A Conceptual Model of Factors Influencing Customer Relationship Management in Global Software Development: A Client Perspective

Abstract

The software development industry or organizations increasingly emerging day by day have adopted global software development (GSD) practices due to the large significance of outsourcing. These industries face many challenges due to a lack of understanding customer perspective in the GSD environment. For any organization, the customer is the major stakeholder, and customer relationship management (CRM) plays a vital role in customer satisfaction with software development projects. These challenges create serious risks for any software development project’s success. Thus, CRM is a crucial challenge in the success of software projects in the GSD environment. This research study aims to address the factors that negatively influence CRM implementation in the global context and proposes a conceptual model based on the identified factors for enhancing software product quality. The systematic literature review (SLR) phase investigates the potential barriers to CRM implementation in GSD. Based on identified barriers, an initial conceptual model is developed. The proposed conceptual model is validated using a questionnaire survey of the GSD industry and CRM practitioners of Pakistan. Statistical analysis and several suitable tests are also performed to develop the final conceptual model for CRM implementation in the GSD environment. This research is performed from the client’s perspective. The results are promising and accommodating to avoid any software project failure due to customer-related issues in a GSD environment.