Korean Management Science Review (경영과학)

The Korean Operations Research and Management Science Society (한국경영과학회)
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Analysis on Key Success Factors for Partner Relationship Management

파트너관계관리 성공요인의 중요도 분석

  • Park, Chulsoo (Industrial Information Systems Engineering, Graduate School of Public Policy and Information Technology, Seoul National University of Science and Technology) ;
  • Chang, Byungman (Department of Industrial and Information Systems Engineering, Seoul National University of Science and Technology) ;
  • Kang, Pilsung (School of Industrial Management Engineering, Korea University)
  • 박철수 (서울과학기술대학교 IT정책전문대학원 산업정보시스템전공) ;
  • 장병만 (서울과학기술대학교 글로벌융합산업공학과) ;
  • 강필성 (고려대학교 산업경영공학부)
  • Received : 2015.07.02
  • Accepted : 2015.12.02
  • Published : 2015.12.31
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Abstract

Partner relationship management (PRM) refers to processes and methodologies associated with managing the relationship between corporations and their partners. Recently, the importance of PRM has been increasingly emphasized, and it is considered as a core competitive factor for firms whose sales heavily rely on the intermediate distributor. In this paper, we identify key success factors for PRM system based on literature review on CRM system and interviews with domain experts, and prioritize them from two different perspectives, firms and partners, based on analytical hierarchy process. Partners responded that trust-building between firms and partners, quality of system, and satisfaction level for information system have high priorities, while firms responded that quality of system, information share, and trust building between firms and partners. Identified factors and evaluated priorities can provide a strategic guideline when planning the PRM system building.

Keywords

References

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