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A Framework for Examining IT-Enabled Market Relationships
14 references·16 citing·50 second hop
A Framework for Examining IT-Enabled Market Relationships (2001)A Framework for Examining IT-Enabled Mark…Technology Infusion in Service Encounters (2000)Technology Infusion in Servic…Managing Market Relationships (2000)Managing Market RelationshipsInformation Technology Management (2000)Information Technology Manage…Fundamental Changes in Marketing Organization: The Movement toward a Customer-Focused Organizational Structure (2000)Fundamental Changes in Market…Sales and Marketing Management (1999)Sales and Marketing ManagementRethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (1999)Rethinking the Sales Force: R…Developing a Knowledge Strategy (1999)Developing a Knowledge Strate…SAP Implementation: Strategies and Results (1998)SAP Implementation: Strategie…Putting the enterprise into the enterprise system. 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References

  • 1998Putting the enterprise into the enterprise system.3,358 cited
  • 1999Developing a Knowledge Strategy2,211 cited
  • 1996The knowing organization: How organizations use information to construct meaning, create knowledge and make decisions1,572 cited
  • 2000Technology Infusion in Service Encounters1,551 cited
  • 2000Managing Market Relationships819 cited
  • 1991Evolution of the Marketing Organization: New Forms for Turbulent Environments625 cited
  • 1998Managing Customer Support Knowledge417 cited
  • 2000Fundamental Changes in Marketing Organization: The Movement toward a Customer-Focused Organizational Structure416 cited
  • 1991Managing hybrid marketing systems.223 cited
  • 1999Sales and Marketing Management189 cited
  • 1999Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value185 cited
  • 1995Information Technology for Management144 cited
  • 1998SAP Implementation: Strategies and Results101 cited
  • 2000Information Technology Management100 cited

Cited by

  • 2009CRM systems and organizational learning: An exploration of the relationship between CRM effectiveness and the customer information orientation of the firm in industrial markets

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74 cited
  • 2011Customer Relationship Management (CRM)'s Impact on B to B Sales Professionals' Collaboration and Sales Performance72 cited
  • 2012Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry63 cited
  • 2005The Role of Core Selling Teams In Supplier–Buyer Relationships62 cited
  • 2023Sales technology research: a review and future research agenda61 cited
  • 2011Service capabilities and customer relationship management: an investigation of the banks in Taiwan46 cited
  • 2005A Compendium of Sales-Related Literature in Customer Relationship Management: Processes and Technologies with Managerial Implications42 cited
  • 2018Managing Customer Relations in a Modern Business Environment: Towards an Ecosystem-Based Sustainable CRM Model34 cited
  • 2021Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities33 cited
  • 2014Effect of salespeople's acquisition–retention trade-off on performance32 cited
  • 2006Interactive IMC: The Relational-Transactional Continuum and the Synergistic Use of Customer Data31 cited
  • 2019What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals29 cited
  • 2019Customer relationship management technology: bridging the gap between marketing education and practice27 cited
  • 2018Investigating relationship types for creating brand value for resellers24 cited
  • 2004ICT adoption and moderating effects of institutional factors on salesperson's communication effectiveness: a contingency study in high-tech industries23 cited
  • 2018A review of climate and culture research in selling and sales management21 cited