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D. Hunt and C. Lambe, “Marketing’s Contribution to Business Strategy: Market Orientation, Relationship Marketing, and Resources-Advantage Theory,” International Journal of Management Reviews, Vol. 2, No. 1, 2000, pp. 17-34. doi:10.1111/1468-2370.00029

has been cited by the following article:

• TITLE: Technology Enabled Customer Relationship Management in Supermarket Industry in Nigeria

  AUTHORS: Olamade O. Owolabi, Yusuff S. Adeleke, Kazeem Abubakar

  KEYWORDS: Technology; Customers; Relationship Management; Supermarket

  JOURNAL NAME: American Journal of Industrial and Business Management, Vol.3 No.2, April 23, 2013

  ABSTRACT: Customer Relationship Management (CRM) is an enterprise-wide business strategy directed at attracting, retaining and effectively serving customers to grow up their value over the long term. Because customers differ in their preferences and purchasing habit, and their mobility isenhanced by increasing availability of information, firms invest in technologies that help them gain detailed understanding of their customers, allowing them to know how to respond to customer needs and market products and services more effectively. While the modern CRM strategy is intensive in the use of analytical technologies, the Nigeria supermarket industry still at the first stage of its development phase have largely interacted with customers through personal interaction partly due to the low level of competition for customers, high cost of investment in analytical CRM infrastructure and lack of dynamic capability to integrate technology, people and processes.