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The present and future of the B2B sales profession
El Hajjar, Samer; Yacoub, Laurent; Ouaida, Fadila - In: Journal of personal selling & sales management : JPSSM 44 (2024) 2, pp. 128-141
Persistent link: https://www.econbiz.de/10014575072
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Technology readiness of B2B firms and AI-based customer relationship management capability for enhancing social sustainability performance
Muhammad Sabbir Rahman; Bag, Surajit; Gupta, Shivam; … - In: Journal of business research : JBR 156 (2023), pp. 1-15
Persistent link: https://www.econbiz.de/10013534254
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Uncovering the dark side of AI-based decision-making : a case study in a B2B context
Papagiannidis, Emmanouil; Mikalef, Patrick; Conboy, Kieran - In: Industrial marketing management : the international … 115 (2023), pp. 253-265
Persistent link: https://www.econbiz.de/10014454905
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Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success
Berkmann, Manuel; Eisenbeiß, Maik; Reinartz, Werner J.; … - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 736-761
Persistent link: https://www.econbiz.de/10015047946
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Building effective inside-outside sales rep dyads : a collaboration perspective
Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 835-858
Persistent link: https://www.econbiz.de/10015047985
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Optimizing B2B product offers with machine learning, mixed logit, and nonlinear programming
Colias, John V.; Park, Stella; Horn, Elizabeth - In: Journal of marketing analytics : JMA 9 (2021) 3, pp. 157-172
Persistent link: https://www.econbiz.de/10012614790
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AI-based innovation in B2B marketing : an interdisciplinary framework incorporating academic and practitioner perspectives
Petrescu, Maria; Krishen, Anjala S.; Kachen, Sheen; … - In: Industrial marketing management : the international … 103 (2022), pp. 61-72
Persistent link: https://www.econbiz.de/10013255691
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Artificial intelligence as an enabler of B2B marketing : a dynamic capabilities micro-foundations approach
Mikalef, Patrick; Conboy, Kieran; Krogstie, John - In: Industrial marketing management : the international … 98 (2021), pp. 80-92
Persistent link: https://www.econbiz.de/10013206355
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SMEs and artificial intelligence (AI) : antecedents and consequences of AI-based B2B practices
Baabdullah, Abdullah Mohammed; Alalwan, Ali Abdallah; … - In: Industrial marketing management : the international … 98 (2021), pp. 255-270
Persistent link: https://www.econbiz.de/10013206363
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Power negotiation on the tango dancefloor : the adoption of AI in B2B marketing
Keegan, Brendan James; Canhoto, Ana Isabel Domingos; … - In: Industrial marketing management : the international … 100 (2022), pp. 36-48
Persistent link: https://www.econbiz.de/10013206403