Designing a CRM Framework for online & offline sports footwear retailers

Description: The use of Customer Relationship Managers to foster customers loyalty has become one of the most common business strategies in the past years. However, CRM solutions do not fill the abundance of happily ever-after relationships that business needs, and each client’s perception is different in the buying process. Therefore, the experience must be precise, in order to extend the loyalty period of a customer as much as possible. One of the economic sectors in which CRM’s have improved this experience is retailing, where the personalized attention to the customer is a key factor. However, brick and mortar experiences are not enough to be aware in how environmental changes could affect the industry trends in the long term. A base unified theoretical framework must be taken into consideration, in order to develop an adaptable model for constructing or implementing CRMs into companies. Thanks to this approximation, the information is complemented, and the outcome will increment the quality in any Marketing/Sales initiative. The goal of this article is to explore the different factors grouped by three main domains within the impact of service quality, from a consumer’s perspective, in both on-line and off-line retailing sector. Secondly, we plan to go a step further and extract base guidelines about previous analysis for designing CRM’s solutions focused on the loyalty of the customers for a specific retailing sector and its product: Sports Running Shoes.

Get full text: http://www.upacifico.edu.ec/ojs/index.php/caracter/article/view/41

License: Copyright (c) 2015 Rodrigo Cueva, Guillem Rufian, Maria Gabriela Valdes