Record Details

The Impact of Opportunity Management on the Relationship Business Model (A Study in the Polish Housing Industry)

Journal of Eastern European and Central Asian Research

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Field Value
 
Title The Impact of Opportunity Management on the Relationship Business Model (A Study in the Polish Housing Industry)
 
Creator Deszczyński, Bartosz; Poznan University of Economics and Business
 
Subject Economics, Management
This paper illustrates the level of proficiency of multistage and multi-channel dialogue between the customers and the companies on the example of opportunity management conducted primarily in the Polish housing industry. Opportunity management (also call
 
Description This paper illustrates the level of proficiency of multistage and multi-channel dialogue between the customers and the companies on the example of opportunity management conducted primarily in the Polish housing industry. Opportunity management (also called lead management) is an initial customer relationship management (CRM) process that connects the sales persons and the customers ready to make a purchase. Unlike the other processes its close link to transaction makes it ideal to achieve quick-wins making CRM business case cogent. However the research shows that the companies have severe problems in sustaining coherent dialogue with their prospective buyers what possibly reflects their relationship management immaturity. The aim of this article is to explain the nature of this phenomenon and its impact on the relationship business model.
 
Publisher Institute of Eastern Europe and Central Asia
 
Contributor This article was prepared as a result of research project 2015/19/D/HS4/01956 funded by the Polish National Science Centre.
 
Date 2016-12-20
 
Type info:eu-repo/semantics/article
Peer-reviewed Articles
info:eu-repo/semantics/publishedVersion
 
Format application/pdf
 
Identifier http://ieeca.org/journal/index.php/JEECAR/article/view/137
10.15549/jeecar.v3i2.137
 
Source Journal of Eastern European and Central Asian Research (JEECAR); Vol 3, No 2 (2016): Journal of Eastern European and Central Asian Research; 10
 
Language eng
 
Relation http://ieeca.org/journal/index.php/JEECAR/article/view/137/pdf
 
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