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Journal of Relationship Marketing Volume 6, 2008 - Issue 3-4
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Original Articles

Cross-Selling

Offering the Right Product to the Right Customer at the Right Time

Wagner A. Kamakura Marketing at the Fuqua School of Business, Duke University, One Towerview Road, Durham, NC, 27708, USA
Pages 41-58 | Published online: 25 Sep 2008

Citations (48)

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Rania B. Mostafa & Tamara Kasamani. (2022) The Effect of Salespeople Skills on Selling Behaviors: The Moderating Role of Social Media. Journal of Promotion Management 28:7, pages 961-993.
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Mohita Maggon. (2022) A Bibliometric Analysis of Journal of Relationship Marketing (2002–2019). Journal of Relationship Marketing 21:4, pages 324-351.
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Jeff S. Johnson & Scott B. Friend. (2015) Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination. Journal of Personal Selling & Sales Management 35:1, pages 51-71.
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Articles from other publishers (45)

Esther L. Kim & Sarah Tanford. (2022) When will consumers splurge on travel? Effective add-on selling strategies. Journal of Hospitality and Tourism Insights 6:5, pages 2416-2432.
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Chien-Ming Chen & Howard Hao-Chun Chuang. (2023) Time to shift the shift: Performance effects of within-day cumulative service encounters in retail stores. Omega 119, pages 102892.
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İbrahim Erdem KALKAN & Cenk ŞAHİN. (2023) Çapraz Satışı Destekleyebilecek Transformer ile Geliştirilmiş Bir Öneri SistemiA Transformer-Improved Recommender System Supporting Cross-Selling. Çukurova Üniversitesi Mühendislik Fakültesi Dergisi 38:2, pages 571-584.
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José Luis Zapata Sánchez. (2023) Influencia del intercambio de conocimiento tácito en ventas en la venta cruzada y en la segmentación de clientes en MiPymes. LATAM Revista Latinoamericana de Ciencias Sociales y Humanidades 4:2.
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Angela J. Xu, Raymond Loi, Cheris W. C. Chow & Vicky S. Z. Lin. (2022) Driving Retail Cross-Selling. Journal of Service Research 26:2, pages 212-232.
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Carsten D. Schultz & Björn Gorlas. (2023) Magic mirror on the wall: Cross-buying at the point of sale. Electronic Commerce Research.
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İbrahim Erdem Kalkan & Cenk Şahin. (2022) Evaluating cross-selling opportunities with recurrent neural networks on retail marketing. Neural Computing and Applications 35:8, pages 6247-6263.
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Jie Chen & Wen Yang. (2023) A Newsboy Model for Cross-Selling Products with Demand Impacted by Price. BCP Business & Management 39, pages 481-484.
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Noureddine Boustani, Ali Emrouznejad, Roya Gholami, Ozren Despic & Athina Ioannou. (2023) Improving the predictive accuracy of the cross-selling of consumer loans using deep learning networks. Annals of Operations Research.
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Chang Hee Park & Tae Jung Yoon. (2022) The dark side of up-selling promotions: Evidence from an analysis of cross-brand purchase behavior☆. Journal of Retailing 98:4, pages 647-666.
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Deepika Sharma, Justin Paul, Sanjay Dhir & Rashi Taggar. (2021) Deciphering the impact of responsiveness on customer satisfaction, cross-buying behaviour, revisit intention and referral behaviour. Asia Pacific Journal of Marketing and Logistics 34:10, pages 2052-2072.
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Carolin Bock, Sven Siebeneicher & Jens Rockel. (2022) The “C” in crowdfunding is for co-financing: exploring participative co-financing, a complement of novel and traditional bank financing. Journal of Business Economics 92:9, pages 1559-1602.
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Yves Staudt & Joël Wagner. (2022) Factors Driving Duration to Cross-Selling in Non-Life Insurance: New Empirical Evidence from Switzerland. Risks 10:10, pages 187.
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Jeongyeon (Jennie) Ahn, Eun-Kyong (Cindy) Choi & Hyun-Woo Joung. (2022) Promoting hotel upselling: The effect of message appeal and delivery setting on consumer attitude and purchase intention. Journal of Hospitality and Tourism Management 52, pages 295-303.
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Tomas Sidorowicz, Pedro Peres & Yuhua Li. (2022) A Novel Approach for Cross-Selling Insurance Products Using Positive Unlabelled Learning. A Novel Approach for Cross-Selling Insurance Products Using Positive Unlabelled Learning.
Huan Liu & F. Javier Sese. (2022) The Impact of Mobile App Adoption on Cross-buying: The Moderating Roles of Product Category Characteristics and Adoption Timing. Journal of Retailing 98:2, pages 241-259.
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Rasha Kashef & Hubert Pun. (2022) Predicting l-CrossSold products using connected components: A clustering-based recommendation system. Electronic Commerce Research and Applications 53, pages 101148.
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Tobias Schaefers, Marina Leban & Florian Vogt. (2022) On-demand features: Consumer reactions to tangibility and pricing structure. Journal of Business Research 139, pages 751-761.
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Yunus Emre ÖZDEMİR & Selim BAYRAKLI. (2022) A Case Study on Building a Cross-Selling Model through Machine Learning in the Insurance Industry. European Journal of Science and Technology.
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Federico Beltrame, Gianni Zorzi & Luca Grassetti. (2022) The effect of FinTech investments on listed banks: Evidence from an Italian sample. Risk Governance and Control: Financial Markets and Institutions 12:2, pages 47-55.
