Essec\Faculty\Model\Contribution {#2233
  #_index: "academ_contributions"
  #_id: "699"
  #_source: array:26 [
    "id" => "699"
    "slug" => "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."
    "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."
      "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."
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-11-21T09:21:53.000Z"
    "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>"
    "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>"
    "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>"
  ]
  +lang: "fr"
  +"_type": "_doc"
  +"_score": 9.119175
  +"parent": null
}