List of Articles customer relationship management

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  1 - A RFMV Model and Customer Segmentation Based on Variety of Products
  Saman  Qadaki Moghaddam Neda Abdolvand Saeedeh Rajaee Harandi
  10.7508/jist.2017.19.002
  Today, increased competition between organizations has led them to seek a better understanding of customer behavior through innovative ways of storing and analyzing their information. Moreover, the emergence of new computing technologies has brought about major change More

  Today, increased competition between organizations has led them to seek a better understanding of customer behavior through innovative ways of storing and analyzing their information. Moreover, the emergence of new computing technologies has brought about major changes in the ability of organizations to collect, store and analyze macro-data. Therefore, over thousands of data can be stored for each customer. Hence, customer satisfaction is one of the most important organizational goals. Since all customers do not represent the same profitability to an organization, understanding and identifying the valuable customers has become the most important organizational challenge. Thus, understanding customers’ behavioral variables and categorizing customers based on these characteristics could provide better insight that will help business owners and industries to adopt appropriate marketing strategies such as up-selling and cross-selling. The use of these strategies is based on a fundamental variable, variety of products. Diversity in individual consumption may lead to increased demand for variety of products; therefore, variety of products can be used, along with other behavioral variables, to better understand and categorize customers’ behavior. Given the importance of the variety of products as one of the main parameters of assessing customer behavior, studying this factor in the field of business-to-business (B2B) communication represents a vital new approach. Hence, this study aims to cluster customers based on a developed RFM model, namely RFMV, by adding a variable of variety of products (V). Therefore, CRISP-DM and K-means algorithm was used for clustering. The results of the study indicated that the variable V, variety of products, is effective in calculating customers’ value. Moreover, the results indicated the better customers clustering and valuation by using the RFMV model. As a whole, the results of modeling indicate that the variety of products along with other behavioral variables provide more accurate clustering than RFM model. Manuscript profile
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  2 - Propose an E-CRM Model based on Mobile Computing Technology in Pharma Distribution Industry
  Alireza Kamanghad Gholamreza Hashemzade Mohammadali Afshar kazemi Nosratollah Shadnoosh
  10.52547/jist.16209.10.40.287
  In today’s world, the competition between all business areas and companies including pharma distributor companies has increased dramatically, so it is very important for active companies in the pharma distribution industry which deal with a large number of customers in More

  In today’s world, the competition between all business areas and companies including pharma distributor companies has increased dramatically, so it is very important for active companies in the pharma distribution industry which deal with a large number of customers in a B2B market to establish a deep and long-term relationship with their customers and manage that relationship effectively. Since the CRM which now is enriched by new emerging technologies in terms of e-CRM and m-CRM is under developing rapidly, it can play a critical role for empowering these companies to strengthen their relationship with their customers. In this research it has been tried to have a complete review of mobile computing technology concept and its effect on CRM. The research methodology is basically qualitative. After a literature review, using qualitative research methods and deep interviews with a group of 8 industry experts, the whole concept of the initial model was derived using Thematic Analysis method. The Grounded Theory approach was applied to extract the main factors and sub-factors of the final model. Additionally, some of \research techniques such as Dematel, ANP and Super Decision software were used to investigate the interdependency, importance and priority of factors and sub-factors. At the last stage a new model for e-CRM in pharma distribution industry based on mobile computing technology has been proposed. The four key components of the model are Quality of Content and Services, Organizational Readiness, Quality of System and Communication, Customer Mobile App. Manuscript profile
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  3 - The effect of customer ¬orientation and customer relationship management (CRM) infrastructure capabilities on innovative behavior
  mahdi Almodarresi Hooshmand Bagheri Gara Bolagh mohammadreza gholami fateme mohammadi
  In most organizations there is a system is designed and applied for recruiting and preserving consumers which in fact is capable of managing organization-consumers relationships. Nowadays these systems have gained popularity as customer relationship management systems. More

  In most organizations there is a system is designed and applied for recruiting and preserving consumers which in fact is capable of managing organization-consumers relationships. Nowadays these systems have gained popularity as customer relationship management systems. The present study seeks to determine the effect of consideration of consumers and infrastructural abilities of customer relationship management on the information quality and innovative behavior. In terms of the applied results and goal, the present study is descriptive which has been conducted through survey method. The statistical population of the study was senior insurance experts and managers in branches of insurance companies of Tabriz city, Using Cochran sampling method, 85 individuals were selected as sample size. The questionnaire was used to collect filed data, and the Structural equation modelling to analyze the data.¬ The results of the study showed that infrastructural capabilities have a positive and significance effect on customer orientation, consumer information quality, and innovative behavior and as well as the results showed that customer orientation have a positive and significant effect on the consumer information quality and innovative behavior. Additionally, consumer information quality had a positive and significant effect on the innovative behavior and company performance, and finally there is a positive and significant relationship between innovative behavior and company performance. Manuscript profile
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  4 - Developing Customer Knowledge Management Process Model Using Customer Relationship Management Systems
  Maryam Ashoori Mona Sharif khani Mohammad Jafar Tarokh
  In recent years, many companies have integrated the activities of customer relationship management with knowledge management together as one concept. In fact, the principal reason for the mentioned integration is that the knowledge management plays a key role in the cus More

  In recent years, many companies have integrated the activities of customer relationship management with knowledge management together as one concept. In fact, the principal reason for the mentioned integration is that the knowledge management plays a key role in the customer relationship management. The potential of bilateral relationship between these two fields and also the critical function of knowledge management in success of customer relationship management, has attracted the attention of researchers to this matter recently. The term of “customer knowledge management” is the combination of knowledge management and customer relationship management. The customer knowledge management requires applying different approaches through considering wide variety of key variables in these fields. The considered key variables for each customer knowledge management model are different according to its model. Generally, many models have been presented for customer knowledge management, including conceptual, process and system model. In this paper, we intend to develop process model which achieved from combination of business engineering model, six business processes based on customer relationship management systems, and four aspects of knowledge management in principle business activities, namely marketing, sales and services. Manuscript profile
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  5 - Identification and evaluation of factors influencing the culture of E-learning for adoption of IT and implementation of SCRM
  میثم کیوانی Mehdi Zrak hossein momeni mahmouei Ali Hosseinzadeh
  The purpose of this study was to identify and evaluate the effective factors of e-learning culture for IT adoption and SCRM deployment in Shargh Cement Company. The qualitative and objective research approach is a thematic exploratory study in which 25 managers of sharg More

  The purpose of this study was to identify and evaluate the effective factors of e-learning culture for IT adoption and SCRM deployment in Shargh Cement Company. The qualitative and objective research approach is a thematic exploratory study in which 25 managers of shargh cement and experts in this field were selected through semi-structured interviews through simple random sampling method. Findings The research identifies seven major themes, or factors, affecting e-learning culture for IT adoption and SCRM deployment. The seven themes are structural factors, behavioral factors, environmental factors, processes, outputs, effects and outcomes. 146 codes were extracted from these main themes in the context of the interviews.From these main themes, 75 concepts were extracted based on conceptual similarity, categorization, and composition. Then, the role of each of the subcategories in creating an e-learning culture for IT adoption and SCRM deployment was examined. Manuscript profile