3 Prerequisites of Customer Relationship Management
CRM is a relationship process which a company can cultivate with its customer groups/segments in such a way that it would benefit both the customer…
Consumer Behavior
Seeking Customers And Retaining Them
Customer Relationship Management (CRM) has become a topic of interest, especially with the onset of e-commerce. As CRM is a term that is used in…
Outsourcing Customer Relationship Management
The outsourcing model can be implemented in two ways. The first is to let the outsourcer fund the capital required for the CRM project for…
CRM needs Huge Investments
If your company understands that CRM is critical but the funds are not available to implement a quality capability, one possible way to move ahead…
Which Customer is the King?
Most chief information officers (CIOs) may believe that these are not the right times for new projects with expensive funding requirements. But this might prove…
Nature of the Decision-making Process – Sheth Model
Sheth has differentiated between autonomous decisions and those taken jointly by the DMU. When a decision is taken autonomously, it is usually (relatively) straightforward. However,…
Characteristics of the Product and the Buying Organisation – Sheth Model
In this Sheth talks of the actual buying process and contends that it is affected by: Product Specific Factors: Time pressure: Group decision will take…
Expectations within the organisation – Sheth Model
According to Sheth, every person in the DMU brings with them, their unique set of attitudes and orientations. Their expectations will be conditioned by the…
Sheth model of Industrial buying Behaviour
Click on Image to Enlarge – Model of Industrial Behaviour This model concentrates on the purchasing process and highlights the importance of four main factors:…
3 Concepts of Marketing
Needs and Wants: The satisfaction of buyers’ needs is at the heart of a market economy, and is the core theme of Marketing. To put…