CRM and Management

Crosby, Lawrence A.; Johnson, Sheree L.
January 2002
Marketing Management;Jan/Feb2002, Vol. 11 Issue 1, p10
Provides information on a customer relationship marketing and management (CRM&M). How a CRM&M strategy aims to achieve growth; Areas where a relationship-driven organization needs to excel; Ways a company can effectively deploy a CRM&M strategy.


Related Articles

  • SECURING CUSTOMER LOYALTY. McPherson, Doug // Response;Feb2004, Vol. 12 Issue 5, p38 

    Reports on the customer relationship management in direct marketing in the U.S. Need to understand customers' personality in raising sales of NewRoads; Focus on long-term relationships by QVC Network Inc. to help customers decide on what to buy; Recognition on the need of considering customer...

  • CONNECTIONS: Comment - Can web channels give your marketing a new dimension? MENON, PRIYATHA // Media: Asia's Media & Marketing Newspaper;1/24/2003, p11 

    Comments on the importance of electronic customer relationship management and Web-based channels for the advertising on the marketing of products. Benefits of the Web-based channels for the customer management; Concerns of customers related to providing information to marketers; Need of...

  • Personalization And CRM. Harney, John // AIIM E-DOC;Jul/Aug2003, Vol. 17 Issue 4, p32 

    Explains how incorporating personalization in a customer relationship management strategy can improve marketing and increase sales. Evolution of personalization into a discipline as a reaction to certain specific business problems; Stages of personalization; Benefits for customers and vendors.

  • CRM's SILVER LINING. Harding, David; Cheifetz, David; DeAngelo, Scott; Ziegler, Elizabeth // Marketing Management;Mar/Apr2004, Vol. 13 Issue 2, p27 

    Although conventional wisdom holds that the majority of CRM solutions have fallen short of their promise, this article suggests that a silver lining may exist in the clouds of past CRM disappointments. Companies can generate real value from previous CRM investments (and ensure that future...

  • CUSTOMER RELATIONSHIP MANAGEMENT: AN ANALYSIS FRAMEWORK AND IMPLEMENTATION STRATEGIES. Ling, Raymond; Yen, David C. // Journal of Computer Information Systems;Spring2001, Vol. 41 Issue 3, p82 

    Analyzes the success factors in implementing customer relationship management (CRM). Definitions of CRM; Evolution of marketing and sales; Components of a CRM implementation; Business drivers of CRM.

  • CRM. Beardi, Cara // Advertising Age;4/16/2001, Vol. 72 Issue 16, p1 

    The article reports that customer relationship management or customer relationship marketing (CRM) has been embraced as the latest fad in the advertising industry in the U.S. Marketers, however, have realized that CRM is simply a new term for an old marketing concept. Its founding principles are...

  • Head and heart approach helps company focus. Smith, David Clayton // Marketing (00253650);9/9/1999, p14 

    Discusses the role of marketers in drafting a marketing plan that makes customers the center of the company's focus. Impact of major market changes on the internal workings of an organization; Need for companies to ensure that annual marketing programs are part of their strategic plans.

  • Have You Shared Anything Positive About Your Customers Today? Tapelt, Diana // Business Credit;Mar2010, Vol. 112 Issue 3, p13 

    The article focuses on the factors that a company should consider to promote a good customer relations service.

  • Stopping the revolving door syndrome. Lubin, Paul // Bank Marketing;Jul93, Vol. 25 Issue 7, p26 

    Discusses the importance of banks' building and maintenance of customer loyalty. Competition for consumer deposits; Measurements of customer satisfaction; Effect of limiting customer attrition at a commecial bank; Proportion of customers who transfer funds to a competitor; Reasons why customers...

  • Embrace CRM by implementing the full suite of offerings. Galimi, Joanne // Managed Healthcare Executive;Nov2002, Vol. 12 Issue 11, p50 

    Reports the impetus for the transformation of consumerism requiring payers to shift toward customer relationship management (CRM) in the U.S. Analysis of the marketing process and automation for the customer relationship cycle; Emphasis on the reduction of operational cost; Realization of...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics