customer relationship management (crm) and knowledge management (km) have become especial and strategic keys in the current competitive environment for all companies.  the critical role of km as the main determinant of the success of crm has been the focal point of the previous researches; the present paper aimed at studying the impact of different km factors- such as customer knowledge (ck), s...

customer is the axis of organizations' activities and the mission of all modern organizations is based on the customer. quality as a concern and concept of management is defined in relation to customer satisfaction. regarding the common purpose of customer knowledge management and quality function development technique, this research is to evaluate automobile industry emphasizing the types of c...

in this study, the impact of knowledge management components including knowledge acquisition, dissemination of information technology knowledge will be studied to identify and record the requirements in customer orientation. the role of organizational factors as well as customer orientation variables is analyzed as mediating moderating variables. the methodology of the research is practical by ...

Purpose – Processes in customer relationship management (CRM) are classified as knowledge-intensive processes. This paper seeks to provide a framework for knowledge management (KM) support of CRM processes and to show how this framework was applied in three action research cases. Design/methodology/approach – In a long-term cooperation with several leading companies the authors developed a fram...

Customer relationship management (CRM) and knowledge management (KM) have become key strategic tool for all companies, especially in the current competitive environment. Moreover, customer knowledge is an important issue for CRM implementation. Reviewing the literature, we found many studies that analyze the crucial role played by KM initiatives as determinants of the success of CRM. Moreover, ...

The nature and quality of a firm’s dialogue with its customers is a core capability. Few firms are able to manage this dialogue effectively and use what they know to add more value for customers and ultimately improve firm performance. Knowledge management (KM) functions are therefore being asked how their expertise can help companies do a better job in this area. This paper examines the wide v...

Customer input has become a valuable component of the innovation process. The integration of customer knowledge into the early innovation phase requires special types of customers and methods and entails specific risks according to each stage. This article describes when and how customers can be integrated and how possible negative side effects can be avoided. Relying on intensive desk research...

In 1959 Penrose referred to the importance of knowledge for using resources more innovatively and profitably, and in the same year Drucker indicated greater value should be placed on knowledge workers. An article by Nonaka (1991) suggested that the source of lasting competitive advantage is knowledge. Since then there has been a growing interest in knowledge, and an emerging view that the shari...

The purpose of this research is to understand the way a CRM project implementation may contribute to the success of the project. The approach of Knowledge Management Strategic Alignment was used as a theoretical framework and a case study was realised for this end. The case study allowed exploring the role of customer knowledge competencies of the company in the CRM project implementation. Thre...