2,110
Views
48
CrossRef citations to date
0
Altmetric
Original Articles

Cross-Selling

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

Pages 41-58 | Published online: 25 Sep 2008

References

  • Agrawal , R. , Imieliski , T. and Swami , A. Mining association rules between sets of items in large databases . Proceedings of ACM SIGMOD Conference on Management of Data . Edited by: Buneman , P. and Jajodia , S. pp. 207 – 217 .
  • Anand , Hughes S. , Bell , J. D. and Patrick , A. Tackling the cross-sales problem using data mining . Proceedings of the First Pacific-Asia Conference on Knowledge Discovery and Data Mining . Edited by: Lu , H. , Motoda , H. and Liu , H. pp. 331 – 343 .
  • Andrews , Kelly J. 1999 . Extending Up-Selling and Cross-Selling Efforts . Target Marketing , 22 ( 11 ) : 36 – 40 .
  • Ansari , A. , Essegaier , S. and Kohli , R. 2000 . Internet recommendation systems . Journal of Marketing Research , 37 : 363 – 75 .
  • Breese , J. S. , Heckerman , D. and Kadie , C. 1998 . Empirical analysis of predictive algorithms for collaborative filtering Technical Report MSR-TR-98–12, Microsoft Research (October)
  • Chickering , D. , Heckerman , D. and Meek , C. A Bayesian approach to learning Bayesian networks with local structure . Proceedings of the Thirteenth Conference on Uncertainty in Artificial Intelligence . Providence, RI : Morgan Kaufmann .
  • Dickson , P. R. , Lusch , R. F. and Wilkie , W. L. 1983 . Consumer acquisition priorities for home appliances: A replication and reevaluation . Journal of Consumer Research , 8 ( 1 ) : 432 – 35 .
  • Edwards , Y. and Allenby , G. M. 2003 . Multivariate analysis of multiple response data . Journal of Marketing research , 40 : 321 – 34 .
  • Feick , L. 1982 . Latent class models for the analysis of behavioral hierarchies . Journal of Marketing Research , 24 : 174 – 86 .
  • Heckerman , D. 1996 . A tutorial on learning with Bayesian networks Technical Report. MSR-TR-95–06, Microsoft Corporation
  • Hey , J. System and method for recommending items . Patent Number 4.996.642 . 1991 . US Patent and Trademark Office
  • Herlocker , J. , Konstan , J. and Riedl , J. An algorithmic framework for performing collaborative filtering . Proceedings of the 22nd Annual international ACM SIGIR Conference on Research and Development in Information Retrieval . pp. 230 – 37 .
  • Kamakura , W. A. , Ramaswami , S. N. and Srivastava , R. K. 1991 . Applying latent trait analysis in the evaluation of prospects for cross-selling of financial services . International Journal of Research in Marketing , 8 : 329 – 49 .
  • Kamakura , W. A. , Wedel , M. , de Rosa , F. and Mazzon , J. A. 2003 . Cross-selling through database marketing: a mixed data factor analyzer for data augmentation and prediction . International Journal of Research in Marketing , 20 : 45 – 65 .
  • Kamakura , W. A. , Kossar , B. S. and Wedel , M. 2004 . Identifying innovators for the cross-selling of new products . Management Science , 50 ( 8 ) : 1120 – 1133 .
  • Knott , A. , Hayes , A. and Neslin , S. A. 2002 . Next-product-to-buy models for cross-selling applications . Journal of Interactive Marketing , 16 ( 3 ) : 59 – 75 .
  • Li , S. , Sun , B. and Wilcox , R. T. 2005 . Cross-selling sequentially ordered products: An application to consumer banking . Journal of Marketing Research , 42 : 233 – 39 .
  • Moon , S. and Russell , G. J. 2005 . Predicting product purchase from inferred customer similarity: An autologistic model approach , North Carolina State University . Working paper
  • Netessine , S. , Savin , S. and Xiao , W. 2006 . Revenue management through dynamic cross-selling in e-commerce retailing . Operations Research , (forthcoming)
  • Paas , L. 2003 . Acquisition Pattern Analysis with Mokken Scales: Applications in the Financial Services Market , Tilburg : Tilburg University .
  • Paas , L. , Bijmolt , T. H. A. and Vermunt , J. K. 2005 . Latent class Markov modeling for assessing and predicting household acquisitions of financial products , Tilburg University . Working paper
  • Parounsh , J. 1965 . The order of acquisition of consumer durables . Econometrics , 33 : 225 – 235 .
  • Robinson , G. Automated collaborative filtering systems US Patent and Trademark Office
  • Rothfeder , Jeffrey . 2003 . Trend: Cross-selling . Ziff Davis CIO Insight , July
  • Soutar , G. N. and Cornish-Ward , S. 1997 . Ownership patterns for durable goods and financial assets: A Rasch analysis . Applied Economics , 29 ( 11 ) : 397 – 417 .
  • Stafford , E. F. , Kasulis , J. J. and Lusch , R. F. 1982 . Consumer behavior in accumulating household financial assets . Journal of Business Research , 10 : 397 – 417 .
  • Wedel , M. and Kamakura , W. A. 2001 . Factor analysis with mixed observed and latent variables in the exponential family . Psychometrika , 66 ( 4 ) : 515 – 30 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.