A CRM-based pathway to improving organisational responsiveness: an empirical study


Successful organisations are characterised by how they adjust their organisational practices in response to the external environment. The concept of organisational responsiveness has been used to describe this ability to respond to market changes. The role played by customer relationship management (CRM) in supporting this process is considered, with a focus on the contribution made by how CRM is approached and embedded in the organisation, effective information systems, and staff empowerment. Drawing on data from an empirical study of financial services firms in Brazil, the findings show that improved organisational responsiveness is more effectively enabled by a ‘CRM approach – systems effectiveness – staff empowerment’ pathway, rather than the simple ‘CRM approach – systems implementation’ pathway adopted by many firms. The theoretical and managerial implications of the findings are explored.

Publication DOI: https://doi.org/10.1080/0965254X.2018.1555547
Divisions: College of Business and Social Sciences > Aston Business School
Additional Information: This is an Accepted Manuscript of an article published by Taylor & Francis Group in Journal of Strategic Marketing on 16 Dec 2018, available online at: http://www.tandfonline.com/10.1080/0965254X.2018.1555547
Uncontrolled Keywords: organisational responsiveness,CRM,IS effectiveness,staff empowerment
Publication ISSN: 1466-4488
Last Modified: 13 May 2024 07:22
Date Deposited: 03 Dec 2018 10:20
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Related URLs: https://www.tan ... 18.1555547?af=R (Publisher URL)
PURE Output Type: Article
Published Date: 2020
Published Online Date: 2018-12-16
Accepted Date: 2018-10-19
Authors: Batista, Luciano (ORCID Profile 0000-0002-0367-2975)
Dibb, Sally
Meadows, Maureen
Hinton, Matthew
Analogbei, Mathew



Version: Accepted Version

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