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TitleMotivations and results for CRM adoption in large companies in Portugal
Author(s)Cunha, Maria Manuela Cruz
Varajão, João
Santana, Daniela
Customer Relationship Management (CRM)
Large companies
Issue date2013
PublisherIGI Global
JournalInformation Resources Management Journal
Abstract(s)There are several motivations for CRM systems adoption, some of them aligned with the results of CRM implementation. This paper presents the main findings of a study undertaken among a sample of Portuguese large enterprises, identifying and discussing the main motivations and results of the adoption of CRM systems. It was possible to conclude that the main results of CRM adoption reflect the main motivations as, for instance, improvement of quality of information or process improvement. The findings of this study allow the academic and professional community to better understand the main motivations of large companies for adopting CRM systems, as well as their obtained results, and also allow CRM systems vendors and consultants to better address the needs of their potential clients.
AccessOpen access
Appears in Collections:DSI - Engenharia e Gestão de Sistemas de Informação

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