Linking Customization Capability with CRM Technology Adoption and Strategic Alignment

2021 ◽  
Author(s):  
Hung-Tai Tsou
Keyword(s):  
Technology Adoption ◽  
Customer Relationship Management ◽  
Strategic Alignment ◽  
Customer Relationship ◽  
Service Firms ◽  
Senior Managers ◽  
Technology Service ◽  
Service Projects ◽  
Information Technology Service ◽  
Process Output

Building on contingency theory and the input–process–output model, this paper investigates the relationships between customer relationship management (CRM) technology adoption, customization capability, CRM effectiveness, and strategic alignment. By surveying senior managers of customized service projects from 288 information technology service firms in Taiwan, we find that CRM technology adoption has a positive relationship with customization capacity, which is, in turn, positively correlated with CRM effectiveness with the correlation being moderated by strategic alignment. This study suggests that CRM marketing and operational technologies can enhance CRM effectiveness via customization capability. This study also uncovers approaches to achieving enhancement.

scholarly journals The Impact of Customer Relationship Management (CRM) Technology on  Business-to-Business Customer Relationships

2021 ◽  
Author(s):  
◽  
James Edward Richard
Keyword(s):  
Technology Adoption ◽  
Conceptual Model ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Customer Relationships ◽  
Customer Relationship ◽  
Relationship Model ◽  
Relationship Performance ◽  
The Impact ◽  
Depth Interviews

<p>Recent academic and practitioner studies suggest that Customer Relationship Management (CRM) provides improved business opportunity, yet has received mixed performance reviews in the extant literature. This research explored the relationship between CRM technology adoption, market orientation and relationship marketing, and the subsequent impact on business relationships and relationship performance. A conceptual model was developed based on the literature and information obtained through one-to-one in-depth interviews. The model incorporated key relationship constructs; trust, commitment and communications quality, and investigated the impact of CRM technology adoption on these constructs and relationship performance. In addition the firm's market and technology orientation was considered as critical antecedents to the adoption of CRM technology. The research incorporated a two-phased, cross-sectional design. The first research phase was exploratory, utilising one-on-one in-depth interviews with key informants. The objective was to explore the conceptualised CRM technology adoption - customer relationship model for robustness and realism. These findings were used to refine the CRM technology adoption - customer relationship model and the measurement instrument before proceeding with the explanatory phase of the study. The explanatory phase of the research consisted of an instrument development stage - creating, testing and finalising the research instrument, followed by a quantitative study of medium and large business in the manufacturing, services and wholesale industries in New Zealand. The objective of this stage of the research was to test and validate the CRM technology adoption - customer relationship model and measurement instruments. Measures of CRM technology adoption were collected from the supplier firms, while measures of relationship strength and relationship performance were collected separately from the customer perspective. The benefits for practitioners include methods to improved relationship and business performance from CRM technology implementation. The key benefit for academia is the development of a conceptual model linking CRM technology to RM, and providing insights into the synergies available from technology.</p>

Does Social Media Increase Labour Productivity?

2017 ◽  
Vol 237 (2) ◽  
pp. 81-113 ◽  
Author(s):  
Miruna Sarbu
Keyword(s):  
Social Media ◽  
Customer Relationship Management ◽  
Labour Productivity ◽  
Customer Relationship ◽  
Service Firms ◽  
Firm Level ◽  
Level Data ◽  
Use Of Social Media ◽  
Media Applications ◽  
The Relationship

Abstract: Social media applications such as wikis, blogs or social networks are being increasingly applied in firms. These applications can be used for external communication and internal knowledge management. Firms can potentially increase their productivity by optimising customer relationship management, marketing, market research and project management. On the other hand, the use of social media might lead to shirking among employees and might be, in general, very time-consuming preventing employees from managing their normal workload. This might lead to a decrease of labour productivity. This paper analyses the relationship between social media applications and labour productivity using firm-level data of 907 German manufacturing and service firms. The analysis is based on a Cobb-Douglas production function. The results reveal that social media might be related to labour productivity in an negative way which points towards a suboptimal use of social media.

Understanding customer relationship management technology adoption in small and medium-sized enterprises

2014 ◽  
Vol 27 (5) ◽  
pp. 541-560 ◽  
Author(s):  
Michael Newby ◽  
Thuyuyen H. Nguyen ◽  
Teresa S. Waring
Keyword(s):  
Technology Adoption ◽  
Customer Relationship Management ◽  
Southern California ◽  
Positive Attitude ◽  
Relationship Management ◽  
Customer Relationship ◽  
Organizational Characteristics ◽  
Adoption Process ◽  
Content Type ◽  
It Resources

