CRM and organizational performance: A survey on telecommunication companies in Kuwait
International Journal of Organizational Analysis
ISSN: 1934-8835
Article publication date: 7 January 2019
Issue publication date: 5 March 2019
Abstract
Purpose
The purpose of this paper is to investigate the relationship between customer relationship management (CRM) dimensions (i.e. top management support, customer orientation, training orientation, customer data, customer information-processing and integration) and organizational performance in telecommunication companies in Kuwait.
Design/methodology/approach
This is a quantitative study, and the response came from 167 employees of three telecommunication companies. Data collected were subjected to correlation and regression analyses in pursuance of the study’s stated objective.
Findings
The results of this study found that top management support, customer data and customer information processing are positively related to organizational performance, while other variables of customer orientation, training orientation and integration of CRM have no significant influence on organizational performance.
Originality/value
The paper addresses CRM dimensions issues specifically for telecommunication companies in Kuwait.
Keywords
Citation
Rafiki, A., Hidayat, S.E. and Al Abdul Razzaq, D. (2019), "CRM and organizational performance: A survey on telecommunication companies in Kuwait", International Journal of Organizational Analysis, Vol. 27 No. 1, pp. 187-205. https://doi.org/10.1108/IJOA-11-2017-1276
Publisher
:Emerald Publishing Limited
Copyright © 2019, Emerald Publishing Limited