A multiple-case study on the adoption of customer relationship management and big data analytics in the automotive industry

Abstract

PurposeThis paper aims at understanding how automotive firms integrate customer relationship management (CRM) tools and big data analytics (BDA) into their marketing strategies to enhance total quality management (TQM) after the coronavirus disease (COVID-19).Design/methodology/approachA qualitative methodology based on a multiple-case study was adopted, involving the collection of 18 interviews with eight leading automotive firms and other companies responsible for their marketing and CRM activities.FindingsResults highlight that, through the adoption of CRM technology, automotive firms have developed best practices that positively impact business performance and TQM, thereby strengthening their digital culture. The challenges in the implementation of CRM and BDA are also discussed.Research limitations/implicationsThe study suffers from limitations related to the findings' generalizability due to the restricted number of firms operating in a single industry involved in the sample.Practical implicationsFindings suggest new relational approaches and opportunities for automotive companies deriving from the use of CRM and BDA under an overall customer-oriented approach.Originality/valueThis research analyzes how CRM and BDA improve the marketing and TQM processes in the automotive industry, which is undergoing deep transformation in the current context of digital transformation.

The Influence of AI-CRM Adoption and Big Data Analytical Capability on Firm Performance of Large Enterprises in Thailand

“…The results of the bibliometric analysis facilitated the identification of three primary subfields within the AI literature pertaining to CRM: Big Data integration with CRM as a database, the application of AI and machine learning techniques across various CRM activities, and the strategic management of AI-CRM integrations (Ledro et al, 2022). Hu and Basiglio (2024) emphasize that the integration of CRM technology within automotive firms has led to the establishment of exemplary practices, consequently enhancing business performance and Total Quality Management (TQM) while bolstering their digital culture. Furthermore, the study addresses the challenges associated with the implementation of CRM and Big Data Analytics (BDA) within this context.…”