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: | Griffin Abbie, Zahay Debra |
Keywords: | decision theory, service |
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.