Abstract

http://ssrn.com/abstract=1584771
 
 

References (49)



 
 

Citations (3)



 


 



CRM in Sales-Intensive Organizations: A Review and Future Directions


John G. Tanner


affiliation not provided to SSRN

Michael Ahearne


University of Houston - C.T. Bauer College of Business

Thomas Leigh


affiliation not provided to SSRN

Charlotte Mason


affiliation not provided to SSRN

William Moncrief


Texas Christian University

Spring 2005

Journal of Personal Selling and Sales Management, Vol. 25, No. 2, pp. 169-180, 2005

Abstract:     
With the advent of technology enabling greater customer tracking, more robust knowledge management, and direct customer communication, the implementation of customer relationship management (CRM) strategies has grown in importance with many implications for sales-intensive organizations. Implications of CRM strategy, analytical CRM, and operational CRM are discussed, particularly in terms of research opportunities. Although there are, no doubt, many other interesting and worthwhile research opportunities available, the nexus of technology, CRM, and sales-intensive go-to-market strategies provide myriad opportunities for exciting research.

Number of Pages in PDF File: 12

Keywords: CRM, Salesforce Automation, Sales, Future Research

JEL Classification: M30, O30

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Date posted: April 6, 2010 ; Last revised: April 18, 2010

Suggested Citation

Tanner, John G. and Ahearne, Michael and Leigh, Thomas and Mason, Charlotte and Moncrief, William, CRM in Sales-Intensive Organizations: A Review and Future Directions (Spring 2005). Journal of Personal Selling and Sales Management, Vol. 25, No. 2, pp. 169-180, 2005. Available at SSRN: http://ssrn.com/abstract=1584771

Contact Information

John G. Tanner
affiliation not provided to SSRN ( email )
Michael Ahearne (Contact Author)
University of Houston - C.T. Bauer College of Business ( email )
334 Melcher Hall
Houston, TX 77204-6021
United States
713-743-4155 (Phone)
713-743-4572 (Fax)
HOME PAGE: http://www.bauer.uh.edu/Directory/profile.asp?firstname=Michael&lastname=Ahearne
Thomas Leigh
affiliation not provided to SSRN ( email )
Charlotte Mason
affiliation not provided to SSRN ( email )
William Moncrief
Texas Christian University ( email )
Fort Worth, TX 76129
United States
Feedback to SSRN


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