Unprofitable cross buying (Record no. 11303)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 00955npc a2200157Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 140613s2012 xx 000 0 und d |
| 060 ## - NATIONAL LIBRARY OF MEDICINE CALL NUMBER | |
| Classification number | 658.8 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | SHAH, DENISH |
| 245 ## - TITLE STATEMENT | |
| Title | Unprofitable cross buying |
| Remainder of title | Evidence from consumer and business markets |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Date of publication, distribution, etc. | 2012 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 78-95 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Conventional wisdom, marketing literature, and cross selling practices to date are based on the notion that customer cross buying is positively associated with customer pofitability. However this study finds that when certain customers with persistent adverse behavioral traits( e.g. limited spending, excessive revenue reversals, excessive service requests, promotion purchase behavior) engage in cross buying, they exhibit a downward spiral of unprofitable relationship, with the losses increasing with higher levels of cross buying. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | KUMAR, V |
| 773 ## - HOST ITEM ENTRY | |
| Other item identifier | P14400 |
| Note | M |
| Host Itemnumber | 27726 |
| Host Biblionumber | 11181 |
| Title | JOURNAL OF MARKETING |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Articles |
No items available.