Performing a strategy's world: How redesigning customers made relationship banking possible
The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Vargha, Zsuzsanna [verfasserIn] |
|---|
| Format: |
E-Artikel |
|---|---|
| Sprache: |
Englisch |
| Erschienen: |
2018transfer abstract |
|---|
| Schlagwörter: |
|---|
| Umfang: |
15 |
|---|
| Übergeordnetes Werk: |
Enthalten in: Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review - Oelke, Matthias ELSEVIER, 2015transfer abstract, LRP : international journal of strategic management, Oxford |
|---|---|
| Übergeordnetes Werk: |
volume:51 ; year:2018 ; number:3 ; pages:480-494 ; extent:15 |
| Links: |
|---|
| DOI / URN: |
10.1016/j.lrp.2017.03.003 |
|---|
| Katalog-ID: |
ELV044199260 |
|---|
| LEADER | 01000caa a22002652 4500 | ||
|---|---|---|---|
| 001 | ELV044199260 | ||
| 003 | DE-627 | ||
| 005 | 20230626004740.0 | ||
| 007 | cr uuu---uuuuu | ||
| 008 | 181113s2018 xx |||||o 00| ||eng c | ||
| 024 | 7 | |a 10.1016/j.lrp.2017.03.003 |2 doi | |
| 028 | 5 | 2 | |a GBV00000000000370.pica |
| 035 | |a (DE-627)ELV044199260 | ||
| 035 | |a (ELSEVIER)S0024-6301(17)30122-X | ||
| 040 | |a DE-627 |b ger |c DE-627 |e rakwb | ||
| 041 | |a eng | ||
| 082 | 0 | 4 | |a 610 |q VZ |
| 082 | 0 | 4 | |a 610 |q VZ |
| 084 | |a 44.85 |2 bkl | ||
| 100 | 1 | |a Vargha, Zsuzsanna |e verfasserin |4 aut | |
| 245 | 1 | 0 | |a Performing a strategy's world: How redesigning customers made relationship banking possible |
| 264 | 1 | |c 2018transfer abstract | |
| 300 | |a 15 | ||
| 336 | |a nicht spezifiziert |b zzz |2 rdacontent | ||
| 337 | |a nicht spezifiziert |b z |2 rdamedia | ||
| 338 | |a nicht spezifiziert |b zu |2 rdacarrier | ||
| 520 | |a The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. | ||
| 520 | |a The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. | ||
| 650 | 7 | |a Selling |2 Elsevier | |
| 650 | 7 | |a Customer value |2 Elsevier | |
| 650 | 7 | |a Actor-networks |2 Elsevier | |
| 650 | 7 | |a Social studies of finance |2 Elsevier | |
| 650 | 7 | |a Interaction |2 Elsevier | |
| 650 | 7 | |a Banking strategy |2 Elsevier | |
| 650 | 7 | |a Customer Relationship Management |2 Elsevier | |
| 650 | 7 | |a Performativity |2 Elsevier | |
| 773 | 0 | 8 | |i Enthalten in |n Elsevier |a Oelke, Matthias ELSEVIER |t Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |d 2015transfer abstract |d LRP : international journal of strategic management |g Oxford |w (DE-627)ELV012711020 |
| 773 | 1 | 8 | |g volume:51 |g year:2018 |g number:3 |g pages:480-494 |g extent:15 |
| 856 | 4 | 0 | |u https://doi.org/10.1016/j.lrp.2017.03.003 |3 Volltext |
| 912 | |a GBV_USEFLAG_U | ||
| 912 | |a GBV_ELV | ||
| 912 | |a SYSFLAG_U | ||
| 912 | |a SSG-OLC-PHA | ||
| 912 | |a GBV_ILN_40 | ||
| 936 | b | k | |a 44.85 |j Kardiologie |j Angiologie |q VZ |
| 951 | |a AR | ||
| 952 | |d 51 |j 2018 |e 3 |h 480-494 |g 15 | ||
| author_variant |
z v zv |
|---|---|
| matchkey_str |
varghazsuzsanna:2018----:efrigsrtgsolhweeinncsoesaeea |
| hierarchy_sort_str |
2018transfer abstract |
| bklnumber |
44.85 |
| publishDate |
2018 |
| allfields |
10.1016/j.lrp.2017.03.003 doi GBV00000000000370.pica (DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X DE-627 ger DE-627 rakwb eng 610 VZ 610 VZ 44.85 bkl Vargha, Zsuzsanna verfasserin aut Performing a strategy's world: How redesigning customers made relationship banking possible 2018transfer abstract 15 nicht spezifiziert zzz rdacontent nicht spezifiziert z rdamedia nicht spezifiziert zu rdacarrier The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier Enthalten in Elsevier Oelke, Matthias ELSEVIER Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review 2015transfer abstract LRP : international journal of strategic management Oxford (DE-627)ELV012711020 volume:51 year:2018 number:3 pages:480-494 extent:15 https://doi.org/10.1016/j.lrp.2017.03.003 Volltext GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 44.85 Kardiologie Angiologie VZ AR 51 2018 3 480-494 15 |
| spelling |
