Cross-selling across stores or within a store? Impacts of cross-buying behavior in online shopping malls
Cross-selling across stores or within a store? Impacts of cross-buying behavior in online shopping malls
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跨商店或商店内交叉销售？
DOI：
10.1080/1046669x.2019.1646186
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发表时间：
2019
影响因子：
0.7
通讯作者：
Yukihiro Miwa
中科院分区：
文献类型：
--
作者：
Wirawan Dony Dahana;Makoto Morisada;Yukihiro Miwa
本研究探讨在一个网路购物中心中，顾客可以从不同的独立商店购买额外的产品类别，交叉购买行为的影响。我们专注于在何种程度上商店忠诚度和关系持续时间温和的三个行为特征：客户的购买率，生命周期和消费的交叉购买效果。结果表明，谁从事交叉购买更激烈的客户购买更频繁，有更长的预期寿命，并在每笔交易中花费更高的金额。对于那些对某些商店表现出较高行为忠诚度的顾客来说，对购买频率和顾客保留的影响更大。然而，商店忠诚度被发现削弱了交叉购买和平均支出之间的关联。此外，关系持续时间似乎削弱了交叉购买对购买率和支出的影响。这些研究结果提供了新的见解交叉购买的顾客价值的影响，以及管理的影响，购物中心业主。
This study investigates the impacts of cross-buying behavior in an online shopping mall where customers can purchase from additional product categories from various independent stores. We focus on the extent to which store loyalty and relationship duration moderate the cross-buying effects on three behavioral traits: customers’ purchase rate, lifetime duration, and spending. The results reveal that customers who engage in cross-buying more intensely purchase more frequently, have longer expected lifetime duration, and spend higher amounts in each transaction. The impacts on purchase frequency and customer retention are even greater for customers who exhibit higher behavioral loyalty toward some stores. However, store loyalty is found to weaken the association between cross-buying and average spending. Further, relationship duration appears to weaken the effects of cross-buying on purchase rate and spending. These results provide new insights into the impacts of cross-buying on customer value as well as managerial implications for shopping mall owners.
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影响因子：
6.1
作者：
B. Kahn;Manohar U. Kalwani;D. G. Morrison
通讯作者：
B. Kahn;Manohar U. Kalwani;D. G. Morrison
DOI：
10.1016/j.jretconser.2017.02.006
发表时间：
2017-05-01
影响因子：
10.4
作者：
Evanschitzky, Heiner;Malhotra, Neeru;Lemon, Katherine N.
通讯作者：
Lemon, Katherine N.
企业社会责任与交叉购买之间联系的检验
影响因子：
3.2
作者：
Vishal Vyas;Sonika Raitani
通讯作者：
Sonika Raitani
虚拟购物中心的未来
DOI：
--
发表时间：
2001
期刊：
--
影响因子：
--
作者：
P. Hendershott
通讯作者：
P. Hendershott
影响因子：
6.1
作者：
P. Fader;Bruce G. S. Hardie;Ka Lok Lee
通讯作者：
P. Fader;Bruce G. S. Hardie;Ka Lok Lee