Research Note: Customer Intimacy and Cross-Selling Strategy

Published Online:https://doi.org/10.1287/mnsc.1050.0390

References

  • Aaker David S., Bruzzone Donald E. Causes of irritation in advertising. J. Marketing (1985) 49(2):47–57CrossrefGoogle Scholar
  • Ansari Asim, Mela Carl F. E-customization. J. Marketing Res. (2003) 40:131–145CrossrefGoogle Scholar
  • Bauer Raymond A., Greyser Stephen A.Advertising in America; The Consumer View (1968) (Harvard University, Boston, MA) Google Scholar
  • A look at the leadersBusiness Week (2003) July 28):56Google Scholar
  • Clemons Eric, Hann Il-Horn, Hitt Lorin M. Price dispersion and differentiation in online travel. Management Sci. (2002) 48(4):534–549LinkGoogle Scholar
  • Privacy on the InternetThe Economist (2000) May 27):65–67Google Scholar
  • Garbarino E., Johnson M. S. The different roles of satisfaction, trust and commitment in customer relationships. J. Marketing (1999) 63:70–87CrossrefGoogle Scholar
  • Gefen David. Reflections on the dimensions of trust and trustworthiness among online consumers. The Database Adv. Inform. Systems (2002) 33(3):38–53CrossrefGoogle Scholar
  • Ghose Anindya, Mukhopadhyay Tridas, Rajan Uday. Strategic benefits of referral services. Rev. Marketing Sci. Working Papers (2002) 2(2Google Scholar
  • Harris Interactive Survey (2002) February 20). www.harrisinteractive.com/news/ allnewsbydate.asp?NewsID=429Google Scholar
  • Hirschman Kenneth. (2003) . Prepared Testimony before the House Energy and Commerce Committee, the Subcommittee on Telecommunications and the Internet, and the Subcommittee on Commerce, Trade and Protection on July 9, Washington, DCGoogle Scholar
  • Kamakura Wagner A., Wedel Michel, Rosa Fernando de, Mazzon Jose Afonso. Cross-selling through database marketing. Internat. J. Res. Marketing (2003) 20:45–65CrossrefGoogle Scholar
  • Milne George R., Boza Marie-Eugenia. Trust and concern in consumers’ perceptions of marketing information management practices. J. Interactive Marketing (1999) 13(1):5–24CrossrefGoogle Scholar
  • Pan Xing, Shankar Venkatesh, Ratchford Brian. Price competition between pure play versus bricks-and-clicks E-tailers: Analytical model and empirical analysis. Adv. Appl. Microeconomics: Econom. Internet E-Commerce (2002) 11:29–61CrossrefGoogle Scholar
  • Phelps J., Novak G., Ferrell E. Privacy concerns and consumer willingness to provide personal information. J. Public Policy Marketing (2000) 19(1):27–41CrossrefGoogle Scholar
  • Siegel Tara. Citigroup is ready to receive the benefits of cross-selling. Wall Street Journal (1991) March 15):1Google Scholar
  • Shim Soyeon, Eastlick Mary Ann, Lotz Sherry L., Warrington Patricia. An online prepurchase intentions model: The role of intention to search. J. Retailing (2001) 77(3):397–416CrossrefGoogle Scholar
  • Statistical Fact Book (2000) 62Primary barriers to catalog purchasers. Direct Marketing Association, New YorkGoogle Scholar
  • The Wall Street Journal (1999) March 15):1Citigroup is ready to realize the benefits of cross-sellingGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.