10.1016/j.lrp.2017.03.003 doi GBV00000000000370.pica (DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X DE-627 ger DE-627 rakwb eng 610 VZ 610 VZ 44.85 bkl Vargha, Zsuzsanna verfasserin aut Performing a strategy's world: How redesigning customers made relationship banking possible 2018transfer abstract 15 nicht spezifiziert zzz rdacontent nicht spezifiziert z rdamedia nicht spezifiziert zu rdacarrier The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier Enthalten in Elsevier Oelke, Matthias ELSEVIER Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review 2015transfer abstract LRP : international journal of strategic management Oxford (DE-627)ELV012711020 volume:51 year:2018 number:3 pages:480-494 extent:15 https://doi.org/10.1016/j.lrp.2017.03.003 Volltext GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 44.85 Kardiologie Angiologie VZ AR 51 2018 3 480-494 15 |
| allfields_unstemmed |
10.1016/j.lrp.2017.03.003 doi GBV00000000000370.pica (DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X DE-627 ger DE-627 rakwb eng 610 VZ 610 VZ 44.85 bkl Vargha, Zsuzsanna verfasserin aut Performing a strategy's world: How redesigning customers made relationship banking possible 2018transfer abstract 15 nicht spezifiziert zzz rdacontent nicht spezifiziert z rdamedia nicht spezifiziert zu rdacarrier The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier Enthalten in Elsevier Oelke, Matthias ELSEVIER Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review 2015transfer abstract LRP : international journal of strategic management Oxford (DE-627)ELV012711020 volume:51 year:2018 number:3 pages:480-494 extent:15 https://doi.org/10.1016/j.lrp.2017.03.003 Volltext GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 44.85 Kardiologie Angiologie VZ AR 51 2018 3 480-494 15 |
| allfieldsGer |
10.1016/j.lrp.2017.03.003 doi GBV00000000000370.pica (DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X DE-627 ger DE-627 rakwb eng 610 VZ 610 VZ 44.85 bkl Vargha, Zsuzsanna verfasserin aut Performing a strategy's world: How redesigning customers made relationship banking possible 2018transfer abstract 15 nicht spezifiziert zzz rdacontent nicht spezifiziert z rdamedia nicht spezifiziert zu rdacarrier The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier Enthalten in Elsevier Oelke, Matthias ELSEVIER Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review 2015transfer abstract LRP : international journal of strategic management Oxford (DE-627)ELV012711020 volume:51 year:2018 number:3 pages:480-494 extent:15 https://doi.org/10.1016/j.lrp.2017.03.003 Volltext GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 44.85 Kardiologie Angiologie VZ AR 51 2018 3 480-494 15 |
| allfieldsSound |
10.1016/j.lrp.2017.03.003 doi GBV00000000000370.pica (DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X DE-627 ger DE-627 rakwb eng 610 VZ 610 VZ 44.85 bkl Vargha, Zsuzsanna verfasserin aut Performing a strategy's world: How redesigning customers made relationship banking possible 2018transfer abstract 15 nicht spezifiziert zzz rdacontent nicht spezifiziert z rdamedia nicht spezifiziert zu rdacarrier The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier Enthalten in Elsevier Oelke, Matthias ELSEVIER Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review 2015transfer abstract LRP : international journal of strategic management Oxford (DE-627)ELV012711020 volume:51 year:2018 number:3 pages:480-494 extent:15 https://doi.org/10.1016/j.lrp.2017.03.003 Volltext GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 44.85 Kardiologie Angiologie VZ AR 51 2018 3 480-494 15 |
| language |
English |
| source |
Enthalten in Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review Oxford volume:51 year:2018 number:3 pages:480-494 extent:15 |
| sourceStr |
Enthalten in Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review Oxford volume:51 year:2018 number:3 pages:480-494 extent:15 |
| format_phy_str_mv |
Article |
| bklname |
Kardiologie Angiologie |
| institution |
findex.gbv.de |
| topic_facet |
Selling Customer value Actor-networks Social studies of finance Interaction Banking strategy Customer Relationship Management Performativity |
| dewey-raw |
610 |
| isfreeaccess_bool |
false |
| container_title |
Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |
| authorswithroles_txt_mv |
