ARTICLES WITH TAG: digital

TOP RESEARCH Selling in the digital age: How personalized sales tactics can be automated online
Innovation

Selling in the digital age: How personalized sales tactics can be automated online

by Richard McFarland

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.