Original paper
Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls
Abstract
Although cross-selling offers significant benefits for both vendors and customers, three-quarters of all cross-selling initiatives fail, typically for sales force–related reasons. Prior research examining the antecedents of salespeople's product adoption has not yet shown whether or under which conditions such adoption behavior leads to better salesperson cross-selling performance. The authors develop a model of the role of supervisory behavior,...
Paper Details
Title
Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls
Published Date
May 1, 2014
Journal
Volume
78
Issue
3
Pages
1 - 19
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Notes
History