| 交叉销售行为实现过程影响因素分析 |
| |
| 引用本文： | 任锡源. 交叉销售行为实现过程影响因素分析[J]. 中华女子学院学报, 2007, 19(5): 83-87 |
| |
| 作者姓名： | 任锡源 |
| |
| 作者单位： | 中华女子学院,人力资源管理系,北京,100101 |
| |
| 摘 要： | 当前与交叉销售相关的研究方向主要有交叉销售概念的界定、交叉销售机会的识别和交叉销售策略的实施。结合深度访谈的有关数据，本研究对交叉销售行为实现过程中的影响因素进行了研究。在剔除外部情景因素和个性特征因素影响后，交叉销售行为的实现取决于销售人员的交叉销售倾向，而影响交叉销售倾向的因素包括感知的价值效用、感知的成功的可能性和对交叉销售的态度。
|
| 关 键 词： | 交叉销售 影响因素 |
| 文章编号： | 1007-3698(2007)05-0083-05 |
| 修稿时间： | 2007-06-08 |
Analyses on the Affecting Factors During the Process of Cross- selling |
| |
| REN Xiyuan. Analyses on the Affecting Factors During the Process of Cross- selling[J]. Journal of China Women's College(Social Sciences Edition), 2007, 19(5): 83-87 |
| |
| Authors: | REN Xiyuan |
| |
| Affiliation: | REN Xiyuan (Department of Human Resource Management, China＇s Women University, Beijing 100101, China) |
| |
| Abstract: | Right now the study on cross-selling mainly focuses on: the definition of cross selling,the identification of cross selling srategy opportunities,and the practice of cross-selling strategy.This article makes a study on the affecting factors in the process of cross-selling combined with relevant datas.After eliminating the affecting factors brought by the external situation and personality characters,we can find that the performance of cross-selling depends on the seller's tendency of cross-selling.And the factors affecting cross-selling include the effectiveness of percipience,the possibility of successful percipience,and the attitude towards cross-selling. |
| |
| Keywords: | cross-selling affecting factor |
| 本文献已被 CNKI 维普 万方数据 等数据库收录！ |
|
