Sales Employee Perception toward Practicing Up-selling and Cross-selling Strategies based on IPARTheory: Mixed-Method Study

dc.contributor.committeeChairBlum, Shane C.
dc.contributor.committeeMemberJones, Robert P.
dc.contributor.committeeMemberYuan, Jessica
dc.creatorChoubtarash Abardeh, Homa
dc.date.accessioned2023-12-08T15:59:34Z
dc.date.available2023-12-08T15:59:34Z
dc.date.issued2023-05
dc.description.abstractThe purpose of this study was to test sales employees' perception toward practicing up-selling and cross-selling strategies among sales employees in lodging based on the "interpersonal acceptance and rejection theory" (IPARTheory). As a study outcome, this study examined how sales employees' up-selling and cross-selling practices affected firm performance. Data was collected from 500 surveys of employees by random sampling and interviewing 30 general managers through purposeful sampling based on a multilevel convergent mixed-method study with Structural Equation Modeling (SEM). The resulting data from sales employees’ surveys were compared to those of general managers’ statements over the specific data-collected period. The theoretical and managerial implications were provided at the end.
dc.description.abstractEmbargo status: Restricted until 06/2028. To request the author grant access, click on the PDF link to the left.
dc.format.mimetypeApplication/pdf
dc.identifier.urihttps://hdl.handle.net/2346/97065
dc.language.isoen
dc.rights.availabilityRestricted until 2028-06.
dc.subjectRelationship Marketing
dc.subject"interpersonal acceptance and rejection theory (IPARTheory)
dc.subjectCross-selling
dc.subjectUp-selling
dc.subjectRevenue
dc.subjectFirm Performance
dc.titleSales Employee Perception toward Practicing Up-selling and Cross-selling Strategies based on IPARTheory: Mixed-Method Study
dc.typeDissertation
thesis.degree.departmentHospitality and Retail Management
thesis.degree.disciplineHospitality, Tourism, and Retail Management
thesis.degree.grantorTexas Tech University
thesis.degree.levelDoctoral
thesis.degree.nameDoctor of Philosophy

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