New Media – An Opportunity to Customer Relationship Management? A review-based analysis of success factors and success effect

  1. Robert Elmerhaus 1
  2. Verónica Baena 1
  1. 1 Universidad Europea de Madrid
    info

    Universidad Europea de Madrid

    Madrid, España

    ROR https://ror.org/04dp46240

Revista:
International Journal of Management and Business

ISSN: 1949-2847

Año de publicación: 2015

Volumen: 6

Número: 2

Páginas: 100-131

Tipo: Artículo

Otras publicaciones en: International Journal of Management and Business

Resumen

In the age of virtualisation and globalisation, customer relationship management (CRM) increasingly utilises new media for advertisement, customer contact, data management, servicing and sales. However, the opportunities, risks and success factors of the application of these new technologies have not been comprehensively explored to date. The study systematises new media technologies for CRM in the form of a review and differentiates and synthesises new media-based opportunities, risks and success factors in CRM referring to the corporate value-added process. It draws upon Kim, Zhao and Yang's (2008) and Kim and Kim's (2009) earlier research and extends the framework based upon a more extensive literature review, adapting it to new media applications. Success effects of new media usage at the shareholder and customer level are elaborated. Therefore, this work provides academic research with a theoretically-founded classification system for new media research that is applicable to CRM and neighbouring study fields. Practitioners can also apply the category set to revise and organise their CRM strategy regarding the technological options of new media. The study is the theoretical and structural foundation to a planned empirical study on the success effects of new media in CRM.

