Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach-Reference-Cited by-同舟云学术

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Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

Published:2024-01 Issue:1 Volume:43 Page:138-157
ISSN:0732-2399
Container-title:Marketing Science
language:en
Short-container-title:Marketing Science

Author:

Karlinsky-Shichor Yael¹^ORCID,Netzer Oded²^ORCID

Affiliation:

1. D’Amore-McKim School of Business, Northeastern University, Boston, Massachusetts 02115;

2. Columbia Business School, New York, New York 10027

Abstract

A human-machine hybrid automation approach is demonstrated to improve B2B sales performance through a pricing field experiment and econometric analyses.

Publisher

Institute for Operations Research and the Management Sciences (INFORMS)

Subject

Marketing,Business and International Management

Link

https://pubsonline.informs.org/doi/pdf/10.1287/mksc.2023.1449

Reference47 articles.

1. The Estimation of a Simultaneous Equation Generalized Probit Model

2. Factors influencing the use of a decision rule in a probabilistic task

3. Judgmental Bootstrapping: Inferring Experts’ Rules for Forecasting

4. B2B technology adoption in customer driven supply chains

5. White-Collar Robotics: Levering Managerial Decision Making

Cited by 3 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Personal selling and sales management abstracts;Journal of Personal Selling & Sales Management;2024-04-02

2. Augmenting machine learning with human insights: the model development for B2B personalization;Journal of Business & Industrial Marketing;2024-01-01

3. AI in Business Research;2024

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