The effect of acquisition channels on customer loyalty and cross-buying

By Peter C. Verhoef, Bas Donkers. 2005

235 citations recorded by the source corpus.

Subfields: Information Systems and Management, Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/56f96c04caedda5fbdb443bba3a20003c00e5f43

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In Information Systems and Management

In Marketing

In Organizational Behavior and Human Resource Management

Citations in the corpus

The Effect of Customers' Social Media Participation on Customer Visit Frequency and Profitability: An Empirical Investigation (2013, background): “Buying focus refers to the breadth of interaction between a customer and the focal firm, and extant research considers buying focus to be an important indicator of relationship status (Verhoef and Donkers 2005).”
The impact of consumer Internet experience on channel preference and usage intentions across the different stages of the buying process (2007, background): “Consumption goals, however, may be satisfied not just by the products and services that consumers buy, but also by the channels that consumers employ to obtain these products and services (Verhoef & Donkers, 2005).”
From Social to Sale: The Effects of Firm-Generated Content in Social Media on Customer Behavior (2016, background): “However, from a long-term perspective, a customer ’ s cross-buying behavior, expressed in terms of the number of different product categories that a customer purchases, signals the intensity of the relationship between the customer and the ﬁ rm (Shah et al. 2012; Verhoef and Donkers 2005).”
Crafting Integrated Multichannel Retailing Strategies (2010, background): “Tacit process knowledge is needed to effectively provide these services, which cannot be readily copied by competitors (Spender and Grant 1996).2”
Cross-buying in retailing: Drivers and consequences (2008, background): “Recent studies have identified some f the drivers of cross-buy (Verhoef et al. 2001; Verhoef and onkers 2005) or cross-buying intention (Ngobo 2004) in finanial services. The drivers identified in these studies can be roadly classified into three: customers’ attitude towards a firm nd its products, ”