PT  - JOURNAL ARTICLE
AU  - Peltier, James W.
AU  - Schibrowsky, John A.
AU  - Schultz, Don E.
AU  - Davis, John
TI  - Interactive Psychographics: Cross-Selling in the Banking Industry
AID  - 10.2501/JAR-42-2-7-22
DP  - 2002 Mar 01
TA  - Journal of Advertising Research
PG  - 7--22
VI  - 42
IP  - 2
4099  - http://www.journalofadvertisingresearch.com/content/42/2/7.short
4100  - http://www.journalofadvertisingresearch.com/content/42/2/7.full
SO  - J Advert Res2002 Mar 01; 42
AB  - This paper presents the findings from a study designed to investigate the use of interactive psychographics to develop cross-selling strategies. Interactive psychographics is the process of identifying psychographic-based segments, profiling the segments, matching individuals to the resulting segments, and developing actionable relationship strategies that best match the psychological and purchasing needs of each customer.