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- W413014669 abstract "Salesmen have a set of sales influence tactics (SITs) at their disposal when approaching customers in a face-to-face setting. This paper argues that in order to transform e-commerce into e-selling, SITs need be able to be adapted to individual customers rather than the average customer. Next, via a field experiment, we show that the revenue of an e-commerce platform can be increased by dynamically adapting SITs to individual customer responses. We explain how sales professionals can modify their e-commerce platforms to implement the same personalization they use in face-to-face selling." @default.
- W413014669 created "2016-06-24" @default.
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- W413014669 date "2015-01-01" @default.
- W413014669 modified "2023-09-25" @default.
- W413014669 title "Dynamically Adapting Sales Influence Tactics in E-Commerce" @default.
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- W413014669 doi "https://doi.org/10.1007/978-3-319-10912-1_146" @default.
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