Optimal Incentives to Foster Cross Selling: An Economic Analysis

Doctoral thesis English OPEN
Decrouppe, Andre;
(2014)
  • Subject: RVK QP 620 | cross selling / incentives / incentive problems / profit-sharing / business unit / key account / management / cross-divisional / multi-divisional companies / relationship of trust / exploiting / principal-agent theory / repeated prisoner's dilemma / repeated trust game

Cross selling is the practice of selling additional products to an existing customer. It has the potential to boost revenues and can be beneficial for both the company and the customer. For many multi-divisional companies with product or service oriented organi... View more
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