Killing two birds with one stone: Cross-selling during service delivery
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DOI: 10.1016/j.jbusres.2013.11.013
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Cited by:
- Ashish Kalra & Riley Dugan & Raj Agnihotri, 2022. "“A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling," Marketing Letters, Springer, vol. 33(3), pages 399-413, September.
- Mohamed Sobhy Hassan Temerak & Milena Micevski & Selma Kadić-Maglajlić & Zoran Latinovic, 2024. "Nuances of Sales–Service Ambidexterity across Varied Sales Job Types," Post-Print hal-04717615, HAL.
- Itani, Omar S. & Jaramillo, Fernando & Paesbrugghe, Bert, 2020.
"Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors,"
Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
- Omar Itani & Fernando Jaramillo & Bert Paesbrugghe, 2020. "Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors," Post-Print hal-02987189, HAL.
- Fujii, Makoto, 2024. "Do sales control systems affect service–sales ambidexterity and salesperson performance? A job demands–resources perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
- Homburg, Christian & Böhler, Sina & Hohenberg, Sebastian, 2020. "Organizing for cross-selling: Do it right, or not at all," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 56-73.
- Sarstedt, Marko & Diamantopoulos, Adamantios & Salzberger, Thomas, 2016. "Should we use single items? Better not," Journal of Business Research, Elsevier, vol. 69(8), pages 3199-3203.
- Gaan, Niharika & Shin, Yuhyung, 2023. "Sales employees’ polychronicity and sales-service ambidexterity: Mediation of work engagement and moderation of store manager support," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
- Chanho Song & Sungha Jang & Jennifer Wiggins & Edward Nowlin, 2019. "Does haste always make waste? Service quantity, service quality, and incentives in speed-intensive service firms," Service Business, Springer;Pan-Pacific Business Association, vol. 13(2), pages 289-304, June.
- Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
- Tung Moi Chiew & Christine Mathies & Paul Patterson, 2019. "The effect of humour usage on customer’s service experiences," Australian Journal of Management, Australian School of Business, vol. 44(1), pages 109-127, February.
- Eko Yi Liao & Chun Hui, 2021. "A resource-based perspective on leader-member exchange: An updated meta-analysis," Asia Pacific Journal of Management, Springer, vol. 38(1), pages 317-370, March.
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Keywords
Cross-selling; Service; Frontline employee; Productivity; Dual emphasis strategy;All these keywords.
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