A decision‐support system for business‐to‐business marketing

Behrooz Noori · Mohammad Salimi

54 citations0/0 files storedJournal of Business and Industrial Marketing

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Corporate Governance and Management Decision Support System Applications Big Data and Business Intelligence

Abstract

Purpose The main purpose of this paper is to review the related literature and propose a new decision‐support‐system (DSS) framework for marketing in the business‐to‐business (B2B) arena based on customer‐relationship management (CRM) and knowledge‐driven marketing to help related‐field graduate students and marketing managers. Design/methodology/approach Reviews a range of the most important works published between 1966 and 2004 in order to demonstrate both practical and theoretical aspects. The main method of this research is analytical and conceptual and the approach to this subject was to investigate the gap between marketing DSSs and analytical CRM. Findings Provides information about a customized marketing DSS in a B2B context, indicates related literature and frameworks and, finally, tests the ideas with a case study. Practical implications Outcomes and applications are identified for developing new activities in improving marketing decision making and marketing planning based on customer orientation and customer satisfaction. Originality/value Despite such interdependencies, the research in the fields of DSSs and CRM solutions has not adequately considered the integration of such systems. The novel contribution of this paper lies in integrating marketing DSSs and CRM with regard to knowledge‐driven marketing in B2B marketing, in both theoretical and practical aspects.

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References

1999Buyer-Seller Relationships in Business Markets 1998Customer lifetime value: Marketing models and applications 1995The One to One Future: Building Relationships One Customer at a Time 1996Electronic Commerce: Structures and Issues 2001Knowledge management and data mining for marketing 2002Data mining techniques for customer relationship management 2002Effect of store design on consumer purchases: an empirical study of on-line bookstores 2003An LTV model and customer segmentation based on customer value: a case study on the wireless telecommunication industry

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