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Beziehungsmanagement: Grundlagen, Konzepte und Maßnahmen am Beispiel von Supplier- und Customer-Relationships

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  • Riemer, Kai

Abstract

Die Vertreter der IT-Branche - Softwareunternehmen, Systemhäuser und Berater - plädieren für den Einsatz einer Vielzahl von Beziehungsmanagementsystemen. Ziel dieses Beitrags war es, diesen Trend in den Kontext wirtschaftlicher und technologischer Entwicklungen einzuordnen und einen umfassenden und mehrdimensionalen Überblick über das Beziehungsmanagement, seine Grundprinzipien und die typische Ausgestaltung in Form des Supplier- und des Customer-Relationship-Managements zu geben. Zu diesem Zweck wurde aufbauend auf einer Definition zunächst eine Einordnung und Abgrenzung des Beziehungsmanagements vorgenommen. Dann wurden kurz die Historie der wichtigsten Konzepte SRM und CRM nachgezeichnet und das Beziehungsmanagement als strategischer Managementansatz portraitiert. Zu diesem Zweck wurden die ökonomischen Beiträge von SRM und CRM verdeutlicht. In den folgenden Kapiteln wurden dann die zwei wesentlichen Grundprinzipien des Beziehungsmanagements - Segmentierung und Beziehungsbildung - detaillierter und beispielhaft unter Nennung der wesentlichen Konzepte und Maßnahmen diskutiert. Die Vorstellung der grundlegenden IKT-Komponenten zur Unterstützung der Beziehungsmanagementkonzepte schließt den Beitrag ab.

Suggested Citation

  • Riemer, Kai, 2008. "Beziehungsmanagement: Grundlagen, Konzepte und Maßnahmen am Beispiel von Supplier- und Customer-Relationships," Working Papers 55, University of Münster, Competence Center Internet Economy and Hybrid Systems, European Research Center for Information Systems (ERCIS).
    • Handle: RePEc:zbw:cciehs:55
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    References listed on IDEAS

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    1. David Boddy & Douglas Macbeth & Beverly Wagner, 2000. "Implementing Collaboration Between Organizations: An Empirical Study Of Supply Chain Partnering," Journal of Management Studies, Wiley Blackwell, vol. 37(7), pages 1003-1018, November.
    2. Desirée Blankenburg Holm & Kent Eriksson & Jan Johanson, 1999. "Creating value through mutual commitment to business network relationships," Strategic Management Journal, Wiley Blackwell, vol. 20(5), pages 467-486, May.
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