Cross-Selling Through Database Marketing: A Mixed Data Factor Analyzer for Data Augmentation and Prediction

By Wagner A. Kamakura, M. Wedel, F. Rosa, Jose Afonso Mazzon. 2003

352 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/5c175fbda44009cb49a2754d0d56b392be04e2a6

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Citations in the corpus

E-fulfillment and multi-channel distribution - A review (2006, background): “Kamakura et al. (2003) use a combination of survey data and customer databases to identify opportunities for cross-selling.”
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.”
The Effect of Service Price Increases on Customer Retention (2009, neutral): “Relationship breadth might also increase switching costs (Kamakura et al. 2003, p. 46) and therefore reduce price sensitivity.”
Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services (2005, background): “…provider, raise switching costs associated with a move to a new provider, lower uncertainty about additional product purchases, and, in some cases, ensure proper technical compatibility with products that the consumer already owns (Kamakura, Ramaswami, and Srivastava 1991; Kamakura et al. 2003).”
Size and Share of Customer Wallet (2007, background): “Share of Category Requirements and CrossSelling Since the early 1990s (Kamakura, Ramaswami, and Srivastava 1991), a growing literature has evolved on the topic of cross-selling (Jarrar and Neely 2002; Lau, Chow, and Liu 2004; Lau et al. 2003).”
Advertising, Research and Development, and Systematic Risk of the Firm (2007, neutral): “For example, the brand equity of current flagship brands generates greater receptiveness of consumers and distribution channel partners to new product introductions (Kaufman, Jayachandran, and Rose 2006) and enables the firm to migrate customers to more profitable products and/or to cross-sell produ”
Modeling Customer Lifetime Value (2006, background): “In contrast, Reinartz and Kumar (2000) showed that customers with longer duration may not be necessarily the most profitable.”
Modeling CLV: A test of competing models in the insurance industry (2007, methodology): “The dependencies are incorporated through a latent factor structure ( Kamakura et al. 2003 ) allowing a parsimonious specification of this complex phenomenon.”