Exploring Customer Relationship Research in Family Businesses: A Scoping Review and Future Insights

Chifae El Hail and Mustapha El Koraichi
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Chifae El Hail: UCD - Université Chouaib Doukkali
Mustapha El Koraichi: UCD - Université Chouaib Doukkali

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Abstract: This paper aims to demonstrate the relevance of customer relationship research in the context of family businesses, to structure existing literature, and to identify promising areas for further research. By conducting a scoping review of relevant peer-reviewed journal articles published from 2005 to 2021 and adhering to the Prisma protocol for enhanced transparency and quality, this paper underscores the pivotal role of customer relationship management in the success of family businesses, emphasizing a tendency towards conservative and traditional approaches. The owner-manager involvement, especially in strategies for managing customer relationships in both B to C and B to B sectors. Also, The imperative for deliberate relationship strategies during successions is emphasized. loyalty, and overall performance, highlights the necessity for empirical studies to gain nuanced insights. Additionally, consumer behavior towards family businesses, shaped by the communication of familial identity, underscores the need for further research on diverse communication approaches. Lastly, acknowledging the positive impact of corporate social responsibility practices on loyalty and reputation in family businesses underscores the call for regulations across countries.

Keywords: Customer-Oriented; Family Firm; Firm Reputation; Relationship Marketing; Social Capital (search for similar items in EconPapers)
Date: 2024-04-26
Note: View the original document on HAL open archive server: https://hal.science/hal-05085390v1
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Published in American Journal of Economics and Business Innovation, 2024, 3 (2), ⟨10.54536/ajebi.v3i2.3292⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05085390

DOI: 10.54536/ajebi.v3i2.3292

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