...profitably. It is also helping businesses shift from a short-term transaction based mode of operation in their interactions with customers to a long-term relationship mode. Objectives – The objective of this course is to help students understand the concept and practice of CRM derived from research and applications across businesses. These concepts and applications from real life case studies will help identify opportunities, which can be successfully implemented for long term profitability. Pedagogy – The teaching methodology will include a mix of lectures, discussions of pre-readings, presentations by practitioners, exercises and case analysis. The cases are integrative in nature but will also help develop an appreciation of specific elements of CRM. Group Project – Option 1 - Identify any organisation which is practicing some form of CRM. Start working with them to understand the objectives, strategy, structure and process of relationship management. Identify the key issues they faced in implementation especially related to financial and marketing evaluation of the program. Interview some relationship customers of this organisation to understand the customer perspective. Option 2 – Choose any topic in CRM and write a paper based on literature review or use a...
Words: 1490 - Pages: 6
...GM1114 Relationship Management 2015 Course outline The course is divided into four modules Module 1 - RM Concepts, Module 2 - RM Applications in Consumer and Business Markets, Module 3 - RM Tools, Techniques and Technologies, and Module 4 - RM Implementation Module 1: Sessions 1-4 The Concept of Relationship Management Text: Chapters 1-4 This module focuses on the conceptual and theoretical foundations of RM. A number of theoretical perspectives developed in economics, law and social psychology are being applied in RM. These include transactions cost analysis, agency theory, relational contracting, social exchange theory, network theory, and inter-organizational exchange behavior. Resource allocation and resource dependency perspectives and classical psychological and consumer behavior theories have also been used to explain why organizations and consumers engage in relational behavior. An overview of these theories will help develop insights on RM from multiple perspectives. Session 1 : CRM : The Strategic Imperatives Reading – Chapter 1 Session 2: Conceptual Foundations of CRM Reading – Chapter 2 Session 3: Building Customer Relationships Reading – Chapter 3 Session 4: Economics of CRM Reading – Chapter 4 Additional Recommended Readings Module 1 Brodie, R. J., Hollebeek, L. D., Jurić, B., & Ilić, A. (2011). Customer Engagement: Conceptual Domain, Fundamental Propositions, and Implications for Research. Journal of Service Research, 14(3), 252271. Egol...
Words: 1471 - Pages: 6
...businesses in successfully implementing strategies aimed at winning and retaining customers profitably. It is also helping businesses shift from a short-term transaction based mode of operation in their interactions with customers to a long-term relationship mode. Objectives – The objective of this course is to help students understand the concept and practice of CRM derived from research and applications across businesses. These concepts and applications from real life case studies will help identify opportunities, which can be successfully implemented for long term profitability. Pedagogy – The teaching methodology will include a mix of lectures, discussions, presentations by practitioners, videos, exercises and case analysis. The cases are integrative in nature but will also help develop an appreciation of specific elements of CRM. Each session will require preparation of assigned reading / case and active participation by students. A significant portion of the performance will depend on student’s contribution to the class. Group Project – Identify any organisation which is practicing some form of CRM. Start working with them to understand the objectives, strategy, structure and process of relationship management. Identify the key issues they faced in implementation especially related to financial and marketing evaluation of the program. Interview some...
Words: 2004 - Pages: 9
...Of Customer Relationship Management (CRM) On Customer Satisfaction In Banking Sector by Abdelmenam Ahmed Deghady Supervisor : Dr. Ashraf Labib Table of Content CHAPTER 1 : INTRODUCTION................................................................................................3 1.1 Introduction..........................................................................................................................................................4 1.2 Research Problem.............................................................................................................................................5 1.3 Study Hypothesis................................................................................................................................................5 1.4 The study variables.............................................................................................................................................6 1.4.1 Independent variables.............................................................................................................................6 1.4.2 Dependent variables................................................................................................................................6 1.5 Research Objectives...........................................................................................................................................6 CHAPTER 2 : Research Methodology .............
Words: 6297 - Pages: 26
..................................................................................................... 7 SALES FORCE AUTOMATION .................................................................................................................................. 7 CHAPTER 1 ............................................................................................................................................................ 2 INTRODUCTION ..................................................................................................................................................... 2 SALES FORCE AUTOMATION .............................................................................................................................................2 SALESFORCE AUTOMATION IN ZOHO CRM..........................................................................................................................3 Lead Management ................................................................................................................................................4 Account Management ..........................................................................................................................................4 Contact Management ...........................................................................................................................................5 Opportunity Management...
