Scoping customer relationship management strategy in HEI - Understanding steps towards alignment of customer and management needsKhasab, B., Gulliver, S. ORCID: https://orcid.org/0000-0002-4503-5448, Alsoud, A. and Kyritsis, M. ORCID: https://orcid.org/0000-0002-7151-1698 (2014) Scoping customer relationship management strategy in HEI - Understanding steps towards alignment of customer and management needs. In: 16th International Conference on Enterprise Information Systems, 27 - 30 April 2014, Lisbon, Portugal.
It is advisable to refer to the publisher's version if you intend to cite from this work. See Guidance on citing. Abstract/SummaryHigher Education Institutions (HEI) are complex organisations, offering a wide range of services, which involve a multiplicity of customers, stakeholders and service providers; both in terms of type and number. Satisfying a diverse set of customer groups is complex, and requires development of strategic Customer Relationship Management (CRM). This paper contributes to the HEI area, by proposing an approach that scopes CRM strategy, allowing us a better understanding CRM implementation in Higher Education Institutions; maximising alignment of customer and management desires, expectation and needs.
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