Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services

By Shibo Li, Baohong Sun, Ronald T. Wilcox. 2005

262 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing

View Paper: https://www.semanticscholar.org/paper/551b6a475493c904c771c3d50f2b1f98fe22e7c6

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Citations in the corpus

Omnichannel Retail Operations with Buy-Online-and-Pick-up-in-Store (2017, unknown): “There are many papers in marketing (e.g., Li et al. (2005); Akçura and Srinivasan (2005); Li et al. (2011)) and operations management (e.g., Netessine et al. (2006); Gurvich et al. (2009); Armony and Gurvich (2010)) examining how to make use of the cross-selling opportunities during the…”
Customer Metrics and Their Impact on Financial Performance (2006, unknown): “Li et al. (2005) build a cross-selling model for 1,201 bank customers.”
Online Product Opinions: Incidence, Evaluation, and Evolution (2012, background): “We find that the ratings environment significantly impacts an individual’s decision of whether or not to contribute a rating, resulting in a selection effect that affects the composition of the posting population.”
Size and Share of Customer Wallet (2007, unknown): “More recently, researchers (Kamakura et al. 2003; Li, Sun, and Wilcox 2005) have recognized that customers have multiple relationships and have proposed list augmentation approaches to make cross-selling recommendations that consider the possibility that the customer has already purchased the…”
The Value of Rapid Delivery in Omnichannel Retailing (2019, background): “Various studies have also demonstrated the financial impact of improved service quality and customer satisfaction (Fornell, Rust, and Dekimpe 2010; Li, Sun, and Wilcox 2005) as well as customers’ sensitivities to both positive and negative service quality variability (Gijsenberg, Van Heerde, and…”
The Effect of Customer Satisfaction on Consumer Spending Growth (2010, background): “Finally, satisfaction might lead to more cross- and upselling (Li, Sun, and Wilcox 2005).”
Modeling Customer Lifetime Value (2006, background): “Recently, Li, Sun, and Wilcox (2005) used a similar conceptualization for cross-selling sequentially ordered financial products.”
Modeling CLV: A test of competing models in the insurance industry (2007, background): “Within the class of service-level models, we consider models that assume independent purchase decisions, as well as models with unobserved heterogeneity that might result in dependencies across the decisions for the various services (Kamakura et al. 1991; Li et al. 2005; Manchanda et al. 1999).”
How does product program innovativeness affect customer satisfaction? A comparison of goods and services (2011, background): “These industries appear frequently in extant services marketing literature (e.g., Bitner et al. 2000; Homburg et al. 2007b; Lado et al. 1999; Li et al. 2005; Lievens and Moenaert 2000).”
Customer Equity: Measurement, Management and Research Opportunities (2007, background): “Li et al. (2005) develop a cross-selling model that can incorporate the sequential acquisition pattern of some products across different households, as it occurs, for example in financial services. Incorporating this natural sequential process can enhance the cross-selling opportunities of the firm.”