Words: 29852 - Pages: 120
...End of Chapter Questions Chapter 1 1. Why is CRM a difficult business practice to define? It can apply to different levels of customers—for example, distributors, dealers, and lateral partners, as well as final consumers. 2. Most agree that CRM systems must do what three things well? Gather customer data from all touch points, o Warehouse the data providing easy access for all who need it, o Deliver useable information based on the data. 3. CRM systems enable organizations to focus on relationships as opposed to transactions. What is meant by this? Many companies focus on the opposite of "relationship"; i.e., on the transaction itself. This is a short-term view that merely focuses on the exchange of a company's product or service, broadly defined, for money. Transactions are one-shot exchanges without any concern for the future. Transaction marketing views the sale as the end of the relationship, whereas relationship marketing views the sale as the beginning of the relationship. In today's business world relationships are, in fact, possible, given advances in information and telecommunications systems. Relationships require two-way communications between customers and the organization. Further, information from these communications, when integrated, recorded, and managed, enables relationships to be developed and maintained 4. Comment on the correctness or incorrectness of the following statement: “Companies should make it their goal to attract the greatest number of customers...
Words: 6854 - Pages: 28
...Chapter 9 Achieving Operational Excellence and Customer Intimacy: Enterprise Applications Video Cases Video Case 1a: What Is Workday: Enterprise Software as a Service (Saas) Video Case 1b: Workday: Mobile Solutions for iPad Video Case 2: Evolution Homecare Manages Patients with Microsoft CRM (2011) Video Case 3: Sinosteel Strengthens Business Management with ERP Applications (2008) Instructional Video 1: Zara’s: Wearing Today’s Fashions with Supply Chain Management 6.1 Copyright © 2014 Pearson Education publishing as Prentice Hall Management Information Systems, Global Edition Chapter 9: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications LEARNING OBJECTIVES • Describe how businesses use enterprise systems to achieve operational excellence. • Explain how supply chain management systems coordinate planning, production, and logistics with suppliers. • Describe how customers relationship management systems help firms achieve customer intimacy. • Explain the challenges posed by enterprise applications. • Describe the new technologies used by enterprise applications. 9.2 Copyright © 2014 Pearson Education Management Information Systems, Global Edition Chapter 9: Achieving Operational Excellence and Customer Intimacy: Enterprise Applications Enterprise Systems • Enterprise Systems – Enterprise resource planning (ERP) systems – Suite of integrated software modules and a common central database – Collects ...
Words: 2000 - Pages: 8
...parties that helped in completing this research, especially to : 1. Mrs. Diah Arlita SE, MBs who have spent her time, energy and mind in the implementation of the guidance, direction, encouragement in relation to the preparation of this paper. 2. Mr. Ade Rizky from Indosat who have helped us provide information we need pertaining to complete this module. 3. All collegers in the Excelent Class of Manajement, 2009. 4. In particular the authors express gratitude to loved ones who have provided encouragement and assistance and understanding of the authors, both during the lectures and in completing this module. 5. All parties that can not be mentioned one by one, whom had provided assistance in writing this paper. at Trisakti Finally, the author hopes may Allah reward the worth of those who have given assistance, and to make all this aid as worship, Amiin Yaa Robbal 'Alamiin. Jakarta, 15th December 2011 Author Team Content Preface Content Chapter 1 Introduction Background Indosat’s Profile CEO's Message Corporate Profile Organizational Structure Supplier Chapter...
