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Crm Systems in Industrial Companies

Intra- And Inter-Organizational Effects

Medium: Buch
ISBN: 978-1-349-46317-6
Verlag: Palgrave MacMillan UK
Erscheinungstermin: 28.03.2014
Lieferfrist: bis zu 10 Tage

CRM Systems in Industrial Companies contributes new knowledge on Customer Relationship Management (CRM) in the field of industrial marketing. Based on an in-depth case study, this book highlights the complexity and challenges in the development, implementation and use of CRM, revealing how truly challenging it is to extract value from CRM systems.


Produkteigenschaften


  • Artikelnummer: 9781349463176
  • Medium: Buch
  • ISBN: 978-1-349-46317-6
  • Verlag: Palgrave MacMillan UK
  • Erscheinungstermin: 28.03.2014
  • Sprache(n): Englisch
  • Auflage: 2014. Auflage 2014
  • Produktform: Kartoniert
  • Gewicht: 308 g
  • Seiten: 249
  • Format (B x H x T): 140 x 216 x 14 mm
  • Ausgabetyp: Kein, Unbekannt
Autoren/Hrsg.

Autoren

1 Introduction: Research Purpose, Methodology and Contribution 2 Customer Relationships in Industrial Networks 3 Connecting IT Systems, Users and Organizations 4 CRM, its Roots in Management Studies and Recent Research Trends 5 Conceptualizing CRM as an Interacting Resource 6 Introducing CRM in an Industrial Company: the Case of Loccioni Group 7 Adopting and Using CRM at Loccioni Group 8 Managing Six Important Customer Relationships: Loccioni's KAMs and CRM 9 Case Analysis: the Embedding and Effects of CRM at Loccioni 10 Conclusions: Results, Managerial Implications and a Research Agenda