CRM Implementation in SMEs: A conceptual model

A Reid, L Donnell, K Hutchinson

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

There is an increasing number of SMEs implementing CRM programs to compete effectively in global markets, yet there is limited understanding of the complex issues involved in the operationalization process. There is a need not only to understand CRM implementation in SMEs from a practitioner perspective (that is to improve SME competitiveness in the market), but to advance wider CRM theory, specifically to understand the operational process of CRM implementation in SMEs. The paper develops a conceptual model of CRM implementation in an SME organizational context by a collective approach of revisiting CRM theory, applying relevant established theories outside the relationship marketing domain, and drawing upon findings from an exploratory case study.
LanguageEnglish
Title of host publicationUnknown Host Publication
Number of pages25
Publication statusAccepted/In press - 8 Feb 2012
EventACRA Retailing Conference - Seattle, USA
Duration: 8 Feb 2012 → …

Conference

ConferenceACRA Retailing Conference
Period8/02/12 → …

Fingerprint

Small and medium-sized enterprises
Conceptual model
Competitiveness
Operationalization
Global market
Organizational context

Keywords

  • CRM
  • Relationship Marketing
  • SMEs
  • Loyalty card

Cite this

Reid, A., Donnell, L., & Hutchinson, K. (Accepted/In press). CRM Implementation in SMEs: A conceptual model. In Unknown Host Publication
Reid, A ; Donnell, L ; Hutchinson, K. / CRM Implementation in SMEs: A conceptual model. Unknown Host Publication. 2012.
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Reid, A, Donnell, L & Hutchinson, K 2012, CRM Implementation in SMEs: A conceptual model. in Unknown Host Publication. ACRA Retailing Conference, 8/02/12.

CRM Implementation in SMEs: A conceptual model. / Reid, A; Donnell, L; Hutchinson, K.

Unknown Host Publication. 2012.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

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AB - There is an increasing number of SMEs implementing CRM programs to compete effectively in global markets, yet there is limited understanding of the complex issues involved in the operationalization process. There is a need not only to understand CRM implementation in SMEs from a practitioner perspective (that is to improve SME competitiveness in the market), but to advance wider CRM theory, specifically to understand the operational process of CRM implementation in SMEs. The paper develops a conceptual model of CRM implementation in an SME organizational context by a collective approach of revisiting CRM theory, applying relevant established theories outside the relationship marketing domain, and drawing upon findings from an exploratory case study.

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Reid A, Donnell L, Hutchinson K. CRM Implementation in SMEs: A conceptual model. In Unknown Host Publication. 2012