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Keywords: Cross-selling
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Journal Articles
Transforming the role of frontline service employees for cross-selling
Available to Purchase
Journal:
Journal of Services Marketing
Journal of Services Marketing (2021) 35 (4): 428–441.
Published: 28 December 2020
..., steer, and propel subordinates’ job role transformation (e.g. taking on cross-selling activities) through proactive information exchanges. Establishing meaning is crucial for people who experience life-changing circumstances (Park, 2010). Social psychology research acknowledges the relationship...
Journal Articles
Snubbing the old to embrace the new: the impact of cross-buying on the usage of existing services
Available to Purchase
Journal:
Journal of Services Marketing
Journal of Services Marketing (2017) 31 (6): 662–675.
Published: 18 October 2017
... to budget constraints as evidenced in this study. Satisfaction Behavioral intentions Telecommunications Cross-buying Cross-selling Subscription services Cross-buying refers to the buying of additional services by the consumer, over-and-above the ones the consumer already avails from...
