Morph the Web To Build Empathy, Trust and Sales

Urban, Glen; Hauser, John; Liberali, Gui; Braun, Michael; sultan, Fareena

G.L. Urban (Glen), J.R. Hauser (John), G. Liberali (Gui), M. Braun (Michael) and F. sultan (Fareena)

2009-08-01

Morph the Web To Build Empathy, Trust and Sales

Sloan Management Review , Volume 50 - Issue 4600 p. 53- 62

As salespeople and anyone trying to communicate already knows, individuals process information in different ways. Messages delivered in the matched cognitive style will be more effective. Advances in technology and behavioral science are beginning to enable an empathetic Web to emerge--a Web that can figure out for itself how a user wants to be talked to.

Additional Metadata
Keywords	cognitive style, communication research, marketing, technological change, web sites
Persistent URL	hdl.handle.net/1765/22282
Series	ERIM Top-Core Articles
Journal	Sloan Management Review
Organisation	Erasmus Research Institute of Management
Citation APA Style AAA Style APA Style Cell Style Chicago Style Harvard Style IEEE Style MLA Style Nature Style Vancouver Style American-Institute-of-Physics Style Council-of-Science-Editors Style BibTex Format Endnote Format RIS Format CSL Format DOIs only Format	Urban, G., Hauser, J., Liberali, G., Braun, M., & sultan, F. (2009). Morph the Web To Build Empathy, Trust and Sales. Sloan Management Review, 50(4600), 53–62. Retrieved from http://hdl.handle.net/1765/22282

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