Learning cross-selling from coworkers? How networking facilitates cross-selling and salesperson performance

Bamberger, Boas ; Ruhnau, Robin-Christopher ; Wahlig, Dominik

URL: https://gssi.world/wp-content/uploads/2021/06/GSSI...
Document Type: Conference or workshop publication
Year of publication: 2021
Book title: Proceedings of the Global Sales Science Institute Annual Conference 2021
Page range: 51
Conference title: Global Sales Science Institute Annual Conference
Location of the conference venue: Online
Date of the conference: 07.-08.06.2021
Publisher: Deeter-Schmelz, Dawn R.
Place of publication: Aalen ; Totton
Publishing house: Global Sales Science Institute
ISSN: 2510-733X
Publication language: English
Institution: Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
Subject: 650 Management
Keywords (English): Networking , Cross-Selling , Salespeople , Social Learning
Abstract: This manuscript examines how networking facilitates learning to cross-sell and how cross-selling affects individual salesperson performance based on social learning theory and multisource data on 262 salespeople. Results suggest networking enables cross-selling by social learning. Moreover, cross-selling strengthens salespeople’s customer retention and sales revenue while harming customer acquisition and profitability.

Dieser Eintrag ist Teil der Universitätsbibliographie.

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