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Company-level Problems in the Introduction of CRM Systems at Hungarian SMES

In: Proceedings of FIKUSZ '15

Author

Listed:
  • Regina Zsuzsánna Reicher

    (Óbuda University)

  • Viktor Nagy

    (Óbuda University)

Abstract

The literature on introducing CRM systems is not very thorough and even the few that exist focus mainly on large enterprises. The failure rate of IT projects can reach 50% so it would be really important for SME actors to discover the reasons for failure and to develop methods that help with the success of the project. In my research I interviewed CRM developers for their experience to get to the bottom of the reasons for failures. The results show that the success of introduction depends on both parties, the tasks can be described well with a phase model.

Suggested Citation

  • Regina Zsuzsánna Reicher & Viktor Nagy, 2015. "Company-level Problems in the Introduction of CRM Systems at Hungarian SMES," Proceedings of FIKUSZ 2015, in: Jolán Velencei (ed.),Proceedings of FIKUSZ '15, pages 143-152, Óbuda University, Keleti Faculty of Business and Management.
    • Handle: RePEc:pkk:sfyr15:143-152
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    File URL: http://kgk.uni-obuda.hu/sites/default/files/Reicher.pdf
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