| Issue |
SHS Web Conf.
Volume 154, 2023
2022 International Conference on Public Service, Economic Management and Sustainable Development (PESD 2022)
|
|
|---|---|---|
| Article Number | 01005 | |
| Number of page(s) | 6 | |
| Section | 1. Public Service Management and Development Mechanism | |
| DOI | https://doi.org/10.1051/shsconf/202315401005 | |
| Published online | 11 January 2023 | |
A Study on the Influence Mechanism of Sales Control on Cross-purchase Intention from the Perspective of Service-sales Ambidexterity in Household Industry
School of Business, Macau university of science and technology, Macau, China
* Corresponding author: 277953385@qq.com
The household industry, as a traditional industry, is also experiencing the impact of economic changes again. Combining the business scenario and internal and external environmental factors, from the perspective of sales control, we mainly analyse the mechanism of action brought about by corporate output control, activity control and capability control on employees' service-sales ambidexterity, explore in depth the effective ways in which sales control affects the formation of consumers' cross-purchase intention, and make up for its shortcomings in relevant theoretical studies. This study uses service and sales staff of three leading household companies as research subjects, explores service-sales ambidexterity using MOA theory and self-determination theory, and introduces resistance to change to moderate the results of the inter-variate effects. An in-depth study is conducted on the mechanism of sales control's influence on consumers' cross-purchase intention, providing a theoretical basis and practical experience for companies and employees to achieve service-sales ambidexterity.
© The Authors, published by EDP Sciences, 2023
This is an Open Access article distributed under the terms of the Creative Commons Attribution License 4.0, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.
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