM performance measurement framework: its development process and application
-
Kim, H.-S. and Kim, Y.-G. (2009), “A CRM performance measurement framework: its development process and application”, Industrial Marketing Management, Vol. 38 No. 4, pp. 477-489.
-
(2009)
Industrial Marketing Management
, vol.38
, Issue.4
, pp. 477-489
-
-
Kim, H.-S.1
Kim, Y.-G.2
-
30
-
-
43049167169
-
Understanding success and failure in customer relationship management
-
King, S.F. and Burgess, T.F. (2008), “Understanding success and failure in customer relationship management”, Industrial Marketing Management, Vol. 37 No. 4, pp. 421-431.
-
(2008)
Industrial Marketing Management
, vol.37
, Issue.4
, pp. 421-431
-
-
King, S.F.1
Burgess, T.F.2
-
31
-
-
35948951508
-
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 No. 1, pp. 65-74.
-
(2008)
Journal of Business Research
, vol.61
, Issue.1
, pp. 65-74
-
-
Ko, E.1
Kim, S.H.2
Kim, M.3
Woo, J.Y.4
-
32
-
-
84992979584
-
Customer relationship management: strategic lessons and future directions
-
Kotorov, R. (2003), “Customer relationship management: strategic lessons and future directions”, Business Process Management Journal, Vol. 9 No. 5, pp. 566-571.
-
(2003)
Business Process Management Journal
, vol.9
, Issue.5
, pp. 566-571
-
-
Kotorov, R.1
-
33
-
-
70449381443
-
The impact of customer relationship management implementation on cost and profit efficiencies: evidence from the US commercial banking industry
-
Krasnikov, A., Jayachandran, S. and Kumar, V. (2009), “The impact of customer relationship management implementation on cost and profit efficiencies: evidence from the US commercial banking industry”, Journal of Marketing, Vol. 73 No. 6, pp. 61-76.
-
(2009)
Journal of Marketing
, vol.73
, Issue.6
, pp. 61-76
-
-
Krasnikov, A.1
Jayachandran, S.2
Kumar, V.3
-
34
-
-
33749641064
-
-
Wiley, Hoboken, NJ
-
Kumar, V. and Reinartz, W.J. (2006), Customer Relationship Management: A Databased Approach, Wiley, Hoboken, NJ.
-
(2006)
Customer Relationship Management: A Databased Approach
-
-
Kumar, V.1
Reinartz, W.J.2
-
35
-
-
74349120400
-
Customer relationship management as a business process
-
Lambert, D.M. (2010), “Customer relationship management as a business process”, Journal of Business & Industrial Marketing, Vol. 25 Nos 1/2, pp. 4-17.
-
(2010)
Journal of Business & Industrial Marketing
, vol.25
, Issue.1-2
, pp. 4-17
-
-
Lambert, D.M.1
-
36
-
-
4243150644
-
Letter from the editor: special issue on customer relationship marketing
-
LaPlaca, P.J. (2004), “Letter from the editor: special issue on customer relationship marketing”, Industrial Marketing Management, Vol. 33 No. 6, pp. 463-464.
-
(2004)
Industrial Marketing Management
, vol.33
, Issue.6
, pp. 463-464
-
-
LaPlaca, P.J.1
-
37
-
-
21644473756
-
An empirical study of dynamic customer relationship management
-
Li, C., Xu, Y. and Li, H. (2005), “An empirical study of dynamic customer relationship management”, Journal of Retailing and Consumer Services, Vol. 12 No. 6, pp. 431-441.
-
(2005)
Journal of Retailing and Consumer Services
, vol.12
, Issue.6
, pp. 431-441
-
-
Li, C.1
Xu, Y.2
Li, H.3
-
38
-
-
79151477710
-
Marketing metrics' usage: its predictors and implications for customer relationship management
-
Li, L.-Y. (2011), “Marketing metrics' usage: its predictors and implications for customer relationship management”, Industrial Marketing Management, Vol. 40 No. 1, pp. 139-148.
