Essec\Faculty\Model\Contribution {#2233
  #_index: "academ_contributions"
  #_id: "10129"
  #_source: array:26 [
    "id" => "10129"
    "slug" => "influence-tactics-for-effective-adaptive-selling"
    "yearMonth" => "2006-10"
    "year" => "2006"
    "title" => "Influence Tactics for Effective Adaptive Selling"
    "description" => "MCFARLAND, R., CHALLAGALLA, G. et SHERVANI, T. (2006). Influence Tactics for Effective Adaptive Selling. <i>Journal of Marketing</i>, 70(October), pp. 103-117."
    "authors" => array:3 [
      0 => array:3 [
        "name" => "MCFARLAND Richard"
        "bid" => "B00682077"
        "slug" => "mcfarland-richard"
      ]
      1 => array:1 [
        "name" => "CHALLAGALLA Goutam"
      ]
      2 => array:1 [
        "name" => "SHERVANI Tasadduq"
      ]
    ]
    "ouvrage" => ""
    "keywords" => []
    "updatedAt" => "2021-07-13 14:31:27"
    "publicationUrl" => null
    "publicationInfo" => array:3 [
      "pages" => "103-117"
      "volume" => "70"
      "number" => "October"
    ]
    "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" => null
      "en" => null
    ]
    "authors_fields" => array:2 [
      "fr" => "Marketing"
      "en" => "Marketing"
    ]
    "indexedAt" => "2024-12-21T17:21:43.000Z"
    "docTitle" => "Influence Tactics for Effective Adaptive Selling"
    "docSurtitle" => "Articles"
    "authorNames" => "<a href="/cv/mcfarland-richard">MCFARLAND Richard</a>, CHALLAGALLA Goutam, SHERVANI Tasadduq"
    "docDescription" => "<span class="document-property-authors">MCFARLAND Richard, CHALLAGALLA Goutam, SHERVANI Tasadduq</span><br><span class="document-property-authors_fields">Marketing</span> | <span class="document-property-year">2006</span>"
    "keywordList" => ""
    "docPreview" => "<b>Influence Tactics for Effective Adaptive Selling</b><br><span>2006-10 | Articles </span>"
    "docType" => "research"
    "publicationLink" => "<a href="#" target="_blank">Influence Tactics for Effective Adaptive Selling</a>"
  ]
  +lang: "fr"
  +"_type": "_doc"
  +"_score": 9.206064
  +"parent": null
}