Vargha, Zsuzsanna @@aut@@ |
| publishDateDaySort_date |
2018-01-01T00:00:00Z |
| hierarchy_top_id |
ELV012711020 |
| dewey-sort |
3610 |
| id |
ELV044199260 |
| language_de |
englisch |
| fullrecord |
<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01000caa a22002652 4500</leader><controlfield tag="001">ELV044199260</controlfield><controlfield tag="003">DE-627</controlfield><controlfield tag="005">20230626004740.0</controlfield><controlfield tag="007">cr uuu---uuuuu</controlfield><controlfield tag="008">181113s2018 xx |||||o 00| ||eng c</controlfield><datafield tag="024" ind1="7" ind2=" "><subfield code="a">10.1016/j.lrp.2017.03.003</subfield><subfield code="2">doi</subfield></datafield><datafield tag="028" ind1="5" ind2="2"><subfield code="a">GBV00000000000370.pica</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627)ELV044199260</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ELSEVIER)S0024-6301(17)30122-X</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">610</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">610</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">44.85</subfield><subfield code="2">bkl</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Vargha, Zsuzsanna</subfield><subfield code="e">verfasserin</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Performing a strategy's world: How redesigning customers made relationship banking possible</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="c">2018transfer abstract</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">15</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">zzz</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">z</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">zu</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer value</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Actor-networks</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Social studies of finance</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Interaction</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Banking strategy</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer Relationship Management</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Performativity</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="773" ind1="0" ind2="8"><subfield code="i">Enthalten in</subfield><subfield code="n">Elsevier</subfield><subfield code="a">Oelke, Matthias ELSEVIER</subfield><subfield code="t">Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review</subfield><subfield code="d">2015transfer abstract</subfield><subfield code="d">LRP : international journal of strategic management</subfield><subfield code="g">Oxford</subfield><subfield code="w">(DE-627)ELV012711020</subfield></datafield><datafield tag="773" ind1="1" ind2="8"><subfield code="g">volume:51</subfield><subfield code="g">year:2018</subfield><subfield code="g">number:3</subfield><subfield code="g">pages:480-494</subfield><subfield code="g">extent:15</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="u">https://doi.org/10.1016/j.lrp.2017.03.003</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_USEFLAG_U</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ELV</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SYSFLAG_U</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SSG-OLC-PHA</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_40</subfield></datafield><datafield tag="936" ind1="b" ind2="k"><subfield code="a">44.85</subfield><subfield code="j">Kardiologie</subfield><subfield code="j">Angiologie</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">AR</subfield></datafield><datafield tag="952" ind1=" " ind2=" "><subfield code="d">51</subfield><subfield code="j">2018</subfield><subfield code="e">3</subfield><subfield code="h">480-494</subfield><subfield code="g">15</subfield></datafield></record></collection>
|
| author |
Vargha, Zsuzsanna |
| spellingShingle |
Vargha, Zsuzsanna ddc 610 bkl 44.85 Elsevier Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Performing a strategy's world: How redesigning customers made relationship banking possible |
| authorStr |
Vargha, Zsuzsanna |
| ppnlink_with_tag_str_mv |
