• Korea Journal of Hospital Management
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• 제13권1호
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• pp.65-83
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• 2008

Although a variety of customer relationship management (CRM) activities have been provided by many hospitals in Korea, there lacks empirical evidence on the effect of CRM. The present study was conducted to examine the effect of CRM in terms of the customer response to CRM in a woman's hospital setting. A total of 380 patients receiving inpatient or outpatient care from woman's hospital between October 25 and November 4, 2005 were surveyed for the degree of their experience of and preference for CRM activities of the hospital by 5-point Likert-type scale. Patients were also asked about the level of customer loyalty to the hospital. Eighteen CRM activities offered by the hospital was classified into 4 types of CRM strategies according to Berry and Parasuranman: price, social, structural, and relationship recovery strategy. There's a significant positive correlation between the degree of experience of CRM and preference for CRM(r=0.49, p<0.001). Regression analysis results showed the significant positive relationship between the degree of experience of CRM and customer loyalty(${\beta}$=0.448, p<0.05). Among the 4 CRM strategies, only social(${\beta}$=0.127, p<0.05) and structural strategy(${\beta}$=0.266, p<0.05) showed signifiant positive relationship with customer loyalty. Overall, the favorable customer response to CRM in terms of preference for CRM and customer loyalty indicates that there's a positive effect of CRM on the continuity of the relationship between patients and health care providers.

• CRM연구
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• 제1권1호
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• pp.3-22
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• 2006

As customer relationship management (CRM) has been increasingly adopted by corporations as a core business strategy, measuring performance of CRM is becoming an important managerial issue recently. In this study, we present a conceptual framework formeasuring CRM performance, and provide strategic priorities among the diagnostic perspectives and factors involved in the framework by analyzing their comparative weights. We first derived critical success factors of CRM from an extensive literature review and in-depth interviews with industrial and academic CRM experts, and categorized them into one of four different diagnostic perspectives. Then, we asked a group of CRM experts to evaluate each set of diagnostic factors in a pairwise fashion with respect to each perspective, computing their comparative weights by using the Analytic Hierarchy Process (AHP) technique. In terms of diagnostic perspectives, this study shows that customer perspective was the most critical perspective, whereas infrastructure was the least weighted perspective. The result also discloses that explicit goal and top management's attitude, expanding customer relationship, strengthening customer loyalty, and enhancing customer equity are the most important factors in infrastructure, CRM process, customer, and organizational performance perspective, respectively.

• Korean Management Science Review
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• 제25권1호
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• pp.193-208
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• 2008

While CRM has recently attracted a lot of attention among academics and practitioners, most academic research in this area has focused on consumer markets, but CRM in industry markets is less focused research area so far. Companies in industry market have suspected effects of the relationship between CRM's activities and performance which is related to customer satisfaction and customer loyalty. The main purpose of this research support CRM strategy development. Therefore, this research is focused on as follows; first, defining the concept of CRM and performance second, identifying the customer relationship's characteristics and CRM relational activities in industrial markets third, verifying the relationship between customer satisfaction and customer loyalty in the case of Steel industry which is whether the CRM relational activities have effects on customer loyalty directly, or indirectly through customer satisfaction.

• Proceedings of the Safety Management and Science Conference
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• 대한안전경영과학회 2003년도 추계학술대회
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• pp.143-150
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• 2003

The environment of management is changed by the improving Information Technology, the changing market that is overflowed by product, the competing between enterprises, and the segmenting the whole market. As a result, the concept of the 1:1 marketing is appeared on the environment of management by high quality that customer needs. In this paradigm, the CRM(Customer Relationship Management) is able to be executed by the advancing of the Information Technology (IT), the constituting, Data Base, the analyzing data in Data Base. The CRM(Customer Relationship Management) offers integrated multiple view poingts and methods of the corresponding to customers. The CRM(Customer Relationship Management) is a crirical element in the business. This study considers the effective implementing CRM(Customer Relationship Management) in the steel industry which has unique characteristics

• Journal of the Korean Operations Research and Management Science Society
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• 제35권1호
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• pp.1-17
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• 2010

