Acknowledgement
This work was supported by a Research Grant of Pukyong National University(2023).
References
- W. Kamakura. (2008). Cross-Selling: Offering the Right Product to the Right Customer at the Right Time. Journal of Relationship Marketing, 6(3), 41-58. https://doi.org/10.1300/J366v06n03_03
- P. C. Verhoef, P. H. Franses & J. C. Hoekstra. (2001). The Impact of Satisfaction and Payment Equity on Cross-Buying: A Dynamic Model for a Multi-Service Provider. Journal of Retailing, 77(3), 359-378. https://doi.org/10.1016/S0022-4359(01)00052-5
- W. D. Dahana, Y. Miwa, C. Baumann & M. Morisada. (2020). Relative Importance of Motivation, Store Patronage, and Marketing Efforts in Driving Crossbuying Behaviors. Journal of Strategic Marketing, 29, 1-29.
- M. S. Granovetter. (1985). Economic Action and Social Structure. American Journal of Sociology, 91, 481-510. https://doi.org/10.1086/228311
- A. Portes & J. Sensenbrenner. (1993). Embeddedness and Immigration Notes on the Social Determinants of Economic Action. American Journal of Sociology, 98(6), 1320-1350. https://doi.org/10.1086/230191
- D. R. Gnyawali & R. Madhavan. (2001). Cooperative Networks and Competitive Dynamics: A Structural Embeddedness Perspective. Academy of Management Review, 26(3), 431-445. https://doi.org/10.2307/259186
- S. Aral & D. Walker (2014). Tie Strength, Embeddedness, and Social Influence: A Large-Scale Networked Experiment. Management Science, 60(6), 1352-1370.
- C. Park. (2014). CRM Customer Relationship Management, Cheongram.
- J. Rothfeder. (2003). Trend: Cross-Selling. Ziff Davis CIO Insight, July.
- K. J. Andrews. (1999). Extending Up-Selling and Cross-Selling Efforts. Target Marketing, 22(11), 36-40.
- W. A. Kamakura, S. N. Ramaswami & R. K. Srivastava. (1991). Applying Latent Trait Analysis in the Evaluation of Prospects for Cross-Selling of Financial Services. International Journal of Research in Marketing, 8(4), 329-349. https://doi.org/10.1016/0167-8116(91)90030-B
- P. C. Verhoef, P. H. Franses & J. C. Hoekstra. (2002). The Effect of Relational Constructs on Customer Referrals and Number of Services Purchased from a Multiservice Provider: Does Age of Relationship Matter?. Jouranl of the Acadamic Marketing Science, 30(3), 202-216. https://doi.org/10.1177/0092070302303002
- M. Soureli, B. R. Lewis & K. M. Karantinou. (2008). Factors that Affect Consumers' Cross- Buying Intention: A Model for Financial Services. Journal of Financial Services Marketing, 13(1), 5-16. https://doi.org/10.1057/fsm.2008.1
- P. Aurier & G. N'Goala. (2010). The Differing and Mediating Roles of Trust and Relationship Commitment in Service Relationship Maintenance and Development. Journal of the Academy of Marketing Science, 38(3), 303-325. https://doi.org/10.1007/s11747-009-0163-z
- T. C. Liu & L. W. Wu. (2007). Customer Retention and Cross-Buying in the Banking Industry: An Integration of Service Attributes Satisfaction and Trust. Journal of Financial Services Marketing, 12(2), 132-145.
- V. Kumar, M. George & J. Pancras. (2008). Cross-Buying in Retailing: Drivers and Consequences. Journal of Retailing, 84(1), 15-27. https://doi.org/10.1016/j.jretai.2008.01.007
- T. C. Liu & L. W. Wu. (2008). Relationship Quality and Cross-Buying in Varying Levels of Category Similarity and Complexity. Total Quality Management, 19(5), 493-511.
- P. V. Ngobo. (2004). Drivers of Customers' Cross-Buying Intentions. European Journal of Marketing, 38(9/10), 1129-1157. https://doi.org/10.1108/03090560410548906
- P. C. Verhoef & B. Donkers. (2005). The Effect of Acquisition Channels on Customer Loyalty and Cross-Buying. Journal of Interactive Marketing, 19(2), 31-43.
- S. Li, B. Sun & R. T. Wilcox. (2005). Cross-Selling Sequentially Ordered Products: An Application to Consumer Banking Services. Journal of Marketing Research, 42(2), 233-239. https://doi.org/10.1509/jmkr.42.2.233.62288
- G. Han & J. Lee. (2023). The Effects of Innovation Performance Feedback on Explorative and Exploitative Innovation Performance in Korean Auto Parts Firms: Focusing on the Moderating Effect of Network Embeddedness. Korean Management Consulting Review, 23(.6), 303-320.
