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Implementation and adoption of CRM and co-creation leveraging collaborative technologies: An Indian banking context

Neeraj Kumar Dubey (Department of Decision Sciences and Information Systems, National Institute of Industrial Engineering, Mumbai, India)
Preeti Sharma (Department of IT and Analytics, Institute of Management Technology, Hyderabad, Hyderabad, India)
Purnima Sangle (Department of Decision Sciences and Information Systems, National Institute of Industrial Engineering, Mumbai, India)

Journal of Indian Business Research

ISSN: 1755-4195

Article publication date: 27 February 2020

Issue publication date: 7 April 2020

Abstract

Purpose

This paper aims to study the role of the emerging technology landscape and collaborative platforms in customer relationship management (CRM) unravelling novel opportunities for mutual co-creation in Indian banking context.

Design/methodology/approach

This study used the case-study method for collecting various sources for “triangulation”.

Findings

The advancement of technology has drastically increased avenues of dialogue and access and brought transparency in the relationship, offering opportunities for co-creation and increased dependence on technology in CRM. A longitudinal approach explained how bank leveraged technology in multiple aspects of CRM for enhancing relationship quality and outcome.

Research limitations/implications

The study is exploratory in nature in Indian banking context, and thus it should be viewed as a preliminary step in contributing to the understanding of CRM in a new collaborative technology landscape.

Practical implications

This study explains the changing shape of CRM and provides relevance of customer orientation and offers insight about co-creation which has taken centre stage because of the emergence of collaborative technologies.

Originality/value

This study is possibly one of the first to conduct a case study to understand the way collaborative technological advancements are being exploited by organisations to develop superior CRM capability and achieve co-creation. This study analysed and comprehended the design and implementation of CRM in an Indian bank in real-life settings to gain a better understanding of the adoption of new collaborative technological advancements by a bank for customer centricity and facilitating co-creation.

Keywords

Citation

Dubey, N.K., Sharma, P. and Sangle, P. (2020), "Implementation and adoption of CRM and co-creation leveraging collaborative technologies: An Indian banking context", Journal of Indian Business Research, Vol. 12 No. 1, pp. 113-132. https://doi.org/10.1108/JIBR-09-2019-0284

Publisher

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Emerald Publishing Limited

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