The information system as a competitive weapon
Communications of the ACM - Special section on management of information systems
Consumer buying behavior and optimal advertising strategy: the quadratic profit function case
Computers and Operations Research
A comparison of information requirements analysis methods: an experimental study
ACM SIGMIS Database
An experimental comparison of abstract and concrete representations in systems analysis
Information and Management
Deep structures: real information requirements determination
Information and Management
Task-related information analysis
International Journal of Human-Computer Studies
E-business: roadmap for success
E-business: roadmap for success
Electronic commerce: a managerial perspective
Electronic commerce: a managerial perspective
Strategic Information Systems: Competition through Information Technologies
Strategic Information Systems: Competition through Information Technologies
Context of use within usability activities
International Journal of Human-Computer Studies
The state of CRM adoption by the financial services in the UK: an empirical investigation
Information and Management
Methodology for customer relationship management
Journal of Systems and Software - Special issue: Selected papers from the 11th Asia Pacific software engineering conference (APSEC 2004)
Eliciting Web application requirements - an industrial case study
Journal of Systems and Software
Critical success factors for a customer relationship management strategy
Information and Software Technology
Impact of Web-based e-Commerce on Channel Strategy in Retailing
International Journal of Electronic Commerce
International Journal of Electronic Commerce
Journal of Management Information Systems
Information and Software Technology
Scenario support for effective requirements
Information and Software Technology
A model of consumer acceptance of mobile payment
International Journal of Mobile Communications
Ontological modelling of content management and provision
Information and Software Technology
Accelerating customer relationships: using crm and relationship technologies™
Accelerating customer relationships: using crm and relationship technologies™
Modern Systems Analysis and Design
Modern Systems Analysis and Design
Strategies for information requirements determination
IBM Systems Journal
Supporting use case based requirements engineering
Information and Software Technology
Information Resources Management Journal
IT-Supported Business Performance and E-Commerce Application in SMEs
Journal of Electronic Commerce in Organizations
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Customer relationship management (CRM) is an important concept to maintain competitiveness at e-commerce. Thus, many organizations hastily implement eCRM and fail to achieve its goal. CRM concept consists of a number of compound components on product designs, marketing attributes, and consumer behaviors. This requires different approaches from traditional ones in developing eCRM. Requirements engineering is one of the important steps in software development. Without a well-defined requirements specification, developers do not know how to proceed with requirements analysis. This research proposes a strategy-based process for requirements elicitation. This framework contains three steps: define customer strategies, identify consumer and marketing characteristics, and determine system requirements. Prior literature lacks discussing the important role of customer strategies in eCRM development. Empirical findings reveal that this strategy-based view positively improves the performance of requirements elicitation.