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Strategies for successful CRM implementation

ThuyUyen H. Nguyen (Han's Corporation, La Canada, California, USA)
Joseph S. Sherif (California State University, Fullerton, California, USA)
Michael Newby (California State University, Fullerton, California, USA)

Information Management & Computer Security

ISSN: 0968-5227

Article publication date: 1 May 2007




Customer relationship management (CRM) is an information system that tracks customers' interactions with the firm and allows employees to instantly pull up information about the customers such as past sales, service records, outstanding records and unresolved problem calls. This paper aims to put forward strategies for successful implementation of CRM and discusses barriers to CRM in e‐business and m‐business.


The paper combines narrative with argument and analysis.


CRM stores all information about its customers in a database and uses this data to coordinate sales, marketing, and customer service departments so as to work together smoothly to best serve their customers' needs.


The paper demonstrates how CRM, if used properly, could enhance a company's ability to achieve the ultimate goal of retaining customers and gain strategic advantage over its competitors.



Nguyen, T.H., Sherif, J.S. and Newby, M. (2007), "Strategies for successful CRM implementation", Information Management & Computer Security, Vol. 15 No. 2, pp. 102-115.



Emerald Group Publishing Limited

Copyright © 2007, Emerald Group Publishing Limited

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