Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice

By Niladri B. Syam, Arun Sharma. 2018

670 citations recorded by the source corpus.

Subfields: Artificial Intelligence, Information Systems, Marketing

View Paper: https://www.semanticscholar.org/paper/ad903a94e0be8ed4a39dd25558b1aa62a40e2db0

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Citations in the corpus

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions (2019, background): “Digital technologies offer the potential to disrupt knowledge management processes as machine learning can harness the information held in large data sets to provide strategic insights into customer behaviors and desires (Syam and Sharma 2018).”
Transforming business using digital innovations: the application of AI, blockchain, cloud and data analytics (2020, positive): “The term ‘Machine Learning’ (ML) was coined by Arthur Lee Samuel in 1995 (Syam and Sharma 2018).”
Artificial intelligence in supply chain management: A systematic literature review (2021, background): “Development of technologies can result in effective and efficient sales management (Madhavaram and McDonald, 2010), and the current digitisation shift will have profound implications for personal selling and sales management functions (Syam and Sharma, 2018).”
Setting the future of digital and social media marketing research: Perspectives and research propositions (2020, background): “Syrdal & Briggs, 2018 13) The observable social media interactions currently being used to measure “engagement” do not serve as adequate proxies of actual engagement in social media contexts.”
Artificial intelligence in drug discovery and development (2020, methodology): “In addition, these methods use natural language-processing tools to analyze keywords entered by customers and relate them to the probability of purchasing the product [111,112].”
Artificial Intelligence and Entrepreneurship: Implications for Venture Creation in the Fourth Industrial Revolution (2020, background): “At a firm level, progress has been led by marketing and service industry scholars, who have made strides analyzing the impact new technologies are having on established organizational practices (e.g., Huang & Rust, 2018 ; Syam & Sharma, 2018 ).”
The Potential of Generative Artificial Intelligence Across Disciplines: Perspectives and Future Directions (2023, neutral): “35 Generative AI provides scalability of personalization in terms of customized offers with name, pricing, packaging, and other specific customer requirements for millions of customers.”
Digitization capability and the digitalization of business models in business-to-business firms: Past, present, and future (2020, background): “…way business-to-business firms act in business markets in terms of what they sell (their value propositions, e.g., Gandhi, Thota, Kuchembuck, & Swartz, 2018) and how they sell it (their value demonstrations, e.g., Syam & Sharma, 2018)—and they also pose new requirements to a firm's capabilities.”
An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance (2021, background): “Syam and Sharma (2018) and recently Dwivedi et al. (2019) have rightly pointed out that the fourth industrial revolution will be disrupted by artificial intelligence powered by big data technology.”