Influence Tactics for Effective Adaptive Selling

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Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions (2019, background): “…may factually increase value generated by salespeople, but it may likewise be used to shift value away from customers to suppliers (e.g., AI-pow-ered dynamic pricing) or create an illusion of value through targeted influence tactics (e.g., Cialdini 2001; McFarland, Challagalla, and Shervani 2006).”
Sport teams as promoters of pro-environmental behavior: an empirical study. (2012, background): “Empirical research has supported the notion that internalization is distinguishable from identification (e.g., Kelman, 1958; McFarland et al., 2006; O’Reilly & Chatman, 1986).”
Stealthy Footsteps to the Boardroom: Executives' Backgrounds, Sophisticated Interpersonal Influence Behavior, and Board Appointments (2010, background): “Accordingly, salespeople are advised to match their use of ingratiation tactics to different buyers’ orientations (McFarland, Challagalla, and Shervani, 2006) and use fl attery judiciously (Strutton, Pelton, and Lumpkin, 1995).”
The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, background): “Research has suggested that there may be a variety of influence tactics for effective adaptive selling such as information exchange, promises, or inspirational appeals (McFarland et al. 2006).”