In this article, Professor Richard McFarland describes how he and his colleagues designed and piloted a method of automated adaptive selling for online retailers, which permits e-commerce sites to use the same influence tactics that salespeople use in face-to-face interactions. Their innovative research recently won an Emerald Literati Award from Emerald Publishing. Link to the article
MCFARLAND, R. (2019). Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online. ESSEC Knowledge.