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Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions
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Singh, Jagdip, Flaherty, Karen, Sohi, Ravipreet S., Deeter-Schmelz, Dawn, Habel, Johannes, Le Meunier-FitzHugh, Kenneth, Malshe, Avinash, Mullins, Ryan and Onyemah, Vincent (2019) Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions. Journal of Personal Selling & Sales Management, 39 (1). pp. 2-22. doi:10.1080/08853134.2018.1557525 ISSN 0885-3134.
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Official URL: http://dx.doi.org/10.1080/08853134.2018.1557525
Abstract
Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this influence, we discuss the opportunities and threats that sales digitalization technologies pose for (a) the sales profession in terms of its contribution to creating value for customers, organizations, and society and (b) sales professionals, in terms of both employees in organizations and individuals as self, seeking growth, fulfillment, and status in the functions they serve and roles they live. We summarize our discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners alike.
Item Type: | Journal Article | ||||||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Journal of Personal Selling & Sales Management | ||||||||
Publisher: | Routledge | ||||||||
ISSN: | 0885-3134 | ||||||||
Official Date: | 2019 | ||||||||
Dates: |
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Volume: | 39 | ||||||||
Number: | 1 | ||||||||
Page Range: | pp. 2-22 | ||||||||
DOI: | 10.1080/08853134.2018.1557525 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Access rights to Published version: | Restricted or Subscription Access |
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