Factors Affecting Customers' Intentions of Cross-purchasing Durable Goods

DOI

Bibliographic Information

Other Title
  • 耐久消費財における併買意向の要因評価

Abstract

<p>Studies on cross-selling have focused on the consumer goods industry, based on abundant purchasing data from point of sale (POS) systems. However, cross-selling, an important and traditional customer relationship management (CRM) tool, is valuable for efficiently making profits in the durable goods industry as well. Therefore, this study evaluated re-cross-purchasing factors that affect consumers, focusing on customers who had already "cross-purchased" goods in industries of high-end fashion (leather goods), IT (smartphone and personal computer), and mobility (motorcycle and car). Thus, in addition to the common factor of favorable attitudes toward brands, this study identified other factors characteristic to each industry.</p>

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Keywords

Details 詳細情報について

  • CRID
    1390282763140065408
  • NII Article ID
    130007697167
  • DOI
    10.11497/jasmin.201906.0_177
  • Text Lang
    ja
  • Data Source
    • JaLC
    • CiNii Articles
  • Abstract License Flag
    Disallowed

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