Concepedia

Cross-sell Value

Cross-Sell Value is a component of customer lifetime value that quantifies the incremental revenue generated from selling additional products or services to an existing customer beyond their initial purchase.

4

Publications

72

Citations

12

Authors

7

Institutions

Publications per year

2017–2026

0

Parents

Publications

4

The Importance of Modeling Temporal Dependence of Timing and Quantity in Direct Marketing

Lichung Jen, Chien-Heng Chou, Greg M. Allenby · Journal of Marketing Research · 2009 · 29 citations

, , +16

The multi-item newsvendor model with cross-selling and the solution when demand is jointly normally distributed

Ren-Qian Zhang, Lan-Kang Zhang, Wenhui Zhou et al. · European Journal of Operational Research · 2014 · 20 citations

, , +5

Acquisition pattern analyses for recognising cross-sell opportunities in the financial services sector

Leonard J. Paas, Ton Kuijlen · Journal of Targeting Measurement and Analysis for Marketing · 2001 · 13 citations · Full text

, , +15

Design of viral marketing strategies for product cross-sell through social networks

Ramasuri Narayanam, Amit A. Nanavati · Knowledge and Information Systems · 2013 · 10 citations

, , +16

To Sell or Not To Sell: Determining the Tradeoffs between Service and Sales in Retail Banking Phone Centers

O. Zeynep Akşin, Patrick T. Harker · SSRN Electronic Journal · 1996 · 10 citations · Full text

, , +16

1–5 of 4

Authors

12

  1. GM
    Greg M. Allenby

    Fisher College, United States

    1 publications · 29 citations

    1

    h-index

  2. LJ
    Leonard J. Paas

    Vrije Universiteit Amsterdam, Netherlands

    1 publications · 13 citations

    1

    h-index

  3. AA
    Amit A. Nanavati

    IBM Research - India, India

    1 publications · 10 citations

    1

    h-index

  4. RN
    Ramasuri Narayanam

    IBM Research - India, India

    1 publications · 10 citations

    1

    h-index

  5. HW
    Hui-Wen Wang

    University of Michigan, United States

    1 publications · 20 citations

    1

    h-index

1–5 of 12

Institutions

7

  1. Beihang University

    Beijing, China

    1 h-index

    3 publications

    60 citations

  2. Fisher College

    Boston, United States

    1 h-index

    1 publications

    29 citations

  3. IBM Research - India

    New Delhi, India

    1 h-index

    2 publications

    20 citations

  4. South China University of Technology

    Guangzhou, China

    1 h-index

    1 publications

    20 citations

  5. Chinese Culture University

    Taipei, Taiwan

    1 h-index

    1 publications

    29 citations

  6. National Taiwan University

    Taipei, Taiwan

    1 h-index

    1 publications

    29 citations

  7. University of Michigan

    Ann Arbor, United States

    1 h-index

    1 publications

    20 citations

  8. Koç University

    Istanbul, Türkiye

    1 publications

    10 citations

1–8 of 7

Venues

  1. 1

    h-index

  2. Knowledge and Information Systems

    1 publications · 10 citations

    1

    h-index

  3. Journal of Marketing Research

    1 publications · 29 citations

    1

    h-index

  4. European Journal of Operational Research

    1 publications · 20 citations

    1

    h-index

  5. SSRN Electronic Journal

    Repository · 1 publications · 10 citations

1–5