Referencias bibliográficas

  • Ababio, B. T. (2009). Issues on the teaching and learning of geography at pretertiary levels. Journal of Health, Physical Education and Recreation, 1(2), 66 –80.
  • Anckar, B., & D'Incau, D. (2002). Value creation in mobile commerce: Findings from a consumer survey. Journal of Information Technology Theory and Application (JITTA), 4(1), 43-64.
  • Ang, L., & Buttle, F. (2006). CRM software applications and business performance. Journal of Database Marketing & Customer Strategy Management, 14(1), 4-16.
  • Armbrust, M., Fox, A., Griffith, R., Joseph, A. D., Katz, R., Konwinski, A., ... & Zaharia, M. (2010). A view of cloud computing. Communications of the ACM, 53(4), 50-58.
  • Bächle, M. (2006). Social software. Informatik-Spektrum, 29(2), 121–124.
  • Barnes, S. J. (2002). The mobile commerce value chain: Analysis and future developments. International Journal of Information Management, 22(2), 91-108. 120 The International Journal of Management and Business, Vol. 6 Issue 2, December 2015
  • Bauer, H. H., Barnes, S. J., Reichardt, T., & Neumann, M. M. (2005). Driving consumer acceptance of mobile marketing: A theoretical framework and empirical study. Journal of Electronic Commerce Research, 6(3), 181-192.
  • Bijmolt, T. H., Leeflang, P. S., Block, F., Eisenbeiss, M., Hardie, B. G., Lemmens, A., & Saffert, P. (2010). Analytics for customer engagement. Journal of Service Research, 13(3), 341- 356.
  • Blattberg, R. C., & Deighton, J. (1991). Interactive marketing: Exploiting the age of addressability. Sloan Management Review, 33(1), 5-14.
  • Boyd, D. M., & Ellison, N. B. (2010). Social network sites: Definition, history, and scholarship. Engineering Management Review, IEEE, 38(3), 16-31.
  • Bucklin, R. E., & Sismeiro, C. (2009). Click here for Internet insight: Advances in clickstream data analysis in marketing. Journal of Interactive Marketing, 23(1), 35-48.
  • Bughin, J., Chui, M., & Manyika, J. (2010). Clouds, big data, and smart assets: Ten tech-enabled business trends to watch. McKinsey Quarterly, 56(1), 75-86.
  • Bull, C. (2003). Strategic issues in customer relationship management (CRM) implementation. Business Process Management Journal, 9(5), 592-602.
  • Cao, L. (2014). Business model transformation in moving to a cross-channel retail strategy: A case study. International Journal of Electronic Commerce, 18(4), 69-96.
  • Chevalier, J. A., & Mayzlin, D. (2006). The effect of word of mouth on sales: Online book reviews. Journal of Marketing Research, 43(3), 345-354.
  • Choudhury, M. M., & Harrigan, P. (2014). CRM to social CRM: The integration of new technologies into customer relationship management. Journal of Strategic Marketing, 22(2), 149-176.
  • Cusumano, M. (2010). Cloud computing and SaaS as new computing platforms. Communications of the ACM, 53(4), 27-29.
  • Deighton, J., & Kornfeld, L. (2009). Interactivity's unanticipated consequences for marketers and marketing. Journal of Interactive Marketing, 23(1), 4-10.
  • Deng, Z., Lu, Y., Wei, K. K., & Zhang, J. (2010). Understanding customer satisfaction and loyalty: An empirical study of mobile instant messages in China. International Journal of Information Management, 30(4), 289-300.
  • Dickinger, A., Haghirian, P., Murphy, J., & Scharl, A. (2004, January). An investigation and conceptual model of SMS marketing. In System Sciences, 2004, Proceedings of the 37th Annual Hawaii International Conference, pp. 5-8. Big Island, Hawaii, USA, IEEE.
  • Doak, J., & Karadimitriou, N. (2007). (Re)development, complexity and networks: A framework for research. Urban Studies, 44(2), 209-229.
  • Dollmayer, T. (2001). Charakteristika der Inernetökonomie unter Besonderer Berücksichtigung der Strategien im E-Commerce. Diploma thesis at University of Nürtingen, 12-79.
  • Domenig, R., & Dittrich, K. R. (1999). An overview and classification of mediated query systems. ACM Sigmod Record, 28(3), 63-72. 121 The International Journal of Management and Business, Vol. 6 Issue 2, December 2015
  • Du Plessis, M. D., & Boon, J. A. (2004). Knowledge management in eBusiness and customer relationship management: South African case study findings. International Journal of Information Management, 24(1), 73-86.
  • Eichelberg, A. (2014, June 2). Akzent-PR: Kommunikations-Management für Klein und Mittlere Betriebe. Pressearbeit, Web, Events sind die beliebtesten Kommunikationsformen. Retrieved from http://akzent-pr.at/category/social-media/
  • Farris, P. W., Bendle, N. T., Pfeifer, P. E., & Reibstein, D. J. (2010). Marketing metrics: The definitive guide to measuring marketing performance. New Jersey: Pearson Education, Inc.
  • Fiore, F., & Shawn, C. (2001). Successful affiliate marketing for merchants. Indianapolis, IN: Que Publishing.
  • Flew, T. (2008). New media: An introduction. Victoria, Australia: Oxford University Press.
  • Grönroos, C. (2011). A service perspective on business relationships: The value creation, interaction and marketing interface. Industrial Marketing Management, 40(2), 240-247.
  • Habul, A., & Pilav-Velic, A. (2010). Business intelligence and customer relationship management. In Information Technology Interfaces (ITI), 2010 32nd International Conference. IEEE. 169-174.
