Cross-selling: Offering the right product to the right customer at the right time

Journal of Relationship Marketing

Volumn 6, Issue 3-4, 2008, Pages 41-58

  Kamakura, Wagner ^a  

^a DUKE UNIVERSITY   (United States)

Author keywords

Acquisition pattern analysis; Collaborative filtering; Cross selling; Recommendation systems; Up selling

Indexed keywords

EID: 67650297521     PISSN: 15332667     EISSN: 15332675     Source Type: Journal    
DOI: 10.1300/J366v06n03_03     Document Type: Article

References (27)

1. Agrawal, R., Imieliski, T. and Swami, A. (1993) Mining association rules between sets of items in large databases. Proceedings of ACM SIGMOD Conference on Management of Data, pp. 207-217.
2. Anand, Hughes S., Bell, J. D. and Patrick, A. (1997) Tackling the cross-sales problem using data mining. Proceedings of the First Pacific-Asia Conference on Knowledge Discovery and Data Mining, pp. 331-343.
3. Andrews, Kelly J. (1999) Extending Up-Selling and Cross-Selling Efforts. Target Marketing, 22:11, pp. 36-40.
4. Ansari, A., Essegaier, S. and Kohli, R. (2000) Internet recommendation systems. Journal of Marketing Research, 37, pp. 363-375.
5. Breese, J. S., Heckerman, D. and Kadie, C. (1998) Empirical analysis of predictive algorithms for collaborative filtering
6. Chickering, D., Heckerman, D. and Meek, C. (1997) A Bayesian approach to learning Bayesian networks with local structure. Proceedings of the Thirteenth Conference on Uncertainty in Artificial Intelligence Morgan Kaufmann, Providence, RI
7. Dickson, P. R., Lusch, R. F. and Wilkie, W. L. (1983) Consumer acquisition priorities for home appliances: A replication and reevaluation. Journal of Consumer Research, 8:1, pp. 432-435.
8. Edwards, Y. and Allenby, G. M. (2003) Multivariate analysis of multiple response data. Journal of Marketing research, 40, pp. 321-334.
9. Feick, L. (1982) Latent class models for the analysis of behavioral hierarchies. Journal of Marketing Research, 24, pp. 174-186.
10. Heckerman, D. (1996) A tutorial on learning with Bayesian networks
11. Hey, J. System and method for recommending items.
12. Herlocker, J., Konstan, J. and Riedl, J. (1999) An algorithmic framework for performing collaborative filtering. Proceedings of the 22nd Annual international ACM SIGIR Conference on Research and Development in Information Retrieval, pp. 230-237.
13. Kamakura, W. A., Ramaswami, S. N. and Srivastava, R. K. (1991) Applying latent trait analysis in the evaluation of prospects for cross-selling of financial services. International Journal of Research in Marketing, 8, pp. 329-349.
14. Kamakura, W. A., Wedel, M., de Rosa, F. and Mazzon, J. A. (2003) Cross-selling through database marketing: A mixed data factor analyzer for data augmentation and prediction. International Journal of Research in Marketing, 20, pp. 45-65.
15. Kamakura, W. A., Kossar, B. S. and Wedel, M. (2004) Identifying innovators for the cross-selling of new products. Management Science, 50:8, pp. 1120-1133.
16. Knott, A., Hayes, A. and Neslin, S. A. (2002) Next-product-to-buy models for cross-selling applications. Journal of Interactive Marketing, 16:3, pp. 59-75.
17. Li, S., Sun, B. and Wilcox, R. T. (2005) Cross-selling sequentially ordered products: An application to consumer banking. Journal of Marketing Research, 42, pp. 233-239.
18. Moon, S. and Russell, G. J. (2005) Predicting product purchase from inferred customer similarity: An autologistic model approach, North Carolina State University
19. Netessine, S., Savin, S. and Xiao, W. (2006) Revenue management through dynamic cross-selling in e-commerce retailing. Operations Research
20. Paas, L. (2003) Acquisition Pattern Analysis with Mokken Scales: Applications in the Financial Services Market, Tilburg University, Tilburg
21. Paas, L., Bijmolt, T. H. A. and Vermunt, J. K. (2005) Latent class Markov modeling for assessing and predicting household acquisitions of financial products, Tilburg University
22. Parounsh, J. (1965) The order of acquisition of consumer durables. Econometrics, 33, pp. 225-235.
23. Robinson, G. Automated collaborative filtering systems
24. Rothfeder, Jeffrey (2003) Trend: Cross-selling. Ziff Davis CIO Insight
25. Soutar, G. N. and Cornish-Ward, S. (1997) Ownership patterns for durable goods and financial assets: A Rasch analysis. Applied Economics, 29:11, pp. 397-417.
26. Stafford, E. F., Kasulis, J. J. and Lusch, R. F. (1982) Consumer behavior in accumulating household financial assets. Journal of Business Research, 10, pp. 397-417.
27. Wedel, M. and Kamakura, W. A. (2001) Factor analysis with mixed observed and latent variables in the exponential family. Psychometrika, 66:4, pp. 515-530.