How CRM is going to change the distribution sector in France

Jean-Louis Ermine (), Daniel Lang () and Philippe van Berten
Additional contact information
Jean-Louis Ermine: IMT-BS - DSI - Département Systèmes d'Information - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris]
Daniel Lang: IMT-BS - DSI - Département Systèmes d'Information - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris]
Philippe van Berten: IMT-BS - DSI - Département Systèmes d'Information - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris]

Post-Print from HAL

Abstract: Helping business for over 15 years, CRM using data mining techniques convinced numerous marketers in various sectors. The distribution sector takes it in turn and is now on the verge of the mine made of proprietary databases supplied with the loyalty card applications. This paper describes how the CRM becomes part of the management in Distribution and proposes a new systemic model relevant to the sector.

Keywords: Marketing; CRM; Data mining; Loyalty Program; Distribution; Patron; Customer (search for similar items in EconPapers)
Date: 2007-11-28
Note: View the original document on HAL open archive server: https://hal.science/hal-02520445v1
References: Add references at CitEc
Citations:

Published in 4th Research Conference on Relationship Marketing and CRM, Nov 2007, Brussels, Belgium

Downloads: (external link)
https://hal.science/hal-02520445v1/document (application/pdf)

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:hal:journl:hal-02520445

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().