-
(2011)
Industrial Marketing Management
, vol.40
, Issue.1
, pp. 139-148
-
-
Li, L.-Y.1
-
39
-
-
33645948499
-
Knowledge-enabled procedure for customer relationship management
-
Lin, Y., Su, H.Y. and Chien, S.A. (2006), “Knowledge-enabled procedure for customer relationship management”, Industrial Marketing Management, Vol. 35 No. 4, pp. 446-456.
-
(2006)
Industrial Marketing Management
, vol.35
, Issue.4
, pp. 446-456
-
-
Lin, Y.1
Su, H.Y.2
Chien, S.A.3
-
40
-
-
20144384635
-
Customer relationship management: the case of a European bank
-
Lindgreen, A. and Antioco, M. (2005), “Customer relationship management: the case of a European bank”, Marketing Intelligence & Planning, Vol. 23 Nos 2/3, pp. 136-154.
-
(2005)
Marketing Intelligence & Planning
, vol.23
, Issue.2-3
, pp. 136-154
-
-
Lindgreen, A.1
Antioco, M.2
-
41
-
-
36849093610
-
Marketing's evolving identity: defining our future
-
Lusch, R.F. (2007), “Marketing's evolving identity: defining our future”, Journal of Public Policy & Marketing, Vol. 26 No. 2, pp. 261-268.
-
(2007)
Journal of Public Policy & Marketing
, vol.26
, Issue.2
, pp. 261-268
-
-
Lusch, R.F.1
-
42
-
-
41149134803
-
New trends in innovation and customer relationship management – a challenge for market researchers
-
Maklan, S., Knox, S. and Ryals, L. (2008), “New trends in innovation and customer relationship management – a challenge for market researchers”, International Journal of Market Research, Vol. 50 No. 2, pp. 221-240.
-
(2008)
International Journal of Market Research
, vol.50
, Issue.2
, pp. 221-240
-
-
Maklan, S.1
Knox, S.2
Ryals, L.3
-
43
-
-
34249698229
-
Critical success factors for a customer relationship management strategy
-
Mendoza, L.E., Marius, A., Perez, M. and Griman, A.C. (2007), “Critical success factors for a customer relationship management strategy”, Information and Software Technology, Vol. 49 No. 8, pp. 913-945.
-
(2007)
Information and Software Technology
, vol.49
, Issue.8
, pp. 913-945
-
-
Mendoza, L.E.1
Marius, A.2
Perez, M.3
Griman, A.C.4
-
44
-
-
27144489130
-
Why do customer relationship management applications affect customer satisfaction?
-
Mithas, S., Krishnan, M.S. and Fornell, C. (2005), “Why do customer relationship management applications affect customer satisfaction?”, Journal of Marketing, Vol. 69 No. 4, pp. 201-209.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 201-209
-
-
Mithas, S.1
Krishnan, M.S.2
Fornell, C.3
-
45
-
-
34248588056
-
Interactions in virtual customer environments: implications for product support and customer relationship management
-
Nambisan, S. and Baron, R.A. (2007), “Interactions in virtual customer environments: implications for product support and customer relationship management”, Journal of Interactive Marketing, Vol. 21 No. 2, pp. 42-62.
-
(2007)
Journal of Interactive Marketing
, vol.21
, Issue.2
, pp. 42-62
-
-
Nambisan, S.1
Baron, R.A.2
-
46
-
-
29144489032
-
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
-
47
-
-
23944439814
-
Customer relationship management: emerging practice, process, and discipline
-
Parvatiyar, A. and Sheth, J.N. (2001), “Customer relationship management: emerging practice, process, and discipline”, Journal of Economic & Social Research, Vol. 3 No. 2, pp. 1-34.
