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http://ssrn.com/abstract=1371714
 
 

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The Impact of Technological and Organizational Implementation of CRM on Customer Acquisition, Maintenance, and Retention


Jan U. Becker


University of Kiel

Goetz Greve


Hamburg School of Business Administration

Sönke Albers


Christian-Albrechts-Universitaet at Kiel

April 1, 2009

International Journal of Research in Marketing, Forthcoming

Abstract:     
In recent years, customer relationship management (CRM) has been a topic of the utmost importance for scholars and managers. Despite the evidence provided by numerous empirical studies, many companies that have implemented CRM systems report unsatisfactory levels of improvement. This study analyzes what influence companies can expect CRM implementation to have on performance and how they can leverage its impact. The authors propose a conceptual model that investigates the link between technological and organizational implementations, as well as the implementations' interactions with management and employee support and CRM process-related performance. By measuring CRM performance in terms of initiating, maintaining, and retaining customer relationships, the study provides a detailed picture of what CRM implementations are capable of achieving. The results of the empirical study, conducted across four industries and ten European countries, indicate that CRM implementations do not impact performance regarding all aspects of the CRM process alike, and that they do have an impact only if adequately supported by respective company stakeholders.

Number of Pages in PDF File: 38

Keywords: Customer Relationship Management, CRM Process, Customer Life-Cycle

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Date posted: April 2, 2009  

Suggested Citation

Becker, Jan U. and Greve, Goetz and Albers, Sönke, The Impact of Technological and Organizational Implementation of CRM on Customer Acquisition, Maintenance, and Retention (April 1, 2009). International Journal of Research in Marketing, Forthcoming. Available at SSRN: http://ssrn.com/abstract=1371714

Contact Information

Jan U. Becker (Contact Author)
University of Kiel ( email )
Olshausenstr. 40-60
Kiel, 24118
Germany
+49 431 880 4793 (Phone)
Goetz Greve
Hamburg School of Business Administration ( email )
Alter Wall 38
Hamburg, 20457
Germany
HOME PAGE: http://www.hsba.de
Sönke Albers
Christian-Albrechts-Universitaet at Kiel ( email )
D-24098 Kiel
Germany
Feedback to SSRN


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