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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