Critical Factors Underpinning the e-CRM Activities of SMEs

Small and medium-sized enterprises (SMEs) are vital components of our economies, but many struggle to perform the marketing prescribed theoretically for large organisations. In practice, marketing is performed in SMEs through an intrinsic customer orientation, which exhibits striking resemblances to customer relationship management (CRM) theory. A quantitative approach was adopted to provide broad understanding and classification to the under-researched area of e-CRM in SMEs. Exploratory factor analysis uncovered eight distinct yet inter-related factors underpinning the practices and processes of e-CRM in SMEs. Findings show that SMEs are performing e-CRM to varying extents, reaping a range of performance benefits and facing a range of challenges. It is true that SMEs are not adopting e-CRM per se, as described in the large organisation-biased literature, but they are adopting relatively simple IBTs to improve their customer communication and information management capabilities and thus to create competitive advantage in their own strategic way. From a theoretical perspective, this study has shed significant light on what is driving SMEs’ e-CRM activities, thus providing long-awaited theoretical support for a practical reality. From a managerial perspective, the study has delineated eight principal issues that require attention if e-CRM is to be implemented successfully in SME

Tolerância ao frio e caracterização de híbridos entre leucaena leucocephala e L. diversifolia Cold tolerance and characterization of hybrids between leucaena leucocephala and L. diversifolia

O objetivo deste experimento foi identificar material promissor para ser utilizado como uma forrageira alternativa nas condições do sul do Brasil. Uma população de híbridos, em gerações avançadas, entre Leucaena leucocephala e L. diversifolia (ambas espécies tetraplóides, com 2n=104 cromossomos) foi avaliada quanto à taxa de crescimento em altura, época de florescimento e frutificação, número de flores e de legumes por inflorescência e de sementes por legume, tolerância ao frio (expressa em retenção de folhas durante o inverno) e capacidade de rebrote após o inverno. Foi detectada grande variabilidade intrapopulacional para todas as características avaliadas. Foram identificados indivíduos, reunindo tolerância a frio com características desejáveis, que podem ser utilizados na continuidade dos trabalho de seleção e melhoramento e comprovam a potencialidade de Leucaena como espécie forrageira para o sul do Brasil.<br>The objective of this experiment was to identify material to be used as an alternative forage in the conditions of Southern Brazil. A population of hybrids between L. leucocephala and L. diversifolia (both tetraploid species, with 2n=104 chromosomes) in advanced generations was evaluated. The rate of growth in height, duration of flowering and frutification, number of flowers and legumes per inflorescence, seeds per legume, cold tolerance (expressed as foliage retention during winter) and regrowth ability in early spring were evaluated. A great intrapopulational variability was detected for all evaluated characteristics. Some individuals allying cold tolerance and desirable characteristics were identified to be used for further selection and breeding, which confirms the potentiality of Leucaena as a forage for Southern Brazil

Prospecting of Opportunities in Innovation Networks for Technology Transfer

Part 8: Knowledge Transfer and Innovation NetworksInternational audienceStudies present the importance of networks for SMEs, but few of them show the opportunities for technology transfer. The paper systematizes the goals that involve innovation networks as tools for prospecting opportunities for technology transfer in SMEs. It was conducted a case study in a high-tech company located in the state of São Paulo - Brazil. The goals were organized based on the objective model of the EKD (Enterprise Knowledge Development) methodology. As a result, it was possible to identify the problems, causes, constraints and opportunities influencing the environment and the collaboration. The paper contributes to future research to improve the network management