skip to main content
Language:
Search Limited to: Search Limited to: Resource type Show Results with: Show Results with: Search type Index

Embracing the employee orientation: does customer relationship matter in brand building?

Benchmarking : an international journal, 2022-02, Vol.29 (2), p.411-433 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2021 ;ISSN: 1463-5771 ;EISSN: 1758-4094 ;DOI: 10.1108/BIJ-12-2020-0614

Full text available

Citations Cited by
  • Title:
    Embracing the employee orientation: does customer relationship matter in brand building?
  • Author: Jhamb, Deepika ; Kampani, Nidhi ; Arya, Vikas
  • Subjects: Behavior ; Collaboration ; Communication ; Communication skills ; Corporate culture ; Customer relations ; Customer relationship management ; Customer satisfaction ; Customer services ; Employees ; Internal customers ; Knowledge management ; Orientation ; Personal communication ; Telecommunications ; Training ; Uniqueness ; Work environment
  • Is Part Of: Benchmarking : an international journal, 2022-02, Vol.29 (2), p.411-433
  • Description: PurposeThe study aims to explore the themes responsible for employee orientation and further their role in building strong customer relationships in telecom and organized retail outlets in emerging markets.Design/methodology/approachEmploying the qualitative approach, a total of 31 in-depth interviews with customer relationship management (CRM) officers of telecom and organized outlets were carried out. Data were analysed using NVIVO-12 plus and ATLAS tools.FindingsThe analysis extracted 13 unique themes namely training and development, communication skills, convincing skills, interpersonal skills, knowledge management, grievance handling, organisation's culture development, service climate, adaptive behaviour, customer retention skills, customer profiling, trust and commitment, and suitability of employees. The results claimed that these themes can assist in building strong customer relationships. However, the extent of the significance of themes may vary for telecom and organized retail outlets.Research limitations/implicationsThe findings have vital implications for frontline employees to drive customer value as they directly involve with customers. Findings further suggest that hiring of employees according to their location and catchment area of outlets are utmost important.Originality/valueEmployee orientation is an indispensable determinant in building a sustainable relationship with customers through uniqueness and consistency in meeting customers' expectations. This is a first attempt to explore the various unique themes responsible for employee orientation and the imperative role of such themes in maintaining long-lasting customer relationships.
  • Publisher: Bradford: Emerald Publishing Limited
  • Language: English
  • Identifier: ISSN: 1463-5771
    EISSN: 1758-4094
    DOI: 10.1108/BIJ-12-2020-0614
  • Source: AUTh Library subscriptions: ProQuest Central
Back to results list
INSPIRE LIBRARY - TON DUC THANG UNIVERSITY (84-028) 37 755 057 Feedback
19 Nguyen Huu Tho St. Dist.7, HCM thuvien@tdtu.edu.vn

Copyright © 2017 INSPIRE LIBRARY - TON DUC THANG UNIVERSITY

Searching Remote Databases, Please Wait