@@773@@(DE-627)ELV012711020 |
| format |
electronic Article |
| dewey-ones |
610 - Medicine & health |
| delete_txt_mv |
keep |
| author_role |
aut |
| collection |
elsevier |
| remote_str |
true |
| illustrated |
Not Illustrated |
| topic_title |
610 VZ 44.85 bkl Performing a strategy's world: How redesigning customers made relationship banking possible Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity Elsevier |
| topic |
ddc 610 bkl 44.85 Elsevier Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity |
| topic_unstemmed |
ddc 610 bkl 44.85 Elsevier Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity |
| topic_browse |
ddc 610 bkl 44.85 Elsevier Selling Elsevier Customer value Elsevier Actor-networks Elsevier Social studies of finance Elsevier Interaction Elsevier Banking strategy Elsevier Customer Relationship Management Elsevier Performativity |
| format_facet |
Elektronische Aufsätze Aufsätze Elektronische Ressource |
| format_main_str_mv |
Text Zeitschrift/Artikel |
| carriertype_str_mv |
zu |
| hierarchy_parent_title |
Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |
| hierarchy_parent_id |
ELV012711020 |
| dewey-tens |
610 - Medicine & health |
| hierarchy_top_title |
Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |
| isfreeaccess_txt |
false |
| familylinks_str_mv |
(DE-627)ELV012711020 |
| title |
Performing a strategy's world: How redesigning customers made relationship banking possible |
| ctrlnum |
(DE-627)ELV044199260 (ELSEVIER)S0024-6301(17)30122-X |
| title_full |
Performing a strategy's world: How redesigning customers made relationship banking possible |
| author_sort |
Vargha, Zsuzsanna |
| journal |
Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |
| journalStr |
Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review |
| lang_code |
eng |
| isOA_bool |
false |
| dewey-hundreds |
600 - Technology |
| recordtype |
marc |
| publishDateSort |
2018 |
| contenttype_str_mv |
zzz |
| container_start_page |
480 |
| author_browse |
Vargha, Zsuzsanna |
| container_volume |
51 |
| physical |
15 |
| class |
610 VZ 44.85 bkl |
| format_se |
Elektronische Aufsätze |
| author-letter |
Vargha, Zsuzsanna |
| doi_str_mv |
10.1016/j.lrp.2017.03.003 |
| dewey-full |
610 |
| title_sort |
performing a strategy's world: how redesigning customers made relationship banking possible |
| title_auth |
Performing a strategy's world: How redesigning customers made relationship banking possible |
| abstract |
The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. |
| abstractGer |
The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. |
| abstract_unstemmed |
The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized. |
| collection_details |
GBV_USEFLAG_U GBV_ELV SYSFLAG_U SSG-OLC-PHA GBV_ILN_40 |
| container_issue |
3 |
| title_short |
Performing a strategy's world: How redesigning customers made relationship banking possible |
| url |
https://doi.org/10.1016/j.lrp.2017.03.003 |
| remote_bool |
true |
| ppnlink |
ELV012711020 |
| mediatype_str_mv |
z |
| isOA_txt |
false |
| hochschulschrift_bool |
false |
| doi_str |
10.1016/j.lrp.2017.03.003 |
| up_date |
2024-07-06T20:50:45.691Z |
| _version_ |
1803864292135534592 |
| fullrecord_marcxml |
<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01000caa a22002652 4500</leader><controlfield tag="001">ELV044199260</controlfield><controlfield tag="003">DE-627</controlfield><controlfield tag="005">20230626004740.0</controlfield><controlfield tag="007">cr uuu---uuuuu</controlfield><controlfield tag="008">181113s2018 xx |||||o 00| ||eng c</controlfield><datafield tag="024" ind1="7" ind2=" "><subfield code="a">10.1016/j.lrp.2017.03.003</subfield><subfield code="2">doi</subfield></datafield><datafield tag="028" ind1="5" ind2="2"><subfield code="a">GBV00000000000370.pica</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627)ELV044199260</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ELSEVIER)S0024-6301(17)30122-X</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">610</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="082" ind1="0" ind2="4"><subfield code="a">610</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">44.85</subfield><subfield