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Articles (2018), European Journal of Marketing, 52 (5-6), pp. 1037-1059

Automated Adaptive Selling

KAPTEIN M., Mc FARLAND Richard , PARVINEN P.

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. Lien vers l'article

KAPTEIN, M., MCFARLAND, R. and PARVINEN, P. (2018). Automated Adaptive Selling. European Journal of Marketing, 52(5/6), pp. 1037-1059.

Mots clés : #Online-retailing, #Adaptive-selling, #E, #selling, #ISTEA-model, #Sales-influence-tactics