- R. D. Putnam. (2001). Social Capital Measurement and Consequences. Canadian Journal of Policy Research, 2, 41-51.
- S. Wasserman & K. Faust. (1994). Social Network Analysis: Methods and Applications, Cambridge University Press.
- B. Uzzi. (1997). Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness. Administrative Science Quarterly, 42, 35-67. https://doi.org/10.2307/2393808
- G. Noh (2012). Social Media and Cooperation in Society, Hanulacademy.
- N. Lin. (1999). Social Networks and Status Attainment. Annual Review of Sociology, 25, 467-487. https://doi.org/10.1146/annurev.soc.25.1.467
- W. Baker. (1990). Market Networks and Corporate Behavior. American Journal of Sociology, 96, 589-625. https://doi.org/10.1086/229573
- R. Dore. (1983). Goodwill and the Spirit of Market Capitalism. British Journal of Sociology, 34, 459-482. https://doi.org/10.2307/590932
- F. P. Romo & M. Schwartz. (1995). Structural Embeddedness of Business Decisions: A Sociological Assessment of the Migration Behavior of Plants in New York State between 1960 and 1985. American Sociological Review, 60, 874-907. https://doi.org/10.2307/2096431
- J. Kim & S. Kim (2012). The Effects of Relational Bonds and Conveniences on the Cross-Buying Intention of Financial Products: The Mediating Role of Satisfaction and Trust, Korean Corporation Management Review, 19(3), 213-234.
- J. W. Alba & J. W. Hutchinson. (1987). Dimensions of consumer expertise. Journal of Consumer Research, 13(4), 411-454. https://doi.org/10.1086/209080
- W. Jiang, C. S. Dev & V. R. Rao. (2002). Brand Extension and Customer Loyalty: Evidence from the Lodging Industry. Cornell Hotel and Restaurant Administration Quarterly, 43(4), 5-16. https://doi.org/10.1016/S0010-8804(02)80037-4
- J. Kim & S. Kim (2015). The Effects of Brand Familiarity and Relationship Quality on Cross Buying Intentions of Extended Franchise Brand and Moderating Role of Relationship Length. Journal of Channel and Retailing, 20(3), 63-86. https://doi.org/10.17657/jcr.2015.07.31.4
- C. D. Crossley, R. J. Bennett, S. M. Jex & J. L. Burnfield. (2007). Development of a Global Measure of Job Embeddedness and Integration into a Traditional Model of Voluntary Turnover. Journal of Applied Psychology, 92(4), 1031-1042. https://doi.org/10.1037/0021-9010.92.4.1031
- D. Martin, M. O'Neill, S. Hubbard & A. Plamer. (2008). The Role of Emotion in Explaining Consumer Satisfaction and Future Behavioral Intention. Journal of Services Marketing, 22(3), 224-236. https://doi.org/10.1108/08876040810871183
- J. C. Nunnally. (1978). Psychometric Theory, New York: McGraw-Hill.
- R. P. Bagozzi & Y. Yi. (1988). On the Evaluation of Structural Equation Models. Journal of the Academy of Marketing Science, 16(1), 74-94. https://doi.org/10.1007/BF02723327
- J. F. Hair, W. C. Black, B. J. Babin & R. E. Anderson. (2010). Multivariate Data Analysis: A Global Perspective. New Jersey: Pearson Education.
- C. Fornell & D. F. Larcker. (1981). Evaluating Structural Equation Models with Unobservable Variables and Measurement Error. Journal of Marketing Research, 18(1), 39-50. https://doi.org/10.1177/002224378101800104
- B. R. Bae. (2018). Moderating and Mediation Analysis by SPSS/Amos/LISREL/SmartPLS. Cheongram.
- C. Park, D. MacInnis, J. Priester, A. Eisingerich & D. Iacobucci. (2010). Brand Attachment and Brand Attitude Strength: Conceptual and Empirical Differentiation of Two Critical Brand Equity Drivers. Journal of Marketing, 74(6), 1-17.
- C. Lee. (2018). The Effects of Others' Evaluation on Consumption Happiness: The Moderating Role of Tie Strength and Purchase Type, Journal of Consumption Culture, 21(2), 67-95. https://doi.org/10.17053/jcc.2018.21.2.004
- G. Ryu & L. Feick. (2007). A Penny for Your Thoughts: Customer Responses to Referral Reward Programs. Journal of Marketing, 71(1), 84-94.