CRM packaged software: a study of organisational experiences

Light, BA ORCID: https://orcid.org/0000-0002-0038-8979 2003, 'CRM packaged software: a study of organisational experiences' , Business Process Management Journal, 9 (5) , pp. 603-616.

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Abstract

Customer Relationship Management (CRM) packaged software has become a key contributor to attempts at aligning business and IT strategies in recent years. Throughout the 1990s there was, in many organisations strategies, a shift from the need to manage transactions and toward relationship management. Where Enterprise Resource Planning packages dominated the management of transactions era, CRM packages lead in regard to relationships. At present, balanced views of CRM packages are scantly presented instead relying on vendor rhetoric. This paper uses case study research to analyse some of the issues associated with CRM packages. These issues include the limitations of CRM packages, the need for a relationship orientation and the problems of a dominant management perspective of CRM. It is suggested that these issues could be more readily accommodated by organisational detachment from beliefs in IT as utopia, consideration of prior IS theory and practice and a more informed approach to CRM package selection.

Item Type:	Article
Themes:	Subjects / Themes > H Social Sciences > HF Commerce > HF5001 Business Subjects / Themes > Q Science > QA Mathematics > QA075 Electronic computers. Computer science > QA076 Computer software Subjects outside of the University Themes
Schools:	Schools > School of Arts & Media Schools > School of Arts & Media > Arts, Media and Communication Research Centre
Journal or Publication Title:	Business Process Management Journal
Publisher:	Emerald
Refereed:	Yes
ISSN:	1463-7154
Depositing User:	H Kenna
Date Deposited:	05 Jan 2009 09:50
Last Modified:	16 Feb 2022 07:52
URI:	https://usir.salford.ac.uk/id/eprint/873

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