This article addresses how an organization's customer relationship management (CRM) process affects customer equity drivers and, in turn, organizational performance. By raising a three-staged model including the CRM processes, customer equity drivers, and organizational performance, the authors assert that the customer equity drivers mediate between the CRM processes and organizational performance. The empirical analysis is based on a composite survey structure that gathers data from different types of informants according to the variables. Findings indicate that the expansion process has positive relationship with all the customer equity drivers. However, the acquisition process significantly influences both perceived value equity and brand equity, and the retention process significantly influences relationship equity only. In addition, the study shows that all the customer equity drivers influence the organizational performance given the existing customers. The relationship equity among the customer equity drivers has the strongest effect on the performance.

• Asia pacific journal of information systems
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• 제16권4호
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• pp.71-101
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• 2006

Modern companies have heavily invested in developing CRM systems without explicitly knowing how the systems improve customer relationship management. Many researchers have attempted to find the factors that contribute to the success of CRM systems. However, most research have investigated the direct relationships between CRM success factors and system success without explaining how the factors contribute to the system success. It seems to be logical to think that success factors enhance the customer equity value management (CEVM) capability of the firms and then these capabilities are the foundation for the success of systems. In this study, we developed a CRM success model that includes CEVM capability as a mediating variable. The research followed the following steps: (1) CRM success factors that have theoretical relationship with CEVM capability are identified and categorized, (2) the theoretical relationship between CEVM capability and CRM performance is established in the perspective of strategic CRM, and (3) the research model is tested with the survey data collected from Korean firms.

• CRM연구
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• 제1권1호
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• pp.87-108
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• 2006

This study presents how the sharing of values and philosophies in Customer Relationship Management (CRM) links the customer with the enterprise, thereby enhancing its performance. Using channel integration, customer experience management, and partner relationship management, this i-focus case suggests a number of improvements for local corporations that have adopted CRM, but have not succeeded in enterprise-wide integration. Successful execution of CRM strategy is found to require the sharing of values and philosophies not only within the organization, but also with its customers. Furthermore, the study concludes that CRM is an ongoing process which requires continuous evolution through reflection of past activities and dynamic adjustment of objectives in order to reach customer cenricity.

• Journal of the Korea Society of Computer and Information
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• 제12권2호
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• pp.315-324
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• 2007

This study is to investigate the relationships between system characteristics and performance of customer relationship management, and also to examine the type of industry which organizations are involved in, financial or non-financial business, affects on those relationships. To accomplish these research purposes, this study obtained 230 questionnaires from domestic organizations which have implemented customer relationship management systems, and finally used 206 responses for statistical analyses. The results of the study can be summarized as followings. First, integration of system and ease of use of system among various system characteristics have a positive affect on the performance of customer relationship management in significant level. Second, the relationship between system characteristics and performance of customer relationship management, based on testing for parallelism, does not differ by the industry type of organizations.

• Convergence Security Journal
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• 제13권4호
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• pp.69-75
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• 2013

Customer is the base factor of income for some corporations, so that effective CRM (Customer Relationship Management) is very important to develop the business. In order to use CRM efficiently, we should figure out customers' demands and provide services or products that the customers want. However, it is getting difficult to comprehend customers' demands because they have complicated form and getting more diverse. Recently, social media like Twitter and Facebook let customers to express their demands, and using big data is a very effective method for efficient CRM. This research suggests how to utilize big data for hotel CRM, which considers customer itself as asset of business. In addition, we discuss security problems of big data service and propose the solution for that.

• Journal of the Korean Society for information Management
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• 제25권3호
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• pp.119-141
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• 2008

This study examines firstly concept and present condition of Policy Customer Relationship Management(PCRM) system which applying in the governmental dimension Customer Relationship Management(CRM) system of enterprises(proft-making organizations), comparison of PCRM and CRM, and definition of customer and customer classification process as a key of PCRM. Next, investigates applying plan in the other special libraries of governmental institution through the case study of Information Center on North Korea(special library attached to the Ministry of Unification) and relationship with different connection systems attempted in e-government(Enterprise Architecture). Lastly, through this, considers complemental issues for developmental fixation in special libraries.