-
(2001)
Journal of Economic & Social Research
, vol.3
, Issue.2
, pp. 1-34
-
-
Parvatiyar, A.1
Sheth, J.N.2
-
48
-
-
4243180305
-
The role of multichannel integration in customer relationship management
-
Payne, A. and Frow, P. (2004), “The role of multichannel integration in customer relationship management”, Industrial Marketing Management, Vol. 33 No. 6, pp. 527-538.
-
(2004)
Industrial Marketing Management
, vol.33
, Issue.6
, pp. 527-538
-
-
Payne, A.1
Frow, P.2
-
49
-
-
27144554229
-
A strategic framework for customer relationship management
-
Payne, A. and Frow, P. (2005), “A strategic framework for customer relationship management”, Journal of Marketing, Vol. 69 No. 4, pp. 167-176.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 167-176
-
-
Payne, A.1
Frow, P.2
-
50
-
-
0009027435
-
Data mining in marketing: part 1
-
Peacock, P.R. (1998), “Data mining in marketing: part 1”, Marketing Management, Vol. 6 No. 4, pp. 9-18.
-
(1998)
Marketing Management
, vol.6
, Issue.4
, pp. 9-18
-
-
Peacock, P.R.1
-
51
-
-
0001318577
-
Customer relationship management (CRM) in financial services
-
Peppard, J. (2000), “Customer relationship management (CRM) in financial services”, European Management Journal, Vol. 18 No. 3, pp. 312-327.
-
(2000)
European Management Journal
, vol.18
, Issue.3
, pp. 312-327
-
-
Peppard, J.1
-
52
-
-
12144258789
-
-
Wiley, Hoboken, NJ
-
Peppers, D. and Rogers, M. (2004), Managing Customer Relationships: A Strategic Framework, Wiley, Hoboken, NJ.
-
(2004)
Managing Customer Relationships: A Strategic Framework
-
-
Peppers, D.1
Rogers, M.2
-
53
-
-
12144258789
-
-
2nd ed., Wiley, Hoboken, NJ
-
Peppers, D. and Rogers, M. (2011), Managing Customer Relationships: A Strategic Framework, 2nd ed., Wiley, Hoboken, NJ.
-
(2011)
Managing Customer Relationships: A Strategic Framework
-
-
Peppers, D.1
Rogers, M.2
-
54
-
-
33749642301
-
Issues and perspectives in global customer relationship management
-
Ramaseshan, B., Bejou, D., Jain, S., Mason, C. and Pancras, J. (2006), “Issues and perspectives in global customer relationship management”, Journal of Service Research, Vol. 9 No. 2, pp. 195-207.
-
(2006)
Journal of Service Research
, vol.9
, Issue.2
, pp. 195-207
-
-
Ramaseshan, B.1
Bejou, D.2
Jain, S.3
Mason, C.4
Pancras, J.5
-
55
-
-
0003821850
-
-
Harvard Business School Press, Boston, MA
-
Reichheld, F. (1996), The Loyalty Effect: The Hidden Force Behind Growth, Profits and Lasting Value, Harvard Business School Press, Boston, MA.
-
(1996)
The Loyalty Effect: The Hidden Force Behind Growth, Profits and Lasting Value
-
-
Reichheld, F.1
-
56
-
-
84893967065
-
Customer relationship management and firm performance: the mediating role of business strategy
-
Reimann, M., Schilke, O. and Thomas, J.S. (2010), “Customer relationship management and firm performance: the mediating role of business strategy”, Journal of the Academy of Marketing Science, Vol. 38 No. 3, pp. 326-346.