Words: 4783 - Pages: 20
...Instructor’s Manual Enterprise Resource Planning, 1/E CHAPTER 1: A FOUNDATION FOR UNDERSTANDING ENTERPRISE RESOURCE PLANNING SYSTEMS CHAPTER OBJECTIVES 1. Develop an understanding of how ERP systems can improve the effectiveness of information systems in organizations. 2. Understand the business benefits of enterprise resource planning (ERP) systems. 3. Understand the history and evolution of ERP. CHAPTER OUTLINE 1. A Foundation for Understanding Enterprise Resource Planning Systems a. The Emergence of Enterprise Resource Planning Systems 1. What is ERP? 2. The Evolution of ERP 3. The Integrated Systems Approach b. Business Benefits of ERP c. ERP Modules d. ERP Design Alternatives e. The Business Case for ERP 1. Cost-Benefit Analysis for ERP 2. Can ERP Provide a Competitive Advantage? f. The Challenge of Implementing an ERP System g. Summary ANSWERS TO END-OF-CHAPTER QUESTIONS Questions for Discussion: 1. Use on-line library databases to identify articles in trade publications which provide case studies of ERP implementations. These articles may provide some insight into each of these questions. a. How widespread is the use of ERP across certain industries? b. What are the benefits reported from implementing ERP? c. What are its limitations? 2. Research and learn about the implementation of ERP. Use trade publications and on-line library databases (e.g. ABI Inform, ProQuest, First Search, Wilson Select Plus, available through...
Words: 8305 - Pages: 34
...Customer Relationship Management VSF This book is dedicated to my children Emma and Lewis of whom I am enormously proud. Customer Relationship Management Concepts and Technologies Second edition Francis Buttle AMSTERDAM • BOSTON • HEIDELBERG • LONDON • NEW YORK • OXFORD PARIS • SAN DIEGO • SAN FRANCISCO • SINGAPORE • SYDNEY • TOKYO Butterworth-Heinemann is an imprint of Elsevier Butterworth-Heinemann is an imprint of Elsevier Linacre House, Jordan Hill, Oxford OX2 8DP 30 Corporate Drive, Suite 400, Burlington, MA 01803, USA First edition 2009 Copyright © 2009, Francis Buttle Published by Elsevier Ltd. All rights reserved. The right of Francis Buttle to be identified as the author of this work has been asserted in accordance with the Copyright, Designs and Patents Act 1988 No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means electronic, mechanical, photocopying, recording or otherwise without the prior written permission of the publisher. Permissions may be sought directly from Elsevier’s Science & Technology Rights Department in Oxford, UK: phone ( 44) (0) 1865 843830; fax: ( 44) (0) 1865 853333; email: permissions@elsevier.com. Alternatively you can submit your request online by visiting the Elsevier web site at http://elsevier.com/locate/ permissions, and selecting Obtaining permission to use Elsevier material. Notice No responsibility is assumed by the publisher for any injury and/or damage...
Words: 171161 - Pages: 685
...Case study: tesco Content Chapter one 2 1. RM and TM 2 Chapter two 3 2. The company-TESCO: 3 Chapter three 4 3. The Six Markets Model. 4 3.1 Influence markets. 5 3.2 Referral markets 6 3.3 Supplier and Alliance markets. 7 3.4 Recruitment Markets 8 Chapter Four 8 4. Customer relationship. 8 4.1 Loyalty/retention 9 4.2 CRM (Customer relationship management) 12 4.3 The 30 R’s of relationship marketing. (Green-relationship and E-relationship) 13 4.31 Green-relationship (CSR) 13 4.32 E-relationship 15 Chapter Five 15 5. External relationship 15 5.1 Stakeholders 17 5.11 Customers. 17 5.12 Community. 17 Chapter Six 18 6. Internal relationship (Employees). 18 Chapter Seven 20 7.Supply chain (supply chain management) 20 Chapter Eight 21 8. Conclusion and recommendation. 21 Reference GUMMESSON, Evert (2002). Total Relationship Marketing. 2nd ed. Butterworth-Heinemann TESCOPLC. com (2011). Our history. [online]. Last accessed 2011 December 23 at: http://www.tescoplc.com/about-tesco/our-history/ VELOUTSOU, Cleopatra. et al. (2002). Relationship marketing: what if? European Journal of Marketing, 36(4), 433-449. PAYNE, Christopher, and BALLANTYNE (1991). Relationship Marketing: Bringing Quality, Customer Service and Marketing Together, Oxford, Butterworth Heinemann. THIS IS STAFFORDSHIRE.COM (2010). Government rejects Tesco plans to expand store. [online]. Last accessed 1 January 2012 at: http://www.thisisstaffordshire.co.uk/Tesco-...