  • Haenlein, M., & Kaplan, A. M. (2010). Users of the world, unite! The challenges and opportunities of social media. Business Horizons, 53(1), 59-68.
  • Henneberg, S. C., Swart, J., Jiang, Z., Naude, P., & Mouzas, S. (2009). Mobilizing ideas in knowledge networks. A social network analysis of the human resource management community 1990-2005. The Learning Organization, 16(6), 443-459.
  • Hennig-Thurau, T., Malthouse, E. C., Friege, C., Gensler, S., Lobschat, L., Rangaswamy, A., & Skiera, B. (2010). The impact of new media on customer relationships. Journal of Service Research, 13(3), 311-330.
  • Hilkert, D., Wolf, C. M., Benlian, A., & Hess, T. (Eds.). (2010). Proceedings of the First International Conference on Software Business. The “as-a-service” paradigm and its implications for the software industry – Insights from a comparative case study in CRM software ecosystems. Jyväskylä, Finland.
  • Hippner, H., & Wilde, T. (2005). Social software. Wirtschaftsinformatik, 47(6), 441-444. Hofte-Fankhauser, K., & Wälty, H. F. (2009). Marktforschung. Grundlagen mit zahlreichen Beispielen, Repetitionsfragen mit Lösungen und Glossar. Vol. 2. Zürich: Compendio Bildungsmedien.
  • Jensen, M. C., & Meckling, W. H. (1976). Theory of the firm: Managerial behavior, agency costs, and ownership structure. In Economics Social Institutions, Series Rochester Studies in Economics and Policy Issues (pp. 163-231). Springer Netherlands: Springer.
  • Karr, D. (2011, November 3). Marketing Tech Blog Moving to Social CRM. Retrieved from http://www.marketingtechblog.com/social-media-marketing/free-ebook-moving-tosocial-crm/ 122 The International Journal of Management and Business, Vol. 6 Issue 2, December 2015
  • Keeney, R. L. (1996). Value –Focused thinking: Identifying decision opportunities and crating alternatives. European Journal of Operational Research, 92(1996), 537-549.
  • Kia, F. (2010). New trend in customer relationship management system. Oxford: Oxford University Press.
  • Kim, C., Zhao, W., & Yang, K. H. (2008). An empirical study on the integrated framework of eCRM in online shopping: Evaluating the relationships among perceived value, satisfaction, and trust based on customers' perspectives. Journal of Electronic Commerce in Organizations, 6(3), 1-19.
  • Kim, H. S., & Kim, Y. G. (2009). A CRM performance measurement framework: Its development process and application. Industrial Marketing Management, 38(4), 477-489.
  • Leppaniemi, M., & Karjaluoto, H. (2005). Factors influencing consumers' willingness to accept mobile advertising: A conceptual model. International Journal of Mobile Communications, 3(3), 197-213.
  • Lindgreen, A., Palmer, R., Vanhamme, J., & Wouters, J. (2006). A relationship management assessment tool: Questioning, identifying, and prioritizing critical aspects of customer relationships. Industrial Marketing Management, 35(1), 57−71.
  • Lindner, C. (Ed.). (2009). Project paper at the Univerity of Kiel. Das Web 2.0 als Medium und Plattform für Soziales Marketing. Retrieved from http://www.nordlicht.unikiel.de/dateien/Lindnerweb20.pdf
  • Luo, X., Li, H., Zhang, J., & Shim, J. P. (2010). Examining multi-dimensional trust and multifaceted risk in initial acceptance of emerging technologies: An empirical study of mobile banking services. Decision Support Systems, 49(2), 222-234.
  • Magdic, J., & Car, Z. (2013, June). A company model supporting ERP and CRM software development and implementation processes. Telecommunications (ConTEL), 2013 12th International Conference. IEEE. 19-24.
  • Mangold, W. G., & Faulds, D. J. (2009). Social media: The new hybrid element of the promotion mix. Business Horizons, 52(4), 357-365.
  • Marketing Charts. (2011). Journalists' views on social-media's influence on reporting differ by beat. Retrieved from http://www.marketingcharts.com/interactive/journalists-views-onsocial-medias-influence-on-reporting-differ-by-beat-4701/brodeur-new-mediajournalists-impact-editorial-direction-of-news-coveragegif/
  • McKenna, R. (1991) Relationship marketing: Successful strategies for the age of the customer. Reading, MA: Addison-Wesley.
  • Meffert, H., Burmann, C., & Kirchgeorg, M. (2014). Marketing. Grundlagen marktorientierter Unternehmensführung. Konzepte - Instrumente - Praxisbeispiele. 12(2), Wiesbaden: Gabler Verlag.
  • Meyer-Galow, P. (2007). Weitere Konzepte des Portfoliomanagements und Porters' drei essentielle Tests' für Diversifikationen. München: Grin Verlag.
  • Meyer-Hentschel. (1993). Erfolgreiche Anzeigen; Kriterien und Beispiele zur Beurteilung und Gestaltung. Wiesbaden: Gabler Verlag. 123 The International Journal of Management and Business, Vol. 6 Issue 2, December 2015
  • Null, C. (2008). 15 hot new technologies that will change everything. Retrieved from http://www.pcworld.com/article/152683/15_hot_new_technologies_that_will_change_ev erything.html
  • Parvatiyar, A., & Sheth, J. N. (2001). Customer relationship management: Emerging practice, process, and discipline. Journal of Economic and Social research, 3(2), 1-34.
