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Understanding and implementing CRM initiatives in international markets

International marketing review, 2020-08, Vol.37 (4), p.735-746 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2019 ;ISSN: 0265-1335 ;EISSN: 1758-6763 ;DOI: 10.1108/IMR-04-2019-0121

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  • Title:
    Understanding and implementing CRM initiatives in international markets
  • Author: Roggeveen, Anne L ; Beitelspacher, Lauren
  • Subjects: Breast cancer ; Consumers ; Corporate profits ; Donations ; Marketing ; Nonprofit organizations
  • Is Part Of: International marketing review, 2020-08, Vol.37 (4), p.735-746
  • Description: PurposeDrawing from prior research, the purpose of this paper is to outline the benefits of cause-related marketing (CRM) campaigns for the sponsoring multinational organization and the non-profit, to examine the impact of firm–cause fit and how this fit forms and to describe consumer reactions to CRM campaigns. With this backdrop, the paper offers recommendations for how multinational corporations (MNCs) should undertake international CRM activities.Design/methodology/approachA comprehensive literature review, undertaken with a theoretical lens, helps reveal how CRM campaigns can be executed in international markets.FindingsWith accurate country market assessments, MNCs are better prepared to integrate with the local environment and deliver effective CRM strategies and value.Practical implicationsThis paper offers guidance for MNCs that are interested in expanding internationally in terms of how to develop an effective CRM in international markets. In addition, it explores relationship elements that are critical for creating a successful, synergistic relationship between the firm and the non-profit.Originality/valueWhen adopted effectively, CRM can be a valuable tool for firms as they expand internationally, by establishing relationships with local customers. This research suggests guidelines for multinationals to consider as they expand their presence globally and apply CRM in broader contexts.
  • Publisher: London: Emerald Publishing Limited
  • Language: English
  • Identifier: ISSN: 0265-1335
    EISSN: 1758-6763
    DOI: 10.1108/IMR-04-2019-0121
  • Source: ProQuest One Psychology
    ProQuest Central
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