Essec\Faculty\Model\Contribution {#2233 ▼
#_index: "academ_contributions"
#_id: "699"
#_source: array:26 [
"id" => "699"
"slug" => "699-automated-adaptive-selling"
"yearMonth" => "2018-08"
"year" => "2018"
"title" => "Automated Adaptive Selling"
"description" => "KAPTEIN, M., MC FARLAND, R. et PARVINEN, P. (2018). Automated Adaptive Selling. <i>European Journal of Marketing</i>, 52(5-6), pp. 1037-1059. 
KAPTEIN, M., MC FARLAND, R. et PARVINEN, P. (2018). Automated Adaptive Selling. <i>European Journal "
"authors" => array:3 [
0 => array:3 [
"name" => "MC FARLAND Richard"
"bid" => "B00682077"
"slug" => "mcfarland-richard"
]
1 => array:1 [
"name" => "KAPTEIN M."
]
2 => array:1 [
"name" => "PARVINEN P."
]
]
"ouvrage" => ""
"keywords" => array:5 [
0 => "Online retailing"
1 => "Adaptive selling"
2 => "E-selling"
3 => "ISTEA model"
4 => "Sales influence tactics"
]
"updatedAt" => "2021-09-24 10:33:27"
"publicationUrl" => "https://www.emerald.com/insight/content/doi/10.1108/EJM-08-2016-0485/full/html"
"publicationInfo" => array:3 [
"pages" => "1037-1059"
"volume" => "52"
"number" => "5-6"
]
"type" => array:2 [
"fr" => "Articles"
"en" => "Journal articles"
]
"support_type" => array:2 [
"fr" => "Revue scientifique"
"en" => "Scientific journal"
]
"countries" => array:2 [
"fr" => null
"en" => null
]
"abstract" => array:2 [
"fr" => "This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s website. This paper aims to develop and test a method of automating, for online retailers, the practice of ad "
"en" => "This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s website. This paper aims to develop and test a method of automating, for online retailers, the practice of ad "
]
"authors_fields" => array:2 [
"fr" => "Marketing"
"en" => "Marketing"
]
"indexedAt" => "2025-04-08T23:21:41.000Z"
"docTitle" => "Automated Adaptive Selling"
"docSurtitle" => "Articles"
"authorNames" => "<a href="/cv/mcfarland-richard">MC FARLAND Richard</a>, KAPTEIN M., PARVINEN P."
"docDescription" => "<span class="document-property-authors">MC FARLAND Richard, KAPTEIN M., PARVINEN P.</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2018</span> <span class="document-property-authors">MC FARLAND Richard, KAPTEIN M., PARVINEN P.</span><br><span "
"keywordList" => "<a href="#">Online retailing</a>, <a href="#">Adaptive selling</a>, <a href="#">E-selling</a>, <a href="#">ISTEA model</a>, <a href="#">Sales influence tactics</a> <a href="#">Online retailing</a>, <a href="#">Adaptive selling</a>, <a href="#">E-selling</a>, <a hr "
"docPreview" => "<b>Automated Adaptive Selling</b><br><span>2018-08 | Articles </span>"
"docType" => "research"
"publicationLink" => "<a href="https://www.emerald.com/insight/content/doi/10.1108/EJM-08-2016-0485/full/html" target="_blank">Automated Adaptive Selling</a> <a href="https://www.emerald.com/insight/content/doi/10.1108/EJM-08-2016-0485/full/html" target="_bl "
]
+lang: "fr"
+"_type": "_doc"
+"_score": 9.170976
+"parent": null
}
