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Reducing Adverse Selection through Customer Relationship Management

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References

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Cited by

2009The impact of technological and organizational implementation of CRM on customer acquisition, maintenance, and retention273 cited
2007Achieving relationship marketing effectiveness in business-to-business exchanges226 cited
2007Transformational leadership and market orientation: Implications for the implementation of competitive strategies and business unit performance222 cited
2006Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits

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203 cited

2012A review of customer relationship management: successes, advances, pitfalls and futures197 cited

2017Relational selling: Past, present and future171 cited

2008Behavioral Equilibrium in Economies with Adverse Selection164 cited

2007Customer Equity: Measurement, Management and Research Opportunities138 cited

2007Managing Customer Relationships138 cited

2010The innovativeness of Born-Globals and customer orientation: Learning from Indian Born-Globals116 cited

2009CRM literature: conceptual and functional insights by keyword analysis110 cited

2006Marketing strategy: taxonomy and frameworks105 cited

2011International new ventures as “small multinationals”: The importance of marketing capabilities101 cited

2011When to “Fire” Customers: Customer Cost-Based Pricing100 cited

2018Implementation effects in the relationship between CRM and its performance97 cited

2007Customer relationship management in retailing: A content analysis of retail trade journals95 cited