Customer learning processes, strategy selection, and performance in business-to-business service firms

Customer learning processes, strategy selection, and performance in business-to-business service firms

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Article ID: iaor2009474
Country: United States
Volume: 35
Issue: 2
Start Page Number: 169
End Page Number: 203
Publication Date: Apr 2005
Journal: Decision Sciences
Authors: ,
Keywords: decision theory, service
Abstract:

Learning about customers takes place through relevant dialogues with those customers, also known as customer relationship management. As relationships develop, information about the customer is gathered in the firm's customer information systems (CIS): the content, processes, and assets associated with gathering and moving customer information throughout the firm. This research develops a measure of CIS management capabilities based on learning organization theory and measured by the ability to get, store, move, and use information throughout the business unit. This measure is then used to analyze customer learning processes and associated performance in the context of marketing strategic decision making.

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