Harnessing predictive analytics for strategic foresight: a comprehensive review of techniques and applications in transforming raw data to actionable insights
In an era characterized by an unprecedented influx of data, the skill to extract actionable
insights from this deluge has become paramount for organizations across diverse industries …
insights from this deluge has become paramount for organizations across diverse industries …
The Future of Research on International Selling and Sales Management
As companies expand their international footprint, insight regarding how to effectively
organize international selling and sales management (ISSM) efforts is becoming …
organize international selling and sales management (ISSM) efforts is becoming …
Guest editorial: Value-creating sales and digital technologies
International low-cost competition and commoditization, technological innovation, especially
digitalization and increasingly broad and demanding customer requirements undermine the …
digitalization and increasingly broad and demanding customer requirements undermine the …
Creating tension in sales research
When Johannes reached out to me regarding the topic of this editorial and mentioned
creating tension in sales research, I was slightly taken aback. Having been through the …
creating tension in sales research, I was slightly taken aback. Having been through the …
[HTML][HTML] The contingent effects of innovative digital sales technologies on B2B firms' financial performance
Abstract Business-to-business (B2B) firms make large investments to implement innovative
digital sales technology (IDST) in the hope of increasing firm performance. While marketing …
digital sales technology (IDST) in the hope of increasing firm performance. While marketing …
Mitigation in Marketing: Concept, Definition, and Scope
The American Marketing Association (AMA 2017) defines marketing as an “activity, set of
institutions, and processes for creating, communicating, delivering, and exchanging …
institutions, and processes for creating, communicating, delivering, and exchanging …
The Rise of Human–Machine Collaboration: Managers' Perceptions of Leveraging Artificial Intelligence for Enhanced B2B Service Recovery
This research analyses managers' perceptions of the multiple types of artificial intelligence
(AI) required at each stage of the business‐to‐business (B2B) service recovery journey for …
(AI) required at each stage of the business‐to‐business (B2B) service recovery journey for …
How do applied researchers use the Causal Forest? A methodological review of a method
P Rehill - arXiv preprint arXiv:2404.13356, 2024 - arxiv.org
This paper conducts a methodological review of papers using the causal forest machine
learning method for flexibly estimating heterogeneous treatment effects. It examines 133 …
learning method for flexibly estimating heterogeneous treatment effects. It examines 133 …
Nuances of Sales–Service Ambidexterity across Varied Sales Job Types
MS Temerak, M Micevski… - British Journal of …, 2024 - Wiley Online Library
An ambidextrous approach to selling, in which salespeople are concurrently responsible for
both selling to and servicing the customer, has become the norm in today's selling …
both selling to and servicing the customer, has become the norm in today's selling …
Enhancing Entity Resolution with a hybrid Active Machine Learning framework: Strategies for optimal learning in sparse datasets
When solving the problem of identifying similar records in different datasets (known as Entity
Resolution or ER), one big challenge is the lack of enough labeled data. Which is crucial for …
Resolution or ER), one big challenge is the lack of enough labeled data. Which is crucial for …