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Business cycles influences upon customer cross-buying behavior in the case of financial services
Customer cross-buying behavior (CCBB) still represents a key marketing topic for professionals and academics. Marketing research identified several customer cross-buying determinants during the last few decades. However, some studies have pointed out that research remains silent about potential busi...
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Formato: | Online Artículo Texto |
Lenguaje: | English |
Publicado: |
Palgrave Macmillan UK
2021
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Acceso en línea: | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7939930/ http://dx.doi.org/10.1057/s41264-021-00091-3 |
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author | Mansouri, Samy |
author_facet | Mansouri, Samy |
author_sort | Mansouri, Samy |
collection | PubMed |
description | Customer cross-buying behavior (CCBB) still represents a key marketing topic for professionals and academics. Marketing research identified several customer cross-buying determinants during the last few decades. However, some studies have pointed out that research remains silent about potential business cycles influences upon CCBB. Building on business cycles influences upon motivational orientations, this investigation extends previous literature on CCBB performing a longitudinal study on a bancassurance leader database. Combining transactional data and aggregated perceived measure of the economic environment, this research elucidates how business cycles influence CCBB in the case of financial services. The statistical model used, accounts simultaneously for business cycles global effects and unobserved heterogeneity. The results confirm that business cycles, economic contractions and expansions, exercise significant and various influences on CCBB. In addition to overcoming a theoretical gap, findings provide novel insights for practitioners who should consider business cycles when designing cross-selling strategies. |
format | Online Article Text |
id | pubmed-7939930 |
institution | National Center for Biotechnology Information |
language | English |
publishDate | 2021 |
publisher | Palgrave Macmillan UK |
record_format | MEDLINE/PubMed |
spelling | pubmed-79399302021-03-09 Business cycles influences upon customer cross-buying behavior in the case of financial services Mansouri, Samy J Financ Serv Mark Original Article Customer cross-buying behavior (CCBB) still represents a key marketing topic for professionals and academics. Marketing research identified several customer cross-buying determinants during the last few decades. However, some studies have pointed out that research remains silent about potential business cycles influences upon CCBB. Building on business cycles influences upon motivational orientations, this investigation extends previous literature on CCBB performing a longitudinal study on a bancassurance leader database. Combining transactional data and aggregated perceived measure of the economic environment, this research elucidates how business cycles influence CCBB in the case of financial services. The statistical model used, accounts simultaneously for business cycles global effects and unobserved heterogeneity. The results confirm that business cycles, economic contractions and expansions, exercise significant and various influences on CCBB. In addition to overcoming a theoretical gap, findings provide novel insights for practitioners who should consider business cycles when designing cross-selling strategies. Palgrave Macmillan UK 2021-03-09 2021 /pmc/articles/PMC7939930/ http://dx.doi.org/10.1057/s41264-021-00091-3 Text en © The Author(s), under exclusive licence to Springer Nature Limited 2021 This article is made available via the PMC Open Access Subset for unrestricted research re-use and secondary analysis in any form or by any means with acknowledgement of the original source. These permissions are granted for the duration of the World Health Organization (WHO) declaration of COVID-19 as a global pandemic. |
spellingShingle | Original Article Mansouri, Samy Business cycles influences upon customer cross-buying behavior in the case of financial services |
title | Business cycles influences upon customer cross-buying behavior in the case of financial services |
title_full | Business cycles influences upon customer cross-buying behavior in the case of financial services |
title_fullStr | Business cycles influences upon customer cross-buying behavior in the case of financial services |
title_full_unstemmed | Business cycles influences upon customer cross-buying behavior in the case of financial services |
title_short | Business cycles influences upon customer cross-buying behavior in the case of financial services |
title_sort | business cycles influences upon customer cross-buying behavior in the case of financial services |
topic | Original Article |
url | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7939930/ http://dx.doi.org/10.1057/s41264-021-00091-3 |
work_keys_str_mv | AT mansourisamy businesscyclesinfluencesuponcustomercrossbuyingbehaviorinthecaseoffinancialservices |