Developing competencies in the entrepreneurial small firm for use of the Internet in the management of customer relationships

Abstract

This article explores the competencies needed by the entrepreneurial small firm (ESF) owner/manager for the effective use of the Internet in managing customer relationships. The research reviews a theoretical model of appropriate competencies and presents the findings of an empirical research programme designed to establish the value of this model. The article goes on to propose a strategy for developing competencies in the use of the Internet.

Citation

McGowan, P., Durkin, M.G., Allen, L., Dougan, C. and Nixon, S. (2001), "Developing competencies in the entrepreneurial small firm for use of the Internet in the management of customer relationships", Journal of European Industrial Training, Vol. 25 No. 2/3/4, pp. 126-136. https://doi.org/10.1108/EUM0000000005443