Journal of Advertising Research · 2002 · 60 citations · 43 references
BusinessMarketingMarketing ManagementCustomer Relationship ManagementMarket SegmentationRelationship MarketingCross-selling StrategyCustomer EngagementCustomer Experience ManagementPsychographic SegmentationRelationship BankingRelationship SellingCross-buying BehaviorCross-cultural SellingCross-sell MarketingCross-sell SegmentationCross-selling ProfitabilityCustomer Segmentation For Cross-sellingPsychographic VariablesRetail Cross-selling
<h3>ABSTRACT</h3> This paper presents the findings from a study designed to investigate the use of interactive psychographics to develop cross-selling strategies. Interactive psychographics is the process of identifying psychographic-based segments, profiling the segments, matching individuals to the resulting segments, and developing actionable relationship strategies that best match the psychological and purchasing needs of each customer.
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