Purpose – The customer relationship management (CRM) technology adoption process in small- and medium-sized enterprises (SMEs) is an under-researched area and the purpose of this paper is to extend the knowledge and offer greater understanding of the CRM adoption process through an empirical study in the USA. Design/methodology/approach – In this study it is hypothesized that the likelihood of CRM technology being adopted is dependent on management characteristics, organizational characteristics and management's perception of CRM technology. To investigate the proposed model a survey of SMEs in the retail, manufacturing and services sectors was conducted in Southern California, USA. Findings – The results indicate that management characteristics significantly influence a firm's perception of CRM technology specifically innovativeness and positive attitude to CRM. Organizational characteristics such as the employee, information technology (IT) resources, a firms’ innovativeness influence the likelihood that CRM technology will be adopted and the extent to which CRM technology will be implemented. Research limitations/implications – First, the industries focused on were in retail, manufacturing and services. Second, the sample was geographically specific to Southern California. Third, the sample size in this study was relatively small, although it is within the testable range. Finally, only one respondent was surveyed from each firm. Practical implications – Management regardless of gender, age or education level, must be supportive, innovative and have a positive attitude towards the new IT application, as positive perception will likely to lead to decision to adopt. In addition, there must be innovation within the organization and the firm must have the ability to absorb knowledge and to use it. There must be an availability of IT resources, both infrastructure and skills to support the change. Originality/value – The results of this study have implications for CRM adoption in SMEs. More importantly, they suggest a framework which demonstrates the necessary linkage between organizational characteristics and CRM adoption process.

Exploring Relationships Between Customer Satisfaction and Customer Attitude from Customer Relationship Management Viewpoint: An Empirical Study of Leisure Travellers

2018 ◽  
Vol 7 (1) ◽  
pp. 57-65 ◽  
Author(s):  
Mohita Maggon ◽  
Harish Chaudhry
Keyword(s):  
Customer Satisfaction ◽  
Empirical Study ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Customer Relationship ◽  
Service Firms ◽  
Marketing Activity ◽  
Business World ◽  
Customer Attitude ◽  
The Relationship

In the business world, customer relationship management (CRM) has emerged as the main marketing activity of the service firms. Organizations thrive to maintain long-lasting relationships with their customers. The priority of the firms is to maximize the relationship share (RS) with profitable customers. The current study aims at identifying determinants of RS for hotels leisure travellers. The findings indicate that customer satisfaction (CS) and attitude towards the hotel in the relationship are major predictors of RS. Besides, CS indirectly affects RS through customer’s attitude towards the hotel. The findings of the present study will help the practitioners to design CRM programme better and reap its maximum benefits.

scholarly journals The Impact of Customer Relationship Management (CRM) Technology on  Business-to-Business Customer Relationships

2021 ◽  
Author(s):  
◽  
James Edward Richard
Keyword(s):  
Technology Adoption ◽  
Conceptual Model ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Customer Relationships ◽  
Customer Relationship ◽  
Relationship Model ◽  
Relationship Performance ◽  
The Impact ◽  
Depth Interviews

<p>Recent academic and practitioner studies suggest that Customer Relationship Management (CRM) provides improved business opportunity, yet has received mixed performance reviews in the extant literature. This research explored the relationship between CRM technology adoption, market orientation and relationship marketing, and the subsequent impact on business relationships and relationship performance. A conceptual model was developed based on the literature and information obtained through one-to-one in-depth interviews. The model incorporated key relationship constructs; trust, commitment and communications quality, and investigated the impact of CRM technology adoption on these constructs and relationship performance. In addition the firm's market and technology orientation was considered as critical antecedents to the adoption of CRM technology. The research incorporated a two-phased, cross-sectional design. The first research phase was exploratory, utilising one-on-one in-depth interviews with key informants. The objective was to explore the conceptualised CRM technology adoption - customer relationship model for robustness and realism. These findings were used to refine the CRM technology adoption - customer relationship model and the measurement instrument before proceeding with the explanatory phase of the study. The explanatory phase of the research consisted of an instrument development stage - creating, testing and finalising the research instrument, followed by a quantitative study of medium and large business in the manufacturing, services and wholesale industries in New Zealand. The objective of this stage of the research was to test and validate the CRM technology adoption - customer relationship model and measurement instruments. Measures of CRM technology adoption were collected from the supplier firms, while measures of relationship strength and relationship performance were collected separately from the customer perspective. The benefits for practitioners include methods to improved relationship and business performance from CRM technology implementation. The key benefit for academia is the development of a conceptual model linking CRM technology to RM, and providing insights into the synergies available from technology.</p>

scholarly journals Mobile customer relationship management: Factors affecting consumer mobile technology adoption within the hotel industry

SURG Journal ◽  
2012 ◽  
Vol 5 (2) ◽  
pp. 44-50
Author(s):  
Tina Y. T. Chan
Keyword(s):  
Technology Adoption ◽  
Mobile Technology ◽  
Customer Relationship Management ◽  
Positive Impact ◽  
Hotel Industry ◽  
Relationship Management ◽  
Customer Relationship ◽  
Factors Affecting ◽  
Key Drivers ◽  
The Impact

Mobile and smartphone technologies have been on the rise for a decade now, and their rapid adoption has compelled researchers to study the impact of this technological trend. While many of the studies focus on the general effects of mobile technology within the world of commerce, this paper aims to identify the factors that influence mobile customer relationship management by hotel brands. A multi-disciplinary review of research and literature identified several barriers and drivers of mobile technology adoption. The key drivers, immediacy, ubiquity and message personalization, were found to have a positive impact on mobile connections as they build trust and enhance satisfaction, thereby facilitating customer relationship management.

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