Implementing CRM System in a Global Organization - National vs. Organizational Culture

This paper presents a longitudinal case study of a multi-national company’s Customer Relationship Management implementation in China, Poland, Russia, Middle East, Dubai, Pakistan, Iran, Korea and Japan. Although the cooperation has extensive experience in implementing systems in its different global subsidiaries, and has planned the implementation well, the implementation was not a complete success. The study has identified that the cultural factor are important, but not stressed enough in the current CRM literature. Understanding the difference between the organizational culture in which the system is developed and the national culture in which the system is implemented, as well as having a strategy for how to embrace and control/adjust to cultural values, is vital for a successful system implementation.

Cultural aspects of multi-channel customer management: A UK case study

Channel management is one CRM systems component much influenced by the behaviour of customers in relation to its implementation and use. The consumers’ behaviours, preferences, perceptions and expectations are crucial for the implementation and use of channel management. Customers’ contact with the organization’s multi-channels can occur at several touch points throughout the customer lifecycle. Customers’ behaviours may be differentiated according to the individual or micro level, but it might also differ at an ecological or macro level of analysis (Ramaseshan et al., 2006). In this paper the authors have conducted a case study in the UK to analyze customers’ behaviours at a macro level and customers channel choices, through out the customer lifecycle. The authors have used a Structurational Analysis model (Ali and Brooks, 2008) to identify the cultural factors (Ali, et al. 2008a) that influence multi-channel customer management in the UK

Cultural universality versus particularity within e-CRM systems: a special case of information systems

Cultural factors are often identified as a crucial influence on the success or failure of Information Systems in general and Electronic Customer Relationship Management Systems (eCRM) in particular. Several researchers have suggested ways in which management can accommodate these factors or solve the problem they pose. This paper attempts to go one step beyond management measures and ask whether there is a theoretical foundation on which one can base the mutual influence of culture on eCRM. There is a lack of pervious literature on the impact of culture differences on eCRM systems. A normative literature review on the impact of culture on different types of Information Systems has been done to explore different cultural factors that might influence eCRM systems as an application of Information Systems. The authors highlight the cultures factors in macro and micro level that have been investigated in the literature of Information systems. At the macro level, it is necessary to consider the differences at a national level. The differentiating characteristics will include: organizational structures, function and process oriented views, supervisory control mechanisms etc. Micro level considerations will be at the individual level and will include human responses to organizational change, cultural acceptability of different organizational structures etc. The authors propose a framework of cultural concerns for management of eCRM systems within multinational environment organizations. This framework will be tested in future research and will be modified according to the results

Semantic discovery and reuse of business process patterns

Patterns currently play an important role in modern information systems (IS) development and their use has mainly been restricted to the design and implementation phases of the development lifecycle. Given the increasing significance of business modelling in IS development, patterns have the potential of providing a viable solution for promoting reusability of recurrent generalized models in the very early stages of development. As a statement of research-in-progress this paper focuses on business process patterns and proposes an initial methodological framework for the discovery and reuse of business process patterns within the IS development lifecycle. The framework borrows ideas from the domain engineering literature and proposes the use of semantics to drive both the discovery of patterns as well as their reuse

The impact of national culture on e-government implementation: A comparison case study

Over the past decade there has been increasing interest in the IS research literature on the impact of cultural differences on the development and use of information and communications technologies (Ives & Jarvenpaa, 1991; Shore & Venkatachalam, 1995; Tractinsky & Jarvenpaa, 1995, Myers and Tan, 2002, Ali and Brooks, 2008). In this paper the authors explore the influence of national culture on eGov implementation. The authors have conducted a comparative case study in two different countries the UK as a developed country and Sari Lanka as a developing country. The research findings highlight the potential influence of cultural differences on eGov implementation

The Relationship between E-Marketing Strategy and Performance: A Conceptual Framework in a Web Context

While building on the contingency theory, this paper proposes a conceptual framework that links five factors: a) internal forces, b) external forces, c) past web and firm performance, d) current web and firm performance, and e) e-marketing strategy in terms of the strategy defined for the 4Ws (Web-Design, Web-Promotion, Web-Price, and Web-CRM). Future research is encouraged to build on this framework to test how internal and external forces of the firm, along with its past performance, influence the determination of e-marketing strategy and how in turn, e-marketing strategy impacts on performance at the web and firm levels.

Cultual Aspects of Multi-Channel Customer Management: A UK Case Study

Channel management is one CRM systems component much influenced by the behaviour of customers in relation to its implementation and use. The consumers’ behaviours, preferences, perceptions and expectations are crucial for the implementation and use of channel management. Customers’ contact with the organization’s multi-channels can occur at several touch points throughout the customer lifecycle. Customers’ behaviours may be differentiated according to the individual or micro level, but it might also differ at an ecological or macro level of analysis (Ramaseshan et al., 2006). In this paper the authors have conducted a case study in the UK to analyze customers’ behaviours at a macro level and customers channel choices, through out the customer lifecycle. The authors have used a Structurational Analysis model (Ali and Brooks, 2008) to identify the cultural factors (Ali, et al. 2008a) that influence multi-channel customer management in the UK

The Country-specific Organizational and Information Architecture of ERP Systems at Globalised Enterprises

The competition on the market forces companies to adapt to the changing environment. Most recently, the economic and financial crisis has been accelerating the alteration of both business and IT models of enterprises. The forces of globalization and internationalization motivate the restructuring of business processes and consequently IT processes. To depict the changes in a unified framework, we need the concept of Enterprise Architecture as a theoretical approach that deals with various tiers, aspects and views of business processes and different layers of application, software and hardware systems. The paper outlines a wide-range theoretical background for analyzing the re-engineering and re-organization of ERP systems at international or transnational companies in the middle-sized EU member states. The research carried out up to now has unravelled the typical structural changes, the models for internal business networks and their modification that reflect the centralization, decentralization and hybrid approaches. Based on the results obtained recently, a future research program has been drawn up to deepen our understanding of the trends within the world of ERP systems.Information System; ERP; Enterprise Resource Planning; Enterprise Architecture; Globalization; Centralization; Decentralization; Hybrid

Strategy of Customer Relationship Management in Multinational Corporations

A successful strategy and system of Customer Relationship Management will help the company to better understand the needs and the behaviour of customers. Especially in Multinational Corporations, which an organization that owns or controls production of goods or services in one or more countries other than its home country. Due to the various background of customers have different perspectives, preferences and purchase behaviours, it is very difficult and also important to understand and manage the relationship between customers and the company. This thesis discusses about the strategy to optimize the relationship between a firm and its customers to find more opportunities to create competitive advantages. And it mainly focuses on the perspectives of people (particularly from culture and social aspects), information technology and business process to understand the present and future customers, therefore to come up a strategic CRM framework for MNCs. The theoretical data is analysed and processed base on the different articles and literatures. The interpretive and qualitative methodology is adopted in the empirical data collection approach, and the analysis method will be based on content analysis. The result of this Master’s thesis proposes a final CRM framework in MNCs based on the empirical findings, which is integrated with a CRM Evaluation. In order to build a successful CRM strategy, in addition to considering People, Information Technology and Business Process, the other factors like the company’s organizational structures and the local business environments should also take into consideration. Through evaluating the results of the implementation of this CRM framework, then to develop and manage the future business process accordingly.fi=Opinnäytetyö kokotekstinä PDF-muodossa.|en=Thesis fulltext in PDF format.|sv=Lärdomsprov tillgängligt som fulltext i PDF-format

Introduction to Knowledge Society, Culture, and Information Systems Minitrack

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