文章基本信息

标题：CRM Success Factors in Software Services firm: A Case Study Analysis
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作者：Pradeep Kootelu Sundar ; H. N. Narasimha Murthy ; P. S. Yadapadithaya 等
期刊名称：Information and Knowledge Management
印刷版ISSN：2224-5758
电子版ISSN：2224-896X
出版年度：2012
卷号：2
期号：8
页码：33-39
语种：English
出版社：International Institute for Science, Technology Education
摘要：This study is undertaken to gain better understanding of Customer Relationship Management (CRM) success factors in software service and Information Technology (IT) companies. The literature on CRM gives the impression of being inconsistent. The objective is to uncover the success factors associated with a CRM project. A case study involving a Bangalore based IT company which had implemented CRM, was done. Semi-structured interview method was adopted for gathering data. The key finding is that effective leadership is critical for CRM success. The study confirms that the people, process and technology factors are crucial for a CRM program. IT companies are emerging significantly all over the world especially in Asia. These companies operate in a very competitive market and there is a need to distinguish a service from the competition, for survival. The effective use of CRM systems to improve service, performance, customer satisfaction and productivity is essential. However, the success factors for CRM in the service industry have not yet been studied. The value of this paper is that it illustrates how a case study approach can be used to understand the real CRM success factor in software service firms.
关键词：Software service industry; CRM success factor; Implementation; Case study investigation