Cross‑Selling and Cross‑Buying in Service Industries: A Comparative Systematic Review and Call to Action.
Type
conference contribution
Date Issued
2025
Author(s)
Abstract
A systematic review of 97 studies analyzes cross‑selling (firm action) and cross‑buying (customer behavior) across service industries. Topic modelling, bibliometric analyses, logical partitioning and manager interviews reveal conceptual distinctions, definition clutter and propose a unified typology, improving research precision and guiding service managers’ revenue strategies and growth.
Funding(s)
Schweizer National Fonds (SNF): "When and How Cross-Selling Boosts Sales: The Role of Customer Inspiration"; Projektnummer 10003458
Language
English (United States)
Keywords
cross-selling
cross-buying
literature review
topic modeling
bibliometric analyses
HSG Classification
contribution to scientific community
Refereed
Yes
Event Title
9. Rostocker Dienstleistungstagung
Event Location
Rostock
Event Date
18.-19. September 2025
Subject(s)
Division(s)