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Putting market-facing technology to work: Organizational drivers of CRM performance

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  • Amit Saini
  • Rajdeep Grewal
  • Jean Johnson

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  • Amit Saini & Rajdeep Grewal & Jean Johnson, 2010. "Putting market-facing technology to work: Organizational drivers of CRM performance," Marketing Letters, Springer, vol. 21(4), pages 365-383, December.
    • Handle: RePEc:kap:mktlet:v:21:y:2010:i:4:p:365-383
    DOI: 10.1007/s11002-009-9096-z
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    References listed on IDEAS

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    1. Robert G. Fichman & Chris F. Kemerer, 1997. "The Assimilation of Software Process Innovations: An Organizational Learning Perspective," Management Science, INFORMS, vol. 43(10), pages 1345-1363, October.
    2. Hausman, Jerry, 2015. "Specification tests in econometrics," Applied Econometrics, Russian Presidential Academy of National Economy and Public Administration (RANEPA), vol. 38(2), pages 112-134.
    3. Robert G. Fichman & Chris F. Kemerer, 1999. "The Illusory Diffusion of Innovation: An Examination of Assimilation Gaps," Information Systems Research, INFORMS, vol. 10(3), pages 255-275, September.
    4. Paul Attewell, 1992. "Technology Diffusion and Organizational Learning: The Case of Business Computing," Organization Science, INFORMS, vol. 3(1), pages 1-19, February.
    5. Robert Jacobson, 1990. "Unobservable Effects and Business Performance," Marketing Science, INFORMS, vol. 9(1), pages 74-85.
    6. James Y. L. Thong & Chee-Sing Yap & K. S. Raman, 1996. "Top Management Support, External Expertise and Information Systems Implementation in Small Businesses," Information Systems Research, INFORMS, vol. 7(2), pages 248-267, June.
    7. Randolph B. Cooper & Robert W. Zmud, 1990. "Information Technology Implementation Research: A Technological Diffusion Approach," Management Science, INFORMS, vol. 36(2), pages 123-139, February.
    8. Russell L. Purvis & V. Sambamurthy & Robert W. Zmud, 2001. "The Assimilation of Knowledge Platforms in Organizations: An Empirical Investigation," Organization Science, INFORMS, vol. 12(2), pages 117-135, April.
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    Cited by:

    1. Jiwon Yang & Jay Hyuk Rhee, 2020. "CSR disclosure against boycotts: evidence from Korea," Asian Business & Management, Palgrave Macmillan, vol. 19(3), pages 311-343, July.
    2. Dubey, Vivek K. & Matthes, Joseph M. & Saini, Amit, 2023. "Impact of socioeconomic values collaboration on performance in franchising," Journal of Business Research, Elsevier, vol. 162(C).
    3. Deszczyński, Bartosz & Beręsewicz, Maciej, 2021. "The maturity of relationship management and firm performance – A step toward relationship management middle-range theory," Journal of Business Research, Elsevier, vol. 135(C), pages 358-372.
    4. Robert M. Peterson & Avinash Malshe & Scott B. Friend & Howard Dover, 2021. "Sales enablement: conceptualizing and developing a dynamic capability," Journal of the Academy of Marketing Science, Springer, vol. 49(3), pages 542-565, May.
    5. Óscar González-Benito & Wander Trindade Venturini & Javier González-Benito, 2017. "CRM Technology: Implementation Project and Consulting Services as Determinants of Success," International Journal of Information Technology & Decision Making (IJITDM), World Scientific Publishing Co. Pte. Ltd., vol. 16(02), pages 421-441, March.
    6. Dana E. Harrison & Haya Ajjan, 2019. "Customer relationship management technology: bridging the gap between marketing education and practice," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(4), pages 205-219, December.
    7. Sheth, Jagdish N. & Parvatiyar, Atul & Sinha, Mona, 2012. "The conceptual foundations of relationship marketing: Review and synthesis," economic sociology. perspectives and conversations, Max Planck Institute for the Study of Societies, vol. 13(3), pages 4-26.

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