Words: 750 - Pages: 3
...ASSIGNMENT 2 16/04/2012 What is e-commerce? The key components to establishing and providing a successful e-commerce solution within an e-business environment. CONTENTS CHAPTER | PAGE | Introduction & Aims/Objectives of assignment. | 3 | 1. What is e-commerce? | 5 | 2. E-environment | 6 | 3. Establishing an e-business. How to support an e-business? | 9 | 4. E-business systems: infrastructure of hardware and software | 14 | 5. E-Logistics: Supply Chain & Procurement | 17 | 6. E-Security: Protecting and e-business & its infrastructure | 19 | 7. E-Marketing: How to push your e-commerce business using marketing tools online. | 21 | 8. E-CRM: Managing customer relations online | 24 | 9. The future of e-business | 29 | Conclusion | 31 | Bibliography | 34 | Introduction: Through this assignment I will be discussing the use of e-commerce in modern retailing. This essay aims to explore: What e-commerce is, the infrastructure needed to establish an e-business and the wider impact of e-commerce on the traditional business and retail environment. These aims will outline the main effects of e-commerce on a business. These will be achieved through: * Outlining the origins of e-business * Assessing the external impact of e-commerce on the environment & traditional retailing. * Examining the implementation and sustainability of an e-commerce business: Systems, Structures & Costs. * The...
Words: 9784 - Pages: 40
...Management Information Systems 13e KENNETH C. LAUDON AND JANE P. LAUDON CHAPTER 9 ACHIEVING OPERATIONAL EXCELLENCE AND CUSTOMER INTIMACY: ENTERPRISE SYSTEMS Evolution Homecare Manages Patients with Microsoft Dynamics CRM CASE 2 VIDEO CASE Systems SUMMARY: Evolution Homecare used Microsoft Dynamics CRM to improve delivery of its home health services. Benefits have included productivity improvements, enhanced inventory management, better resource planning, and more effective reporting. L= 5:14 URL http://www.youtube.com/watch?v=JgCz9tfcXV0 CASE For people with serious illnesses, many procedures must be performed in medical facilities like hospitals and skilled nursing homes. But it is also possible to deliver medical-related services in a home setting using a home health-care service. In most cases, it is much more economical to be treated at home, and recent studies show that patients receiving healthcare services who are surrounded by their family and friends make faster progress. Home health care may include skilled nursing in addition to speech, occupational and physical therapy. It also includes monitoring the patient’s prescriptions and sometimes assistance with household chores. In the United Kingdom, Evolution Homecare is a leading provider of home health-care services, with special expertise in the supply and administration of critical medicines to patients in their homes. Evolution Homecare is part of the Celesio Group, which is one of the leading...
Words: 941 - Pages: 4
...MGT 300 CHAPTER 1 1.Apple has consistently outperformed its key rival through development of their product and continues to make its product smaller and less expensive, while providing complementary features such as games and application. All of the product they create have to be easy to understand and learn. 2.The types of information employees at the Apple store require believe is whatever product a customer’s returns find out is what wrong with the item. The item get this way and they can fix it in an reasonable time. Then customer satisfaction after the issues been resolving is the customer happy about the product. Types of information the executives at Apples corporate headquarters require to know how the product is made. The company’s sales activities the inventory where Apple products is sold to the employees. I don’t think there is a link between the two because the employees at the Apples store only concern is customers satisfaction as where the headquarters is all of the above from the customers to the employees because without the customers there no money which there no business and the employees need to be trained well enough where Apple won’t have a bad name. CHAPTER 2 1.Apple and the core domain of competitive intelligence professionals start with Apple processor choice are strategic decision, Apple prefers to control design and Apple has mastered media commerce. Thus, Apple can gain business intelligence through the implementation of a customer relationship...
Words: 903 - Pages: 4
...paper. | Information technology has changed how businesses operate and succeed in today’s global economy. Organizations can now use IT to transform themselves and achieve a tremendous competitive advantage. Information Technology for Management: Transforming Organizations in the Digital Economy, Seventh Edition highlights how this new technology is changing the current business environment and what effect it has on today’s students. The text addresses the major principles of MIS in order to prepare managers to understand the role of information technology in the digital economy. Revised and updated for a junior or senior level MIS or MBA course, this title will give students what they need to succeed in the emerging digital economy. Chapter 1: IT in the Digital Economy The Wireless Café in Shanghai offers fantastic food in a whimsical décor. The chef’s contemporary interpretation of classical Chinese cuisine gives foodies a reason to indulge, and...
Words: 4536 - Pages: 19