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Organizing for cross-selling: Do it right, or not at all

机译：组织用于交叉销售：正确，或根本不正确

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摘要

This study draws on the structural perspective of organization theory to investigate how firms can organize for cross-selling. Specifically, it analyzes how configurations of organizational structures and steering instruments are associated with cross-selling performance. Results show that mechanistic and organic organizational cross-selling structures should be closely aligned with financial and nonfinancial steering instruments: while the interactions between mechanistic cross-selling structures and non-financial steering instruments are likely to result in high levels of cross-selling performance, organic cross-selling structures should be combined with financial steering via cross-selling incentives. Findings also reveal a U-shaped relationship between cross-selling performance and firm EBITDA. These results suggest that to enhance profits, firms should either organize for very high levels of cross-selling performance or refrain entirely from investing in cross-selling structures or steering instruments. (C) 2019 Elsevier B.V. All rights reserved.
机译：本研究借鉴了组织理论的结构视角，调查公司如何组织跨销售。具体而言，它分析了组织结构和转向仪器的配置是如何与跨销售性能相关的。结果表明，机械和有机组织跨销售结构应与金融和非金融转向仪密切一致：虽然机械交叉销售结构与非金融转向仪器之间的相互作用可能导致高水平的跨销售业绩，有机交叉销售结构应通过交叉销售激励措施与财务转向相结合。调查结果还揭示了跨销售业绩与公司EBITDA之间的U形关系。这些结果表明，为了提高利润，公司应该组织非常高水平的跨销售性能或完全从投资交叉销售结构或转向仪器。 （c）2019 Elsevier B.v.保留所有权利。

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