Human vs. automated sales agents : how and why customer responses shift across sales stages
Martin Adam, Konstantin Roethke, Alexander Benlian
| Year of publication: |
2023
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|---|---|
| Authors: | Adam, Martin ; Roethke, Konstantin ; Benlian, Alexander |
| Published in: |
Information systems research : ISR. - Linthicum, Md. : INFORMS, ISSN 1526-5536, ZDB-ID 2027203-0. - Vol. 34.2023, 3, p. 1148-1168
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| Subject: | information processing | decision stages | email | hedonic-utilitarian decision making | randomized field experiment | sales agent | sales funnel | Verkauf | Selling | Verkaufspersonal | Salespeople | Konsumentenverhalten | Consumer behaviour | Informationsverhalten | Information behaviour | Absatz | Sales | Experiment | Entscheidung | Decision |
freely available
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1287/isre.2022.1171 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014384219