The nexus between CRM and competitive advantage: The mediating role of customer loyalty: the mediating role of customer loyalty

Rashed Al Karim, Mirza Mohammad Didarul Alam*, Maha Al-Balushi

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

4 Citations (Scopus)

Abstract

Purpose: The purpose of this study is to examine the impact of customer relationship management (CRM) components on competitive advantage through customer loyalty in the banking sector of Bangladesh. Design/methodology/approach: A structured questionnaire was used for the data collection process. In all, 326 respondents were participated in the survey and selected conveniently from the commercial banks of Bangladesh. Data were analyzed by using Smart-PLS software. Findings: The outcomes of this study indicate that customer orientation and technology capability have a positive impact on competitive advantage, while customer knowledge does not. Besides, customer loyalty significantly mediates the relationship between customer orientation and technology capability with competitive advantage, while this mediation effect appears insignificant between customer knowledge and competitive advantage. Practical implications: This study's findings can help Bangladeshi bank managers communicate with new customers about their promotional activities while keeping old customers informed about new CRM initiatives. Originality/value: This study adds to the existing pool of knowledge on CRM components, customer loyalty and competitive advantage literature. Particularly, the mediating role of customer loyalty between the CRM components (customer orientation and technology capability) and competitive advantage is the unique contribution of this research.
Original languageEnglish
JournalNankai Business Review International
Early online dateFeb 2 2023
DOIs
Publication statusPublished - Feb 2 2023

Keywords

  • Competitive advantage, CRM, customer knowledge, customer loyalty, customer orientation, technology capability

ASJC Scopus subject areas

  • Business and International Management
  • Strategy and Management

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