Cross-buying in retailing: Drivers and consequences
By Vikas Kumar, Morris George, Joseph Pancras. 2008
186 citations recorded by the source corpus.
Subfields: Marketing, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/87cc3ba5d110a9da42114e50dc8909579e4e1f3a
How researchers see this paper
The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.
In Marketing
- P. K. Kannan
- Ashish Kumar
- Rishika Rishika
- Ruth N. Bolton
- Vinay Kumar
- Ram Bezawada
- Mary Jo Bitner
- Ramkumar Janakiraman
In Organizational Behavior and Human Resource Management
- Ruth N. Bolton
- P. K. Kannan
- Ashish Kumar
- Rishika Rishika
- Vinay Kumar
- Ram Bezawada
- Mary Jo Bitner
- Ramkumar Janakiraman
Citations in the corpus
- A Theory of Customer Valuation: Concepts, Metrics, Strategy, and Implementation (2018, methodology): “…demographic variables such as household income, population density of the neighborhood, gender, age of the head of the household, marital status, education level, and so forth significantly affect future customer profitability (Kumar, George, and Pancras 2008; Kumar, Shah, and Venkatesan 2006).”
- From Social to Sale: The Effects of Firm-Generated Content in Social Media on Customer Behavior (2016, background): “© 2016, American Marketing Association Journal of Marketing ISSN: 0022-2429 (print) Vol. 80 (January 2016), 7–25 1547-7185 (electronic) DOI: 10.1509/jm.14.02497 breadth of a customer’s relationship with a firm (Kumar, George, and Pancras 2008).”
- Decoding Customer–Firm Relationships: How Attachment Styles Help Explain Customers' Preferences for Closeness, Repurchase Intentions, and Changes in Relationship Breadth (2013, background): “This feature is relevant because prior research suggests that customer cross-buying may be influenced, at least in part, by different antecedents compared with their inaction or decreases in relationship breadth (Kumar, Morris, and Pancras 2008; Verhoef 2003).”
- The Reinforcing Effects of Loyalty Program Partnerships and Core Service Usage (2009, unknown): “It may be argued that as relationship duration increases, trust and commitment to the service provider will also increase, making it more likely that additional services will be purchased (Kumar, George, and Pancras 2008; Morgan and Hunt 1994).”