USF St. Petersburg campus Faculty Publications
Building expert systems from the selling scripts of multiple experts.
Document Type
Article
Publication Date
1996
Abstract
Excerpt: "The purpose of this paper, therefore, is to present a knowledge acquisition and expert system methodology which relies on the cognitive scripts and if-then contingency rules of multiple experts to develop a flexible, yet systematic, expert system prototype for the selling process. We begin by discussing the origins of expert systems with particular emphasis on sales and sales-related applications. Next, we describe an expert system prototype developed using the data-driven methodology (Rangaswamy et al., 1989). Finally, we discuss the managerial implications of the methodology, the expert system prototype and expert systems in general in the context of the sales performance literature."
Language
en_US
Publisher
Emerald
Recommended Citation
Ainscough, T.L., DeCarlo, T.E. & Leigh, T. W. (1996). Building expert systems from the selling scripts of multiple experts. Journal of Services Marketing, 10(4), 23-40.
Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.
Comments
Abstract only. Full-text article is available only through licensed access provided by the publisher. Published in Journal of Services Marketing, 10(4), 23-40. doi: 10.1108/08876049610124563 Members of the USF System may access the full-text of the article through the authenticated link provided.