Complex assortments of products and services offered by online selling platforms require the provision of sales support systems assisting customers in the product selection process. Knowledge-based recommenders are intelligent sales assistance systems which guide online customers through personalized sales dialogs and automatically determine products which conform to their needs and wishes. Suc...

Searching for and selecting complex products on the World-Wide-Web is a difficult task for consumers as well as for business professionals. The main reason for this well-known deficit in e-commerce is that, unlike normal business situations, there is no intelligent support or assistance for the user on the Web. This is particularly evident in the selection of products/services or when navigatin...

The Chinese automotive industry is the largest in the world. Although after-sales services are known to be associated with profitability, it has not obtained its rightful prominence in the Chinese industry. To investigate how the quality of leader-member exchange can influence after-sales services in the Chinese automobile industry, we collected data from individual employees and customers and ...

today’s b2b selling environment is characterized by much complexity. key drivers of this complexity include group sales efforts, multipart sales offerings and multibusiness unit participation on single deals (CFo research services 2010). Furthermore, the selling process is evolving from a transactional focus to consultative and enterpriselevel selling with a corresponding shift in competencies ...

Nowadays, mass customization has been embraced by a large portion of the industry. As a result, the web abounds with sales configurators that help customers tailor all kinds of goods and services to their specific needs. In many cases, configurators have become the single entry point for placing customer orders. As such, they are strategic components of companies’ information systems and must m...