THE MARRIAGE OF RETAIL MARKETING AND INFORMATION-SYSTEMS TECHNOLOGY - THE ZELLERS CLUB-Z EXPERIENCE
成果类型：
Article
署名作者：
WIGHTMAN, KR
刊物名称：
MIS QUARTERLY
ISSN/ISSBN：
0276-7783
DOI：
10.2307/249783
发表日期：
1990
页码：
359-366
关键词：
摘要：
This paper examines the major influences and events that led to the creation and implementation of Club Z, a very successful frequent buyer program, by Zellers Inc., a Canadian mass merchandiser and a division of the Hudson's Bay Company. While the paper describes this major retailer's innovation in the adaptation of computer technology to store-level marketing, it also analyzes some of the significant aspects of the Club Z implementation from an IS management perspective: how a champion emerged to advocate and protect the project at the highest executive level; how an outside systems consulting firm was brought in to manage the Zellers IS function during the project life; and how the cultural problem of anticipated store resistance to the required new technology was overcome.