Measuring upselling potential of life insurance customers: Application of a stochastic frontier model

How much more of a service or product can we potentially sell to a customer? Recognizing the effect of selling inefficiency on upselling potential, this article offers a concept of upselling potential that is different from that currently in use and introduces a methodology for calculating customer-...

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Veröffentlicht in:	Journal of interactive marketing 1999, Vol.13 (4), p.2-9
Hauptverfasser:	Kim, Byung-Do, Kim, Sun-Ok
Format:	Artikel
Sprache:	eng
Schlagworte:	Customer services Insurance industry Insurance premiums Interactive marketing Life insurance Salespeople
Online-Zugang:	Volltext
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