This Article 
   
 Share 
   
 Bibliographic References 
   
 Add to: 
 
Digg
Furl
Spurl
Blink
Simpy
Google
Del.icio.us
Y!MyWeb
 
 Search 
   
5th ACIS International Conference on Software Engineering Research, Management & Applications (SERA 2007)
A Case Study: CRM Adoption Success Factor Analysis and Six Sigma DMAIC Application
Haeundae Grand Hotel, Busan, South Korea
August 20-August 22
ISBN: 0-7695-2867-8
Zhedan Pan, Information and Communications University, South Korea
Hoyeon Ryu, Information and Communications University, South Korea
Jongmoon Baik, Information and Communications University, South Korea
With today?s increasingly competitive economy, many organizations have initiated customer relationship management (CRM) projects to improve customer satisfaction, revenue growth and employee productivity gains. However, only a few successful CRM implementations have successfully completed. In order to enhance the CRM implementation process and increase the success rate, in this paper, first we present the most significant success factors for CRM implementation identified by the results of literature reviews and a survey we conducted. Then we propose a strategy to integrate Six Sigma DMAIC methodology with the CRM implementation process addressing five critical success factors (CSF). Finally, we provide a case study to show how the proposed approach can be applied in the real CRM implementation projects. We conclude that by considering the critical success factors, the proposed approach can emphasize the critical part of implementation process and provide high possibility of CRM adoption success.
Citation:
Zhedan Pan, Hoyeon Ryu, Jongmoon Baik, "A Case Study: CRM Adoption Success Factor Analysis and Six Sigma DMAIC Application," sera, pp.828-838, 5th ACIS International Conference on Software Engineering Research, Management & Applications (SERA 2007), 2007
Usage of this product signifies your acceptance of the Terms of Use.