New publication by Eric Julienne

New publication by Eric Julienne

 

Eric Julienne, Maud Damperat and Romain Franck (2019). "Customer Relationships and Digital Technologies: What Place and Role for Sales Representatives?" In Augmented Customer Strategy: CRM in the digital age, WILEY-ISTE, Chapter 9.

Url : http://www.iste.co.uk/book.php?id=1487

Abstract

Digital transformation is shaping a new landscape for businesses and their customers. For marketing professionals, advancing technology (artificial intelligence, robots, chatbots, etc.) and the explosion of personal data available present great opportunities to offer customers experiences that are ever richer, more fluid and more connected. For customers, this ecosystem is synonymous with new roles. They are more autonomous and have power alongside the company: they influence, innovate, punish and more. These developments push companies to implement new customer strategies. It is in this context, marked by pitfalls and paradoxes, that the authors of this book reflect on the customer relationship, what it has become and what it will be tomorrow. The book provides practitioners, teacher-researchers and Master's students with a state of the art and a prospective vision of customer relations in a digital world. It is aimed at those who want to gain an up-to-date understanding of the field and find all the keys needed to project themselves into the future.

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