Vol 4 Issue 1 January 2017-April 2017
Nkhumiseni Elsie Magaba, P. Mupambwa
Abstract: In a highly competitive market, enterprises need to maintain positive relationships with their customers. The diversified customer needs, wants and preferences of the salon market demand that the Small Medium Enterprise (SME) salon business acquires and manages individualised customer knowledge to increase customer satisfaction, business competency and profitability in delivering the service. The research noted that the salon industry’s challenges were due to the transforming market focus, from the traditional services defined by local cultures, beliefs and norms about male or female hair style looks, to a global view. The market’s focus shift from local needs to global cultural diversity had individualised service prospects. As global salon brands penetrate the market and raising competition, salons have to handle customer diversity. Individuals from various backgrounds and cultural ethnicities demand for their preferred hair-styles and requirements about the service they expect at a salon. This study aimed to primarily define customer relationship management (CRM) strategies preferable to a salons business and focused on customers to differentiate service quality design and create customer experience. The purpose for acquiring customer knowledge aims at bringing understanding of customer preferences and expectations, in order to design a quality alignment for product/service-mix. The research investigated on the aspects of CRM strategies, activities, channels and models, including execution trends preferred to SME salon businesses. The deliberations about CRM integrations covered the marketing-mix of brand communications by collaborating the components of a CRM system such as people, technology and processes. The pros and cons of CRM models, systems, components and channels were presented as challenges in contrast to all the benefits so that a salon might consider when developing a CRM strategy. The purpose was to help salons understand the effects of CRM within the context of their business industry so that salons might implement the knowledge and survive the turbulent economic conditions. The research applied a positivist quantitative approach, methodologies, strategies and techniques to help expose the facts about the topic and answer the research question through identified objectives. The sampled (n) of one hundred (100) units was drawn from a broader population (N) of one thousand (1000) units; However, the representative list of one hundred and fifty seven (157) units was secured. The structured self-administered questionnaire (SAQ) developed, was used to conduct a pilot study and to validate the tool’s reliability and effectiveness in collecting research data. Applied statistical computations organised, measured and analysed collected data for accurate interpretation of research results in order to state reliable findings. Study findings showed that highly preferred CRM strategies, channels and activities at salons were to create customer experience. Effective leadership management styles were supportive to salon employees such that they took ownership of their customer base to deliver the experience and create customer and business value.
Keywords: Small Medium Enterprise (SME), customer relationship management (CRM).
Title: Evaluating the Effectiveness of Customer Relationship Management on Small Medium Enterprise Salon Businesses in Johannesburg Region-A
Author: Nkhumiseni Elsie Magaba, P. Mupambwa
ISSN 2394-7322
International Journal of Novel Research in Marketing Management and Economics
Novelty Journals