Journal of Advertising and Sales Management

Journal of Advertising and Sales Management

Providing a customer relationship management model with an emphasis on customer knowledge management in the banking industry

Authors
1 PhD student, Department of Business Administration, United Arab Emirates Branch, Islamic Azad University, Dubai, United Arab Emirates.
2 Assistant Professor, Department of Business Management, Firuzkoh Branch, Islamic Azad University, Tehran, Iran
3 Assistant Professor, Business Management Department, Yadgar Imam Unit, Islamic Azad University, Tehran, Iran
10.52547/JABM.3.2.14335
Abstract
Considering the growing competition in the banking industry and in line with the importance of customer knowledge management as one of the most important dimensions to increase the creation of value for customers, the purpose of this research is to provide a customer relationship management model with an emphasis on customer knowledge management in the banking industry. " have been. In terms of purpose, this research is applied and of the type of qualitative research, which was carried out by relying on the systematic foundation data approach (Strauss and Corbin, 1990). The data gathering tool was a semi-structured interview with 18 Bank Mehr experts using a snowball sampling method. In the presented paradigmatic model, 3 categories of core codes, causal factors, 3 categories of background factors, 3 categories of intervening factors, 5 categories and strategies, 3 categories and "realization of internal marketing" as outcomes, in the customer relationship management model with emphasis on knowledge management The customer was identified in the banking industry. In the banking industry, factors such as the bank's strategy based on the needs and information of customers, diverse and unique services, modernization and transformation of the form of service, etc. play a significant role in strengthening the relationship with the customer in the banking system, which is discussed in this article. These issues have also been discussed in detail.
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Articles in Press, Accepted Manuscript
Available Online from 22 June 2023