Building a CRM Management System in an Engineering Company to Optimize Relationships with Counterparties (Suppliers and Subcontractors)
https://doi.org/10.35854/1998-1627-2020-6-584-596
Abstract
Aim. The presented study aims to develop a methodology for implementing CRM management in an engineering company to optimize relationships with counterparties (suppliers and subcontractors).
Tasks. Within the framework of the study, the authors 1) develop a general scheme for implementing CRM management in an engineering company to optimize relationships with counterparties and 2) test the methodology for implementing CRM management on a Russian engineering company.
Methods. This study is based on risk management theory and uses general scientific methods, such as the systems and integrated approach and economic analysis, to substantiate theoretical assumptions and rationalize the conclusions.
Results. A methodology for implementing CRM management in an engineering company to optimize relationships with counterparties (suppliers and subcontractors) is proposed.
Conclusions. The study provides recommendations for engineering companies on how to select counterparties in the form of a list of reliable suppliers and contractors recommended by the company’s board and top managers.
About the Authors
N. N. Molchanov
St. Petersburg University
Russian Federation
Russian Federation
Nikolay N. Molchanov Doctor of Economics Sciences, Professor, Head of the Department of Economics Research and Development
Chaykovskogo Str. 62, St. Petersburg, 191123
A. V. Kolyshkin
The Herzen State Pedagogical University of Russia
Russian Federation
Russian Federation
Aleksandr V. Kolyshkin Candidate of Economic Sciences, Associate Professor, Director of the Institute of Economics and Management
Moyka River Emb. 48, St. Petersburg, 191186
K. Pezoldt
Ilmenau University of Technology
Germany
Germany
Kerstin Pezoldt Doctor of Economics Sciences, Professor, Professor of the Department of Marketin
Langewiesener Str. 22, Ilmenau, 98693
T. V. Yakovleva
The Herzen State Pedagogical University of Russia
Russian Federation
Russian Federation
Tamara V. Yakovleva Candidate of Economic Sciences, Associate Professor, Head of the Department of Industrial Economics and Finance
Moyka River Emb. 48, St. Petersburg, 191186
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Review
For citations:
Molchanov N.N., Kolyshkin A.V., Pezoldt K., Yakovleva T.V. Building a CRM Management System in an Engineering Company to Optimize Relationships with Counterparties (Suppliers and Subcontractors). Economics and Management. 2020;26(6):584-596. (In Russ.) https://doi.org/10.35854/1998-1627-2020-6-584-596
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