Customer relationship management and innovation capability: a multiple case study

Eduardo Corneto Silva, Cristiane Drebes Pedron and Winnie Ng Picoto

International Journal of Business Innovation and Research, 2021, vol. 26, issue 2, 240-260

Abstract: Customer relationship management (CRM) systems obtain information about customer behaviour that allows companies to develop innovations with greater acceptance potential in the market. This article seeks to answer the following research question: How does the use of the CRM system improve the company's innovation capability? A multiple case study was developed in two organisations and data collection was carried out through semi-structured interviews and document analysis. As contributions, it was possible to identify that each company studied developed its own process to make use of the knowledge created via the use of the CRM system in the improvement of innovation capability (IC). It was verified that, although the CRM allows companies to improve their IC, the impact of this improvement depends on the way the company develops its processes and also on the agents who interact with the CRM system and the company's innovation area.

Keywords: customer relationship management; CRM; innovation capability; case study; innovation; strategic marketing. (search for similar items in EconPapers)
Date: 2021
References: Add references at CitEc
Citations:

Downloads: (external link)
http://www.inderscience.com/link.php?id=118443 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ids:ijbire:v:26:y:2021:i:2:p:240-260

Access Statistics for this article

More articles in International Journal of Business Innovation and Research from Inderscience Enterprises Ltd
Bibliographic data for series maintained by Sarah Parker ().