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Dynamic capabilities: the missing link in CRM investments

Stan Maklan (Cranfield School of Management, Cranfield, UK)
Simon Knox (Cranfield School of Management, Cranfield, UK)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 13 November 2009

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Abstract

Purpose

The purpose of this paper is to illustrate the practical application of dynamic capabilities theory to improve investment decisions in customer relationship management (CRM).

Design/methodology/approach

Action research (AR) allows managers to raise the tacit knowledge of their dynamic capabilities to a level where they can be identified and developed. A framework and a process for managing dynamic capabilities in marketing are presented.

Findings

The findings relate to the nature of dynamic capabilities in marketing and how they are managed.

Practical implications

Marketing managers can improve the return on investments in CRM.

Originality/value

The paper presents a method for applying dynamic capabilities drawn from the resource‐based view (RBV) to practical marketing problems.

Keywords

Citation

Maklan, S. and Knox, S. (2009), "Dynamic capabilities: the missing link in CRM investments", European Journal of Marketing, Vol. 43 No. 11/12, pp. 1392-1410. https://doi.org/10.1108/03090560910989957

Publisher

:

Emerald Group Publishing Limited

Copyright © 2009, Emerald Group Publishing Limited

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