Concepedia

Personalized Selling

Personalized Selling is a personal selling approach that tailors communication, product recommendations, and negotiation strategies to the specific needs, preferences, and behaviors of individual customers through data-driven insights and relationship-focused interactions.

26

Publications

1.1K

Citations

63

Authors

42

Institutions

Publications per year

2017–2026

9

Parents

Publications

26

An Integrated Environment for the Development of Knowledge-Based Recommender Applications

Alexander Felfernig, Gerhard Friedrich, Dietmar Jannach et al. · International Journal of Electronic Commerce · 2006 · 182 citations

, , +16

Building bridges for personalization: A process model for marketing

Jari Vesanen, Mika Raulas · Journal of Interactive Marketing · 2006 · 152 citations

, , +14

Mass personalization: Predictive marketing algorithms and the reshaping of consumer knowledge

Baptiste Kotras · Big Data & Society · 2020 · 90 citations · Full text

, , +14

Personalised online sales using web usage data mining

Xuejun Zhang, John S. Edwards, J. A. Harding · Computers in Industry · 2007 · 64 citations · Full text

, , +14

Examining the research on social media in business-to-business marketing with a focus on sales and the selling process

Bipul Kumar, Arun Sharma · Industrial Marketing Management · 2022 · 59 citations

, , +16

1–5 of 26

Authors

63

  1. AF
    Alexander Felfernig

    Graz University of Technology, Austria

    3 publications · 258 citations

    3

    h-index

  2. DW
    Donald W. Jackson

    Arizona State University, United States

    1 publications · 34 citations

    1

    h-index

  3. MS
    Matti Sievänen

    1 publications · 10 citations

    1

    h-index

  4. JD
    James D. Hess

    University of Houston, United States

    1 publications · 54 citations

    1

    h-index

  5. XZ
    Xuejun Zhang

    Loughborough University, United Kingdom

    1 publications · 64 citations

    1

    h-index

1–5 of 63

Institutions

42

  1. University of Klagenfurt

    Klagenfurt, Austria

    3 h-index

    6 publications

    804 citations

  2. Sejong University

    Seoul, South Korea

    1 h-index

    1 publications

    45 citations

  3. University of Minnesota

    Minneapolis, United States

    1 h-index

    2 publications

    58 citations

  4. Radius Health (United States)

    Waltham, United States

    1 h-index

    1 publications

    35 citations

  5. Dartmouth College

    Hanover, United States

    1 h-index

    1 publications

    54 citations

  6. University of Augsburg

    Augsburg, Germany

    1 h-index

    2 publications

    36 citations

  7. Northwestern University

    Laoag, Philippines

    1 h-index

    1 publications

    54 citations

  8. University of Wisconsin–Madison

    Madison, United States

    1 h-index

    1 publications

    54 citations

1–8 of 42

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 2 publications · 42 citations

    2

    h-index

  2. SSRN Electronic Journal

    Repository · 1 publications · 29 citations

    1

    h-index

  3. Journal of Interactive Marketing

    JIM · 1 publications · 152 citations

    1

    h-index

  4. Electronic Commerce Research and Applications

    1 publications · 45 citations

    1

    h-index

  5. Journal of Retailing and Consumer Services

    1 publications · 21 citations

    1

    h-index

1–5