-
(2010)
Journal of the Academy of Marketing Science
, vol.38
, Issue.3
, pp. 326-346
-
-
Reimann, M.1
Schilke, O.2
Thomas, J.S.3
-
57
-
-
4344657010
-
The customer relationship management process: its measurement and impact on performance
-
Reinartz, W., Krafft, M. and Hoyer, W.D. (2004), “The customer relationship management process: its measurement and impact on performance”, Journal of Marketing Research, Vol. 41 No. 3, pp. 293-305.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.3
, pp. 293-305
-
-
Reinartz, W.1
Krafft, M.2
Hoyer, W.D.3
-
58
-
-
35348872647
-
An examination of customer relationship management (CRM) technology adoption and its impact on business-to-business customer relationships
-
Richard, J.E., Thirkell, P.C. and Huff, S.L. (2007), “An examination of customer relationship management (CRM) technology adoption and its impact on business-to-business customer relationships”, Total Quality Management & Business Excellence, Vol. 18 No. 8, pp. 927-945.
-
(2007)
Total Quality Management & Business Excellence
, vol.18
, Issue.8
, pp. 927-945
-
-
Richard, J.E.1
Thirkell, P.C.2
Huff, S.L.3
-
59
-
-
39749162834
-
Customer relationship management: finding value drivers
-
Richards, K.A. and Jones, E. (2008), “Customer relationship management: finding value drivers”, Industrial Marketing Management, Vol. 37 No. 2, pp. 120-130.
-
(2008)
Industrial Marketing Management
, vol.37
, Issue.2
, pp. 120-130
-
-
Richards, K.A.1
Jones, E.2
-
60
-
-
19644400732
-
CRM done right
-
Rigby, D.K. and Ledingham, D. (2004), “CRM done right”, Harvard Business Review, Vol. 82 No. 11, pp. 118-129.
-
(2004)
Harvard Business Review
, vol.82
, Issue.11
, pp. 118-129
-
-
Rigby, D.K.1
Ledingham, D.2
-
61
-
-
0036481247
-
Avoid the four perils of CRM
-
Rigby, D.K., Reichheld, F. and Schefter, P. (2002), “Avoid the four perils of CRM”, Harvard Business Review, Vol. 80 No. 2, pp. 101-109.
-
(2002)
Harvard Business Review
, vol.80
, Issue.2
, pp. 101-109
-
-
Rigby, D.K.1
Reichheld, F.2
Schefter, P.3
-
62
-
-
34547173367
-
Strategy, technology and organizational alignment: key components of CRM success
-
Roberts, M.L., Liu, R.R. and Hazard, K. (2005), “Strategy, technology and organizational alignment: key components of CRM success”, Journal of Database Marketing & Customer Strategy Management, Vol. 12 No. 4, pp. 315-326.
-
(2005)
Journal of Database Marketing & Customer Strategy Management
, vol.12
, Issue.4
, pp. 315-326
-
-
Roberts, M.L.1
Liu, R.R.2
Hazard, K.3
-
63
-
-
17844391275
-
The priority factor model for customer relationship management system success
-
Roh, T.H., Ahn, C.K. and Han, I. (2005), “The priority factor model for customer relationship management system success”, Expert Systems with Applications, Vol. 28 No. 4, pp. 641-654.
-
(2005)
Expert Systems with Applications
, vol.28
, Issue.4
, pp. 641-654
-
-
Roh, T.H.1
Ahn, C.K.2
Han, I.3
-
64
-
-
27144539220
-
Making customer relationship management work: the measurement and profitable management of customer relationships
-
Ryals, L. (2005), “Making customer relationship management work: the measurement and profitable management of customer relationships”, Journal of Marketing, Vol. 69 No. 4, pp. 252-261.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 252-261
-
-
Ryals, L.1
-
65
-
-
33846052876
-
When customer relationship management meets data mining
-
Shankar, V. and Winer, R.S. (2006), “When customer relationship management meets data mining”, Journal of Interactive Marketing, Vol. 20 Nos 3/4, pp. 2-4.
-
(2006)
Journal of Interactive Marketing
, vol.20
, Issue.3-4
, pp. 2-4
-
-
Shankar, V.1
Winer, R.S.2
-
66
-
-
27144512928
-
Strategic firm commitments and rewards for customer relationship management in online retailing
-
Srinivasan, R. and Moorman, C. (2005), “Strategic firm commitments and rewards for customer relationship management in online retailing”, Journal of Marketing, Vol. 69 No. 4, pp. 193-200.
