Article history: Received 23 May 2008 Received in revised form 13 January 2009 Accepted 15 January 2009 This paper applies a social exchange perspective to understand the internal contingencies of the relationship between entrepreneurial orientation (EO) and performance. It focuses on two aspects of social interactions among functional managers (procedural justice and trust), as well as on thei...

CRM is a strategy that integrates concepts of knowledge management, data mining, and data warehousing in order to support an organization’s decision-making process to retain long-term and profitable relationships with its customers. This research is part of a long-term study to examine systematically CRM factors that affect design decisions for CRM data warehouses in order to build a taxonomy o...

In this article we discuss the importance of customer-orientation for corporate success. Customer-orientation is not merely managerial jargon, although a quick glance through annual reports would lead one to such a conclusion. There is some substantial meaning in the concept. Customerorientation is not the exclusive right of the marketing department. In fact, we argue that customer-orientation ...

In recognizing the power of electronic commerce in continuously provided service context, this paper examines personal and situational factors as well as transactional characteristics influencing customers’ use of electronic commerce in stock trading. Empirical data were collected from an intercept field survey of individual customers of two major Korean stock trading brokers. Our results show ...

IT professionals are finding that more of their IT investments are being measured against a knowledge management (KM) metric. Those who want to deploy foundation technologies such as groupware, CRM or decision support tools, but fail to justify them on the basis of their contribution to KM, may find it difficult to get funding unless they can frame them within the KM context. Determining KM's p...

In many instances, customers are seen as one of the key resources for new product development (NPD), as they often have deep product knowledge, either in the form of explcit or tacit knowledge. Firms’ NPD departments are highly interested in internalizing these forms of customer knowledge with the help of customer integration methods, such as Ideas Competitions, Lead-User-Workshops etc. However...

In Today’s quality- based competitive world, known as knowledge age, customer attraction is of ultimate importance. In respect to the slogan “customer is always right”, customer relation management is the core of an organizational strategy playing an important role in four aspects of customer identification, customer attraction, customer retaining, and customer satisfaction. Commercial organiza...