CRM Systems in Industrial Companies

Intra- and Inter-Organizational Effects

  • Andrea Perna
  • Enrico Baraldi

Table of contents

  1. Front Matter
    Pages i-xiii
  2. Andrea Perna, Enrico Baraldi
    Pages 1-10
  3. Andrea Perna, Enrico Baraldi
    Pages 11-34
  4. Andrea Perna, Enrico Baraldi
    Pages 35-56
  5. Andrea Perna, Enrico Baraldi
    Pages 57-76
  6. Andrea Perna, Enrico Baraldi
    Pages 77-91
  7. Andrea Perna, Enrico Baraldi
    Pages 129-147
  8. Andrea Perna, Enrico Baraldi
    Pages 181-208
  9. Andrea Perna, Enrico Baraldi
    Pages 209-220
  10. Back Matter
    Pages 221-249

About this book

Introduction

CRM Systems in Industrial Companies contributes new knowledge on Customer Relationship Management (CRM) in the field of industrial marketing. Based on an in-depth case study, this book highlights the complexity and challenges in the development, implementation and use of CRM, revealing how truly challenging it is to extract value from CRM systems.

Keywords

complexity Costumer Relationship Management CRM customer relationship management Information Technology (IT) management Manager marketing organization relationship management Trends

Authors and affiliations

  • Andrea Perna
    • 1
  • Enrico Baraldi
    • 1
  1. 1.Uppsala UniversitySweden

Bibliographic information

  • DOI https://doi.org/10.1057/9781137335661
  • Copyright Information Palgrave Macmillan, a division of Macmillan Publishers Limited 2014
  • Publisher Name Palgrave Macmillan, London
  • eBook Packages Palgrave Business & Management Collection
  • Print ISBN 978-1-349-46317-6
  • Online ISBN 978-1-137-33566-1
  • About this book
Industry Sectors
Pharma
Automotive
Chemical Manufacturing
Biotechnology
Consumer Packaged Goods