Working Papers

Selling in the Digital Age

Michael Ahearne, Zachary Hall, Partha Krishnamurthy, and Mohsen Pourmasoudi

Jul 16, 2019

Assesses the consequences of using the classic sales model with customers who are further in their decision-making process; uses data from 356 sales interactions in 15 stores of a U.S.-based retailer as well as a scenario-based experiment.

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