Cross-buying in retailing : Drivers and consequences

@inproceedings{Kumar2008CrossbuyingIR,
  title={Cross-buying in retailing : Drivers and consequences},
  author={Varun Kumar and Morris George and Joseph Pancras},
  year={2008}
}
Cross-buying in retailing: Drivers and consequences V. Kumar a,∗, Morris George b, Joseph Pancras c a Richard and Susan Lenny Distinguished Chair in Marketing, and Executive Director Center for Excellence in Brand and Customer Management, J. Mack Robinson College of Business, Georgia State University, Atlanta, GA 30303, United States b Department of Marketing, Hankamer School of Business, Baylor University, Waco, TX 76798, United States c University of Connecticut’s School of Business… CONTINUE READING

From This Paper

Figures, tables, and topics from this paper.

Citations

Publications citing this paper.
Showing 1-10 of 18 extracted citations

References

Publications referenced by this paper.
Showing 1-10 of 41 references

“ Knowing What to Sell , When , and to Whom

  • Sun Baohong Shibo, Ronald T. Wilcox
  • 2006

Balancing Acquisition and Retention Resources to Maximize Customer Profitability,

  • einartz, J Werner, S. Thomas Jacquelyn, V. Kumar
  • Journal of Marketing, January
  • 2005

In Retail, Profiling for Profit,

  • ha, Ariana Eunjung
  • 2005

Perceived Risk and the Consumer Buying Process: Internet Airline Reservations,

  • unningham, F Lawrence, James H. Gerlach, Michael D. Harper, E YoungFClifford
  • International Journal of Service Industry…
  • 2005

The Effect of Acquisition Channels on Customer Loyalty and Cross-Buying,

  • erhoef, C Peter, Bas Donkers
  • Journal of Interactive Marketing, Spring
  • 2005
1 Excerpt

Who are the Multichannel

  • V. umar, Rajkumar Venkatesan
  • 2005
1 Excerpt

A Customer Lifetime Value Framework for Customer Selection and Optimal Resource Allocation Strategy,

  • enkatesan, Rajkumar, V. Kumar
  • Journal of Marketing, October
  • 2004

Drivers of Customers’ Cross-Buying Intentions,

  • gobo, Paul Valentin
  • European Journal of Marketing, 1129–1157,
  • 2004

Similar Papers

Loading similar papers…