Work

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

Year: 2005

Type: article

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.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.2005.10749057

Authors: John F. Tanner, Michael Ahearne, Thomas W. Leigh, Charlotte H. Mason, William C. Moncrief

Institutions: University of Houston, University of Georgia, Texas Christian University

Language: English

Topic: Corporate Governance and Management

Subfield: Strategy and Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W2103099897

FWCI: 4.844

Cites: 30

Cited by: 102

Related to: 10