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Press article, video or other popular media (2019), ESSEC Knowledge

Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online

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.