-
(2005)
Journal of Marketing
, vol.69
, Issue.4
, pp. 193-200
-
-
Srinivasan, R.1
Moorman, C.2
-
67
-
-
84986104507
-
CRM and customer-centric knowledge management: an empirical research
-
Stefanou, C.J., Sarmaniotis, C. and Stafyla, A. (2003), “CRM and customer-centric knowledge management: an empirical research”, Business Process Management Journal, Vol. 9 No. 5, pp. 617-634.
-
(2003)
Business Process Management Journal
, vol.9
, Issue.5
, pp. 617-634
-
-
Stefanou, C.J.1
Sarmaniotis, C.2
Stafyla, A.3
-
68
-
-
0003103458
-
Managing the change from marketing planning to customer relationship management
-
Stone, M., Woodcock, N. and Wilson, M. (1996), “Managing the change from marketing planning to customer relationship management”, Long Range Planning, Vol. 29 No. 5, pp. 675-683.
-
(1996)
Long Range Planning
, vol.29
, Issue.5
, pp. 675-683
-
-
Stone, M.1
Woodcock, N.2
Wilson, M.3
-
69
-
-
33750486527
-
Towards a holistic perspective of customer relationship management (CRM) implementation: a case study of the Housing and Development Board, Singapore
-
Teo, T.S.H., Devadoss, P. and Pan, S.L. (2006), “Towards a holistic perspective of customer relationship management (CRM) implementation: a case study of the Housing and Development Board, Singapore”, Decision Support Systems, Vol. 42 No. 3, pp. 1613-1627.
-
(2006)
Decision Support Systems
, vol.42
, Issue.3
, pp. 1613-1627
-
-
Teo, T.S.H.1
Devadoss, P.2
Pan, S.L.3
-
70
-
-
33749819409
-
Identifying issues in customer relationship management at Merck-Medco
-
Torkzadeh, G., Chang, J.C.-J. and Hansen, G.W. (2006), “Identifying issues in customer relationship management at Merck-Medco”, Decision Support Systems, Vol. 42 No. 2, pp. 1116-1130.
-
(2006)
Decision Support Systems
, vol.42
, Issue.2
, pp. 1116-1130
-
-
Torkzadeh, G.1
Chang, J.C.-J.2
Hansen, G.W.3
-
71
-
-
1642587247
-
Evolving to a new dominant logic for marketing
-
Vargo, S.L. and Lusch, R.F. (2004), “Evolving to a new dominant logic for marketing”, Journal of Marketing, Vol. 68 No. 1, pp. 1-17.
-
(2004)
Journal of Marketing
, vol.68
, Issue.1
, pp. 1-17
-
-
Vargo, S.L.1
Lusch, R.F.2
-
72
-
-
41549086861
-
Service-dominant logic: continuing the evolution
-
Vargo, S.L. and Lusch, R.F. (2008), “Service-dominant logic: continuing the evolution”, Journal of the Academy of Marketing Science, Vol. 36 No. 2, pp. 1-10.
-
(2008)
Journal of the Academy of Marketing Science
, vol.36
, Issue.2
, pp. 1-10
-
-
Vargo, S.L.1
Lusch, R.F.2
-
73
-
-
36349012471
-
Optimal customer relationship management using Bayesian decision theory: an application for customer selection
-
Venkatesan, R., Kumar, V. and Bohling, T. (2007), “Optimal customer relationship management using Bayesian decision theory: an application for customer selection”, Journal of Marketing Research, Vol. 44 No. 4, pp. 579-594.
-
(2007)
Journal of Marketing Research
, vol.44
, Issue.4
, pp. 579-594
-
-
Venkatesan, R.1
Kumar, V.2
Bohling, T.3
-
74
-
-
0242381929
-
Understanding the effect of customer relationship management efforts on customer retention and customer share development
-
Verhoef, P.C. (2003), “Understanding the effect of customer relationship management efforts on customer retention and customer share development”, Journal of Marketing, Vol. 67 No. 4, pp. 30-45.
