Aligning 4C Strategy with Social Network Applications for CRM Performance

Wei-Hsi Hung, I-Cheng Chang, Yan Chen, Ying-Li Ho

OAI: oai:igi-global.com:215024 • DOI: 10.4018/JGIM.2019010105

This article describes how in recent years, enterprises have increasingly adopted social technologies to support customer relationship management (CRM) practices. To increase CRM performance, enterprises have had to develop appropriate social CRM strategies in emerging social network applications. This article investigates the alignment between social network applications and the “4C strategy” as a social CRM strategy in organizations. It intends to understand how alignment influences CRM performance. A total of 225 Taiwanese companies, which have adopted Facebook to interact with customers, were surveyed. According to the results, alignment between the 4C strategy and social network applications has a positive and significant impact on CRM performance. The results also suggest that organizations require a high-level integration of social network applications with the 4C strategy to achieve high CRM performance.

Global Information Technology Computer Science and Information Technology IT Research and Theory