Scoping and Aligning CRM Strategy in Higher Education Institutions: Practical Steps

Basel Khashab, Steven Gulliver, Rami Ayoubi

Research output: Contribution to journalArticlepeer-review

5 Citations (Scopus)


Higher Education Institutions (HEI) management are often uninformed as to how Customer Relationship Management (CRM) can best support the current university business strategy. Our study is extending a previous study undertaken by Khashab et al. (2020) who iteratively developed a high-level CRM implementation framework to support HEI management by provided Strategy Orientation Support (SOS). Although their framework introduced the high-level steps that are required to link business priorities to implementable CRM functionality, no sub-steps and/or practical approaches were described. In our paper, we consider practical approaches to help in the scoping and alignment of the CRM strategy. By considering the use of practical approaches, we highlight numerous issues that must be considered to ensure that CRM efforts align with HEI strategy, and that CRM strategy supports the activity of the HEI business.
Original languageEnglish
Pages (from-to)627-651
Number of pages25
JournalJournal of Strategic Marketing
Issue number7
Early online date23 Sept 2020
Publication statusPublished - 2022


  • CRM
  • higher education
  • marketing strategy

ASJC Scopus subject areas

  • Strategy and Management
  • Marketing


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