IEEE - Institute of Electrical and Electronics Engineers, Inc. - Consistency or Complementarity? Optimizing Multi-channel Selling Based on Online Click-Through Data

2015 48th Hawaii International Conference on System Sciences (HICSS)

Author(s): Essi Poyry ; Petri Parvinen ; Richard G. McFarland
Publisher: IEEE - Institute of Electrical and Electronics Engineers, Inc.
Publication Date: 1 January 2015
Conference Location: Kauai, HI, USA
Conference Date: 5 January 2015
Page(s): 3,278 - 3,287
ISBN (Electronic): 978-1-4799-7367-5
ISSN (Paper): 1530-1605
DOI: 10.1109/HICSS.2015.396
Regular:

Adaptive selling has been seen to increase sales performance and influence tactics provide means to exercise it. However, adaptive selling has only been studied in single-channel contexts.... View More

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