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Björn Gorlas & Carsten D. Schultz. 2022. Advances in Digital Marketing and eCommerce. Advances in Digital Marketing and eCommerce 131 139 .
Justin Munoz, Ahmad Asgharian Rezaei, Mahdi Jalili & Laleh Tafakori. (2021) Deep learning based bi-level approach for proactive loan prospecting. Expert Systems with Applications 185, pages 115607.
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Won-Moo Hur, Tae-Won Moon & Minsung Kim. (2021) Impact of managerial control on the relationship between customer incivility and frontline employees’ up-selling behavior. Service Business 15:4, pages 639-665.
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Esther L. Kim & Sarah Tanford. (2020) Turning Discounts Into Profits: Factors Influencing Online Purchasing Decisions for Hotel Add-on Items. Cornell Hospitality Quarterly 62:4, pages 438-454.
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Chadwick J. Miller, Daniel C. Brannon, Jim Salas & Martha Troncoza. (2021) Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives’ impact on consumers’ preferences for premium products. Journal of the Academy of Marketing Science 49:6, pages 1043-1064.
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Lili ZhangJennifer PriestleyJoseph DeMaioSherry NiXiaoguang Tian. (2021) Measuring Customer Similarity and Identifying Cross-Selling Products by Community Detection. Big Data 9:2, pages 132-143.
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Gene Moo Lee, Shu He, Joowon LeeAndrew B. Whinston. (2020) Matching Mobile Applications for Cross-Promotion. Information Systems Research 31:3, pages 865-891.
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Grzegorz Chodak. (2020) The problem of shelf-warmers in electronic commerce: a proposed solution. Information Systems and e-Business Management 18:2, pages 259-280.
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Christian Homburg, Sina Böhler & Sebastian Hohenberg. (2020) Organizing for cross-selling: Do it right, or not at all. International Journal of Research in Marketing 37:1, pages 56-73.
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Mohamed Al-Zadjali & Kamla Ali Al-Busaidi. (2018) Empowering CRM Through Business Intelligence Applications. International Journal of Knowledge Management 14:4, pages 68-87.
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Stefan Mau, Irena Pletikosa & Joël Wagner. (2018) Forecasting the next likely purchase events of insurance customers. International Journal of Bank Marketing 36:6, pages 1125-1144.
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Michel van der Borgh & Jeroen Schepers. (2017) Are conservative approaches to new product selling a blessing in disguise?. Journal of the Academy of Marketing Science 46:5, pages 857-878.
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Tim Norvell, Piyush Kumar & Sunil Contractor. (2018) Assessing the Customer-Based Impact of Up-Selling Versus Down-Selling. Cornell Hospitality Quarterly 59:3, pages 215-227.
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Lalit Manral & Kathryn R. Harrigan. (2018) The logic of demand-side diversification: Evidence from the US telecommunications sector, 1990–1996. Journal of Business Research 85, pages 127-141.
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José Duarte Santos & José Pita Castelo. 2018. Diverse Methods in Customer Relationship Marketing and Management. Diverse Methods in Customer Relationship Marketing and Management 17 43 .
Alan Megargel, Venky Shankararaman & Srinivas K. Reddy. 2018. Handbook of Blockchain, Digital Finance, and Inclusion, Volume 1. Handbook of Blockchain, Digital Finance, and Inclusion, Volume 1 311 328 .
Zhen-Yu Chen, Zhi-Ping Fan & Minghe Sun. (2016) A multi-kernel support tensor machine for classification with multitype multiway data and an application to cross-selling recommendations. European Journal of Operational Research 255:1, pages 110-120.
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Leo Guelman, Montserrat Guillén & Ana M. Pérez-Marín. (2015) A decision support framework to implement optimal personalized marketing interventions. Decision Support Systems 72, pages 24-32.
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Christian Schmitz, You-Cheong Lee & Gary L. Lilien. (2014) Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls. Journal of Marketing 78:3, pages 1-19.
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Yuping Liu-Thompkins & Leona Tam. (2013) Not All Repeat Customers Are the Same: Designing Effective Cross-Selling Promotion on the Basis of Attitudinal Loyalty and Habit. Journal of Marketing 77:5, pages 21-36.
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Christian Schmitz. (2012) Group influences of selling teams on industrial salespeople’s cross-selling behavior. Journal of the Academy of Marketing Science 41:1, pages 55-72.
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Tammo H. A. BijmoltPeter S. H. Leeflang, Frank Block, Maik Eisenbeiss, Bruce G. S. Hardie, Aurélie Lemmens & Peter Saffert. (2010) Analytics for Customer Engagement. Journal of Service Research 13:3, pages 341-356.
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Martin S. Meloche & John L. Stanton. (2009) A comparison of distilled spirit consumption patterns in the United Kingdom and the United States. Worldwide Hospitality and Tourism Themes 1:2, pages 162-168.
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Gene Moo Lee, Shu He & Joowon Lee. (2017) Matching Mobile Applications for Cross Promotion. SSRN Electronic Journal.
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Rodolfo Carlos Rivas Rea. (2015) Designing an Effective Next Generation Gaming/Entertainment Console Market Strategy for Gamers and Non-Gamers: A Microsoft's Xbox One Case Study. SSRN Electronic Journal.
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