Developing web-based partner relationship management: An exploratory study of the application of web-based solutions by ICT companies in Malaysia, Ireland and the United Kingdom
Web technologies have a significant impact on how companies manage their relationships with their stakeholders. Technologies, especially web portals have been widely adopted as platforms for integrating partner or reseller activities. Inefficient traditional methods which require high transaction...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
| Published: |
2016
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| Subjects: | |
| Online Access: | http://irep.iium.edu.my/53363/ http://irep.iium.edu.my/53363/ http://irep.iium.edu.my/53363/1/Webbased%20partner%20relationship.pdf |
| Summary: | Web technologies have a significant impact on how companies manage their relationships
with their stakeholders. Technologies, especially web portals have been widely adopted as
platforms for integrating partner or reseller activities. Inefficient traditional methods which
require high transaction costs and poor communication processes are being replaced with
web-based relationship management solutions. This study explores the adoption of webbased
technologies, specifically web portals in partner relationship management (PRM)
and their contributions towards enhancing and sustaining relationships with channel
members. This study is based on prior research and interview data gathered from a sample
of ten companies in the Information Communication Technology (ICT) industry from
Malaysia, Ireland and the United Kingdom. The findings revealed that companies which
adopt web-based solutions become effective and efficient in three main areas: sales and
marketing, training, and technical support to their partners. Overall, web-based PRM adds
more value to the business processes of these countries. |
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