Full metadata record
DC Field | Value | Language |
---|---|---|
dc.contributor.author | 김경민 | - |
dc.date.accessioned | 2016-08-29T12:08:42Z | - |
dc.date.available | 2016-08-29T12:08:42Z | - |
dc.date.issued | 2002 | - |
dc.identifier.isbn | 769514359 | - |
dc.identifier.issn | 1530-1605 | - |
dc.identifier.other | OAK-16033 | - |
dc.identifier.uri | https://dspace.ewha.ac.kr/handle/2015.oak/230897 | - |
dc.description.abstract | Customer relationship management (CRM) practice involves reengineering of various customer-related processes. The objective of this study is to understand how the CRM system enables the business to transform its processes, especially the selling chain, into customer-centric ones. This study identifies opportunities and barriers to selling chain reengineering in the Korean insurance industry. The Korean insurance company has a unique structure composed of traveling sales people. Many of the sales are done by visiting potential customers based on personal relationships. The Korean insurance industry is facing deregulation in 2004. The uniqueness of organizational characteristics and sale culture as well as the industry future presents unique challenges and opportunities of selling chain reengineering. This study uses multiple case studies. © 2002 IEEE. | - |
dc.language | English | - |
dc.publisher | IEEE Computer Society | - |
dc.subject | Business process re-engineering | - |
dc.subject | Companies | - |
dc.subject | Customer relationship management | - |
dc.subject | Delay | - |
dc.subject | Educational institutions | - |
dc.subject | Industrial relations | - |
dc.subject | Insurance | - |
dc.subject | Management information systems | - |
dc.subject | Marketing and sales | - |
dc.subject | Productivity | - |
dc.title | Reengineering selling chain in Korean insurance industry: Opportunities and challenges | - |
dc.type | Conference Paper | - |
dc.relation.volume | 2002-January | - |
dc.relation.index | SCOPUS | - |
dc.relation.startpage | 3299 | - |
dc.relation.lastpage | 3306 | - |
dc.relation.journaltitle | Proceedings of the Annual Hawaii International Conference on System Sciences | - |
dc.identifier.doi | 10.1109/HICSS.2002.994410 | - |
dc.identifier.scopusid | 2-s2.0-84948708806 | - |
dc.author.google | Kim G.-M. | - |
dc.contributor.scopusid | 김경민(8865076700) | - |
dc.date.modifydate | 20170511081005 | - |