  • Payne, A., & Frow, P. (2005). A strategic framework for customer relationship management. Journal of marketing, 69(4), 167-176.
  • Peppard, J. (2000). Customer relationship management (CRM) in financial services. European Management Journal, 18(3), 312-327.
  • Rappaport, A. (1998). Creating shareholder-value: A guide for managers and investors. New York, NY: The Free Press.
  • Reichwald, R., Piller, F. T., & Stotko, C. M. (2003). E-Collaboration. Prozessoptimierung durch Mass Customization im Electronic Business. Wiesbaden: Gabler Verlag.
  • Reimann, M., Schilke, O., & Thomas, J. S. (2010). Customer relationship management and firm performance: the mediating role of business strategy. Journal of the Academy of Marketing Science, 38(3), 326-346.
  • Reinartz, W., Krafft, M., Hoyer, W., (2004, August). The customer relationship management process: Its measurement and impact on performance. Journal of Marketing Research, 41(3), 293-305.
  • Richards, K. A., & Jones, E. (2008). Customer relationship management: Finding value drivers. Industrial Marketing Management, 37, 120-130.
  • Riehm, U. (2004). E-Commerce Begriff, Geschichte, Aktueller Stand und Ausblick. In H.-D. Kübler & E. Elling (Eds.), Wissensgesellschaft. Neue Medien und ihre Konsequenzen (pp. 24-29). Bonn: Bundeszentrale für Politische Bildung.
  • Rigby, D. K., & Ledingham, D. (2004). CRM done right. Harvard Business Review, 82(11), 118−129.
  • Rigby, D. K., Reichheld, F. F., & Schefter, P. (2002). Avoid the four perils of CRM. Harvard Business Review, 80(2), 101−109.
  • Romano Jr, N. C., & Fjermestad, J. (2003). Electronic commerce customer relationship management: A research agenda. Information Technology and Management, 4(2-3), 233- 258.
  • Runia, P., Wahl, F., Geyer, O., & Thewißen, C. (2007). Marketing: Eine Prozess- und praxisorientierte Einführung. München: Oldenbourg Verlag.
  • Sahaf, M. A., Quereshi, H. I., & Ahmed, R. A. (2011). The science and art of customer relationship management: A blend of business processes and technology solutions. African Journal of Business Management, 5(13), 5057-5064.
  • Scharl, A., Dickinger, A., & Murphy, J. (2005). Diffusion and success factors of mobile marketing. Electronic Commerce Research and Applications, 4, 159-173. 124 The International Journal of Management and Business, Vol. 6 Issue 2, December 2015
  • Schniederjans, M. J., Cao, Q., & Ching Gu, V. (2012). An operations management perspective on adopting customer-relations management (CRM) software. International Journal of Production Research, 50(14), 3974-3987.
  • Schoder, D., & Müller, G. (1999). Disintermediation versus Intermediation auf elektronischen Märkten am Beispiel ‘Trusted Third Parties’– Eine Empirisch Gestützte Einschätzung. In J. Engelhard & E., J. Sinz (Eds.), Kooperation im Wettbewerb (pp. 559-619). Wiesbaden: Gabler Verlag.
  • Shani, D., & Chalasani, S. (1992). Exploiting niches using relationship marketing. Journal of Consumer Marketing, 9(3), 33-42.
  • Sharma, D., & Ranga, M. (2014). Mobile customer relationship management-A competitive tool. EXCEL International Journal of Multidisciplinary Management Studies, 4(7), 37-42.
  • Slouka, M. (1995). War of the worlds: Cyberspace and the high-tech assault on reality. New York, NY: .Basic Books.
  • Smalla, H. (2008). Nutzerakzeptanz personalisierter Werbung im Web 2.0. Eine empirische Untersuchung der Social Networking Plattform StudiVZ. Diploma thesis at European University Fresenius, Diplomica Verlag.
  • Taylor, S. A., & Hunter, G. L. (2002). The impact of loyalty with e-CRM software and eservices. International Journal of Service Industry Management, 13(5), 452-474.
  • Toch, E., Wang, Y., & Cranor, L. F. (2012). Personalization and privacy: A survey of privacy risks and remedies in personalization-based systems. User Modeling and User-Adapted Interaction, 22(1-2), 203-220.
  • Venohr, B. (2013, March 14). SAP Info. German SMEs’ recipe for success. Retrieved from http://www.berndvenohr.de/download/veroeffentlichungen/presse/international/SAP_352 01_SME_EN.pdf
  • Vidgen, R., Henneberg, S. C., & Naudé, P. (2007). What sort of community is the European conference on information systems? A social network analysis 1993-2005, European Journal of Information Systems, 16, 5-19.
  • Wang, D., Xiang, Z., & Fesenmaier, D. R. (2014). Adapting to the mobile world: A model of smartphone use. Annals of Tourism Research, 48, 11-26.
  • Wilde, K. D., Hettich, D. K. S., & Hippner, D. W. I. H. (2001). Customer Relationship Management—Informationstechnologien im Dienste der Kundeninteraktion. In M. Bruhn, & B. Stauss, B. (Eds.), Dienstleistungsmanagement Jahrbuch 2001 (pp. 167-201). Wiesbaden: Gabler Verlag.
  • Wimmer, R., & Dominick, J. (2013). Mass Media Research: An Introduction. 10th Edition. Belmont, CA: Wadsworth.
  • Winer, R. S. (2001). A framework for customer relationship management. California Management Review, 43(4), 89−105.
  • Wruck, O. (2008). Marketing. Entwicklung von Marketingstrategien. Ronneberg: Norddeutsche Akademie für Marketing + Kommunikation e.V.
  • Zimmer, D. (2009). Facebook, Myspace & Co. Soziale Netzwerke im Internet, Analyse und Tipps. Wien: Österreichisches Institut für angewandte Telekommunikation.