The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System
碩士 === 朝陽科技大學 === 企業管理系 === 107 === As the customer relationship management (CRM) system has become almost fully developed, numerous studies have explored the decision-making regarding the introduction of the CRM system into medium and large service-providing enterprises. However, few studies have e...
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ndltd-TW-107CYUT01210242019-11-10T05:31:29Z http://ndltd.ncl.edu.tw/handle/7f85vy The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System 台灣中小企業導入客戶關係管理系統決策影響因素之研究 YEH, MEI-LING 葉美吟 碩士 朝陽科技大學 企業管理系 107 As the customer relationship management (CRM) system has become almost fully developed, numerous studies have explored the decision-making regarding the introduction of the CRM system into medium and large service-providing enterprises. However, few studies have explored factors that influence small and medium enterprises’ decision making regarding whether to purchase (or introduce) the CRM system. Therefore, this study aims to explore this topic. This study summarizes factors that influence decision-making regarding introducing the CRM system as follows: (1) the benefits of introducing the CRM system; (2) the costs of introducing the CRM system; (3) internal factors (e.g., for the purpose of organizational development); (4) external factors (e.g., customers’ requirements, and competition pressure due to peer companies’ introducing the CRM system). In this study, sales representatives of a CRM system supplier are recruited to distribute 126 questionnaires to senior executives employed by their clients. Overall, 112 questionnaires are returned, total of 106 valid questionnaires remain. The research results are summarized in the following: 1. Key factors for small and medium enterprises’ decision making regarding whether to purchase the CRM system are as follows: (1) Regarding purchase methods and reasons, to reduce costs, ensure information security and self-control, and integrate with the enterprise resource planning system, most enterprises choose to buy out the software package and few enterprises choose a project-development or cloud-based leasing method; (2) enterprises introduce the CRM system mainly because of the benefits of doing so and secondly for the purpose of company operation and development. 2. The decision makers for small and medium enterprises’ purchasing the CRM system are business owners (60%), followed by senior executives. Most of small and medium enterprises budget NTD 200,000–500,000 for purchasing the CRM system. The main problem encountered during introducing the system is the attitude of users in the company. 3. When businesses from different industrial sectors purchase the CRM system, they invariably put the benefits that the CRM system can produce in the first place. When businesses from different industrial sectors use the CRM system, the modules they require are mostly for the sales system. Chang, TIEH-CHUN 張鐵軍 2019 學位論文 ; thesis 59 zh-TW |
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碩士 === 朝陽科技大學 === 企業管理系 === 107 === As the customer relationship management (CRM) system has become almost fully developed, numerous studies have explored the decision-making regarding the introduction of the CRM system into medium and large service-providing enterprises. However, few studies have explored factors that influence small and medium enterprises’ decision making regarding whether to purchase (or introduce) the CRM system. Therefore, this study aims to explore this topic. This study summarizes factors that influence decision-making regarding introducing the CRM system as follows: (1) the benefits of introducing the CRM system; (2) the costs of introducing the CRM system; (3) internal factors (e.g., for the purpose of organizational development); (4) external factors (e.g., customers’ requirements, and competition pressure due to peer companies’ introducing the CRM system). In this study, sales representatives of a CRM system supplier are recruited to distribute 126 questionnaires to senior executives employed by their clients. Overall, 112 questionnaires are returned, total of 106 valid questionnaires remain. The research results are summarized in the following:
1. Key factors for small and medium enterprises’ decision making regarding whether to purchase the CRM system are as follows: (1) Regarding purchase methods and reasons, to reduce costs, ensure information security and self-control, and integrate with the enterprise resource planning system, most enterprises choose to buy out the software package and few enterprises choose a project-development or cloud-based leasing method; (2) enterprises introduce the CRM system mainly because of the benefits of doing so and secondly for the purpose of company operation and development.
2. The decision makers for small and medium enterprises’ purchasing the CRM system are business owners (60%), followed by senior executives. Most of small and medium enterprises budget NTD 200,000–500,000 for purchasing the CRM system. The main problem encountered during introducing the system is the attitude of users in the company.
3. When businesses from different industrial sectors purchase the CRM system, they invariably put the benefits that the CRM system can produce in the first place. When businesses from different industrial sectors use the CRM system, the modules they require are mostly for the sales system.
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author2 |
Chang, TIEH-CHUN |
author_facet |
Chang, TIEH-CHUN YEH, MEI-LING 葉美吟 |
author |
YEH, MEI-LING 葉美吟 |
spellingShingle |
YEH, MEI-LING 葉美吟 The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
author_sort |
YEH, MEI-LING |
title |
The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
title_short |
The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
title_full |
The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
title_fullStr |
The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
title_full_unstemmed |
The Study of Taiwanese SMEs Decisions Factors of Implementing Customer Relationship Management System |
title_sort |
study of taiwanese smes decisions factors of implementing customer relationship management system |
publishDate |
2019 |
url |
http://ndltd.ncl.edu.tw/handle/7f85vy |
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