This paper aims to figure out the potential impact of Big Data (BD) on Critical Success
Factors (CSFs) of Customer Relationship Management (CRM). In fact, while some authors …

Automation has profoundly transformed the operational landscape of companies across
various industries. As organizations strive to adapt to this rapidly evolving technology, it …

The effect of a firm's strategic focus on acquiring new customers and/or retaining existing
customers (customer acquisition and retention orientations) on innovation performance is …

Practitioners have touted sales enablement as a prominent solution to the challenges of the
evolving buying and selling environments; however, empirical research on this concept is …

A high quality customer database is a cornerstone of successful interactive marketing
strategies and tactics. Based on the notion that customer data quality is not only a technical …

Purpose–Information and communication technology (ICT) is a key enabler for new product‐
and process‐oriented services. The purpose of this paper is to investigate how ICT can …

This book presents a very novel and strategic approach to Sales Management, an area that
has suffered from a lack of sophistication in practice. This content-rich and thought …

Although value creation in business relationships has taken an important position in the
literature, yet scant attention has been paid to the precise nature of creation or destruction of …

Customer relationship management (CRM) is considered a means to create competitive
advantage for a company, as well as influence organizational performance. Much research …

Purpose–The purpose of this paper is to review the literature on customer relationship
management (CRM) to obtain a comprehensive framework of mutually exclusive CRM …