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Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

Adoption of CRM in Higher Education

Adoption of CRM in Higher Education
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Author(s): Chitra Nair (DePaul University, USA), Susy S. Chan (DePaul University, USA)and Xiaowen Fang (DePaul University, USA)
Copyright: 2007
Pages: 4
Source title: Managing Worldwide Operations and Communications with Information Technology
Source Editor(s): Mehdi Khosrow-Pour, D.B.A. (Information Resources Management Association, USA)
DOI: 10.4018/978-1-59904-929-8.ch051
ISBN13: 9781599049298
EISBN13: 9781466665378


This study examines the adoption factors for deployment of customer relationship management (CRM) in higher education institutions. While CRM is widespread in the corporate sector, its usage has been limited in higher education. With the rising service expectations, universities have to realign their strategies to serve students across their entire student life cycle. We used the case study approach to understand the beliefs and usability factors of CRM users and the factors critical to adoption. The study is exploratory in nature, representing one of the first efforts to study CRM adoption in higher education institutions. Our findings suggest that groups with a clear understanding of student life cycle will be more likely to adopt CRM. We propose that a fit between the choice of CRM goal — strategic versus transactional CRM — and organizational factors will help determine the continuous adoption of CRM by higher education users.

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