Essec\Faculty\Model\Contribution {#2216
  #_index: "academ_contributions"
  #_id: "12324"
  #_source: array:26 [
    "id" => "12324"
    "slug" => "selling-in-the-digital-age-how-personalized-sales-tactics-can-be-automated-online"
    "yearMonth" => "2019-12"
    "year" => "2019"
    "title" => "Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online"
    "description" => "MCFARLAND, R. (2019). Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online. <i>ESSEC Knowledge</i>."
    "authors" => array:1 [
      0 => array:3 [
        "name" => "MCFARLAND Richard"
        "bid" => "B00682077"
        "slug" => "mcfarland-richard"
      ]
    ]
    "ouvrage" => ""
    "keywords" => []
    "updatedAt" => "2021-09-24 10:33:27"
    "publicationUrl" => "http://knowledge.essec.edu/en/innovation/selling-digital-age-automated-adaptive-selling.html"
    "publicationInfo" => array:3 [
      "pages" => null
      "volume" => null
      "number" => null
    ]
    "type" => array:2 [
      "fr" => "Articles ou vidéos de vulgarisation"
      "en" => "Press article, video or other popular media"
    ]
    "support_type" => array:2 [
      "fr" => "Presse"
      "en" => "Press"
    ]
    "countries" => array:2 [
      "fr" => null
      "en" => null
    ]
    "abstract" => array:2 [
      "fr" => "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."
      "en" => "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."
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-11-21T18:21:43.000Z"
    "docTitle" => "Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online"
    "docSurtitle" => "Press article, video or other popular media"
    "authorNames" => "<a href="/cv/mcfarland-richard">MCFARLAND Richard</a>"
    "docDescription" => "<span class="document-property-authors">MCFARLAND Richard</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2019</span>"
    "keywordList" => ""
    "docPreview" => "<b>Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online</b><br><span>2019-12 | Press article, video or other popular media </span>"
    "docType" => "research"
    "publicationLink" => "<a href="http://knowledge.essec.edu/en/innovation/selling-digital-age-automated-adaptive-selling.html" target="_blank">Selling in the Digital Age: How Personalized Sales Tactics can be Automated Online</a>"
  ]
  +lang: "en"
  +"_type": "_doc"
  +"_score": 8.957338
  +"parent": null
}