-
(2003)
Journal of Marketing
, vol.67
, Issue.4
, pp. 30-45
-
-
Verhoef, P.C.1
-
75
-
-
27144517059
-
Eleven misconceptions about customer relationship management
-
Verhoef, P.C. and Langerak, F. (2002), “Eleven misconceptions about customer relationship management”, Business Strategy Review, Vol. 13 No. 4, pp. 70-76.
-
(2002)
Business Strategy Review
, vol.13
, Issue.4
, pp. 70-76
-
-
Verhoef, P.C.1
Langerak, F.2
-
76
-
-
34250360163
-
Justifying CRM projects in a business-to-business context: the potential of the benefits dependency network
-
Wilson, H., Clark, M. and Smith, B. (2007), “Justifying CRM projects in a business-to-business context: the potential of the benefits dependency network”, Industrial Marketing Management, Vol. 36 No. 6, pp. 770-783.
-
(2007)
Industrial Marketing Management
, vol.36
, Issue.6
, pp. 770-783
-
-
Wilson, H.1
Clark, M.2
Smith, B.3
-
77
-
-
4243107245
-
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. (2005), “An evaluation of divergent perspectives on customer relationship management: towards a common understanding of an emerging phenomenon”, Industrial Marketing Management, Vol. 33 No. 6, pp. 475-489.
-
(2005)
Industrial Marketing Management
, vol.33
, Issue.6
, pp. 475-489
-
-
Zablah, A.R.1
Bellenger, D.N.2
Johnston, W.J.3
-
78
-
-
84993099150
-
The value propositions of adopting mCRM strategy in UK SMEs
-
Zheng, V. (2011), “The value propositions of adopting mCRM strategy in UK SMEs”, Journal of Systems and Information Technology, Vol. 13 No. 2, pp. 223-245.
-
(2011)
Journal of Systems and Information Technology
, vol.13
, Issue.2
, pp. 223-245
-
-
Zheng, V.1
-
79
-
-
44649110052
-
Fundamentals of service science
-
Maglio, P.P. and Spohrer, J. (2008), “Fundamentals of service science”, Journal of the Academy of Marketing Science, Vol. 36 No. 1, pp. 18-20.
-
(2008)
Journal of the Academy of Marketing Science
, vol.36
, Issue.1
, pp. 18-20
-
-
Maglio, P.P.1
Spohrer, J.2
-
80
-
-
84863334516
-
Show us the data (It's ours, after all)
-
available at: (accessed 23 May 2011).
-
(The) New York Times (2011), “Show us the data (It's ours, after all)”, available at: www.nytimes.com/2011/04/24/business/24view.html?_r=1 (accessed 23 May 2011).
-
(2011)
-
-
-
81
-
-
44649151144
-
On value and value co-creation: a service systems and service logic perspective
-
Vargo, S.L., Maglio, P.P. and Akaka, M.A. (2008), “On value and value co-creation: a service systems and service logic perspective”, European Management Journal, Vol. 26 No. 3, pp. 145-152.
-
(2008)
European Management Journal
, vol.26
, Issue.3
, pp. 145-152
-
-
Vargo, S.L.1
Maglio, P.P.2
Akaka, M.A.3
-
82
-
-
0036939565
-
Adopting customer relationship management technology
-
Xu, Y.R., Yen, D.C., Lin, B.S. and Chou, D.C. (2002), “Adopting customer relationship management technology”, Industrial Management & Data Systems, Vol. 102 Nos 8/9, pp. 442-452.
-
(2002)
Industrial Management & Data Systems
, vol.102
, Issue.8-9
, pp. 442-452
-
-
Xu, Y.R.1
Yen, D.C.2
Lin, B.S.3
Chou, D.C.4
|