Essec\Faculty\Model\Contribution {#2216
  #_index: "academ_contributions"
  #_id: "12323"
  #_source: array:26 [
    "id" => "12323"
    "slug" => "adapting-sales-influence-tactics-based-on-customer-expertise-level"
    "yearMonth" => "2019-05"
    "year" => "2019"
    "title" => "Adapting Sales Influence Tactics Based on Customer Expertise Level"
    "description" => "MCFARLAND, R. et YENEE, K. (2019). Adapting Sales Influence Tactics Based on Customer Expertise Level. Dans: European Marketing Association Conference. Hamburg."
    "authors" => array:2 [
      0 => array:3 [
        "name" => "MCFARLAND Richard"
        "bid" => "B00682077"
        "slug" => "mcfarland-richard"
      ]
      1 => array:1 [
        "name" => "YENEE Kim"
      ]
    ]
    "ouvrage" => "European Marketing Association Conference"
    "keywords" => []
    "updatedAt" => "2021-09-24 10:33:27"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => null
      "volume" => null
      "number" => null
    ]
    "type" => array:2 [
      "fr" => "Communications dans une conférence"
      "en" => "Presentations at an Academic or Professional conference"
    ]
    "support_type" => array:2 [
      "fr" => null
      "en" => null
    ]
    "countries" => array:2 [
      "fr" => null
      "en" => null
    ]
    "abstract" => array:2 [
      "fr" => null
      "en" => null
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-11-21T18:21:43.000Z"
    "docTitle" => "Adapting Sales Influence Tactics Based on Customer Expertise Level"
    "docSurtitle" => "Presentations at an Academic or Professional conference"
    "authorNames" => "<a href="/cv/mcfarland-richard">MCFARLAND Richard</a>, YENEE Kim"
    "docDescription" => "<span class="document-property-authors">MCFARLAND Richard, YENEE Kim</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2019</span>"
    "keywordList" => ""
    "docPreview" => "<b>Adapting Sales Influence Tactics Based on Customer Expertise Level</b><br><span>2019-05 | Presentations at an Academic or Professional conference </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">Adapting Sales Influence Tactics Based on Customer Expertise Level</a>"
  ]
  +lang: "en"
  +"_type": "_doc"
  +"_score": 8.957338
  +"parent": null
}