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Business analytics use in CRM: A nomological net from IT competence to CRM performance

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  • Nam, Dalwoo
  • Lee, Junyeong
  • Lee, Heeseok

Abstract

Business analytics (BA) becomes increasingly important under rapidly changing business environment. A research challenge is that BA use is not fully understood. We tackle this challenge from the perspective of dynamic capability by using an empirical model with the emphasis on BA use in customer relationship management (CRM). Based on 170 samples from firm-level survey, we analyze the nomological linkage from IT competence to CRM performance. The results show data management capability fully mediates between IT competence and BA use, while customer response capability partially mediates between BA use and CRM performance.

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  • Nam, Dalwoo & Lee, Junyeong & Lee, Heeseok, 2019. "Business analytics use in CRM: A nomological net from IT competence to CRM performance," International Journal of Information Management, Elsevier, vol. 45(C), pages 233-245.
    • Handle: RePEc:eee:ininma:v:45:y:2019:i:c:p:233-245
    DOI: 10.1016/j.ijinfomgt.2018.01.005
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    Cited by:

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    2. Ranjan Chaudhuri & Sheshadri Chatterjee & Demetris Vrontis & Alkis Thrassou, 2024. "Adoption of robust business analytics for product innovation and organizational performance: the mediating role of organizational data-driven culture," Annals of Operations Research, Springer, vol. 339(3), pages 1757-1791, August.
    3. Mirjana Pejić Bach & Amir Topalović & Lejla Turulja, 2023. "Data mining usage in Italian SMEs: an integrated SEM-ANN approach," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 31(3), pages 941-973, September.
    4. Spreitzenbarth, Jan & Stuckenschmidt, Heiner & Bode, Christoph, 2021. "The state of artificial intelligence: Procurement versus sales and marketing," Chapters from the Proceedings of the Hamburg International Conference of Logistics (HICL), in: Kersten, Wolfgang & Ringle, Christian M. & Blecker, Thorsten (ed.), Adapting to the Future: How Digitalization Shapes Sustainable Logistics and Resilient Supply Chain Management. Proceedings of the Hamburg Internationa, volume 31, pages 223-243, Hamburg University of Technology (TUHH), Institute of Business Logistics and General Management.
    5. Hossain, Md Afnan & Akter, Shahriar & Yanamandram, Venkata & Strong, Carolyn, 2024. "Navigating the platform economy: Crafting a customer analytics capability instrument," Journal of Business Research, Elsevier, vol. 170(C).
    6. Oesterreich, Thuy Duong & Anton, Eduard & Teuteberg, Frank & Dwivedi, Yogesh K, 2022. "The role of the social and technical factors in creating business value from big data analytics: A meta-analysis," Journal of Business Research, Elsevier, vol. 153(C), pages 128-149.

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