code="2">bkl</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Vargha, Zsuzsanna</subfield><subfield code="e">verfasserin</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Performing a strategy's world: How redesigning customers made relationship banking possible</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="c">2018transfer abstract</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">15</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">zzz</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">z</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">nicht spezifiziert</subfield><subfield code="b">zu</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">The paper investigates the performativity of strategy defined as a strategy's power to create the world it assumes. Building a theory based on both ‘Callonian’ and ‘Butlerian’ approaches to performativity, it focuses on the case of a large bank's retail strategy in Hungary, which relied on Customer Relationship Management (CRM) technology to develop personalised services and intensive selling so as to meet its objectives of growth. The findings show how the assumptions behind the bank's ‘high-level’ strategy were inscribed into the CRM software and embodied in the situations where employees sell to customers. Specifically, the ethnographic study demonstrates how technology and embodiment, as well as innovation and maintenance, complement each other and intertwine, producing the world—including for instance the needs of customers—which the strategy had taken as given. The concept of 'strategy scripts', understood as patterns of socio-technical interaction, is inferred from the case study to explain how assumptions about markets and the nature of personalised customer relationships were ultimately realized.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer value</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Actor-networks</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Social studies of finance</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Interaction</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Banking strategy</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Customer Relationship Management</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Performativity</subfield><subfield code="2">Elsevier</subfield></datafield><datafield tag="773" ind1="0" ind2="8"><subfield code="i">Enthalten in</subfield><subfield code="n">Elsevier</subfield><subfield code="a">Oelke, Matthias ELSEVIER</subfield><subfield code="t">Acute Urinary Retention Rates in the General Male Population and in Adult Men With Lower Urinary Tract Symptoms Participating in Pharmacotherapy Trials: A Literature Review</subfield><subfield code="d">2015transfer abstract</subfield><subfield code="d">LRP : international journal of strategic management</subfield><subfield code="g">Oxford</subfield><subfield code="w">(DE-627)ELV012711020</subfield></datafield><datafield tag="773" ind1="1" ind2="8"><subfield code="g">volume:51</subfield><subfield code="g">year:2018</subfield><subfield code="g">number:3</subfield><subfield code="g">pages:480-494</subfield><subfield code="g">extent:15</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="u">https://doi.org/10.1016/j.lrp.2017.03.003</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_USEFLAG_U</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ELV</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SYSFLAG_U</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">SSG-OLC-PHA</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">GBV_ILN_40</subfield></datafield><datafield tag="936" ind1="b" ind2="k"><subfield code="a">44.85</subfield><subfield code="j">Kardiologie</subfield><subfield code="j">Angiologie</subfield><subfield code="q">VZ</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">AR</subfield></datafield><datafield tag="952" ind1=" " ind2=" "><subfield code="d">51</subfield><subfield code="j">2018</subfield><subfield code="e">3</subfield><subfield code="h">480-494</subfield><subfield code="g">15</subfield></datafield></record></collection>
|
| score |
7.400983 |