Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

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 and Sales Management, 39 (1). pp. 2-22. ISSN 0885-3134

[img]
Preview
PDF (Sales Profession and Professionals 2019) - Submitted Version
Download (512kB) | Preview

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: Article
Faculty \ School: Faculty of Social Sciences > Norwich Business School
Depositing User: LivePure Connector
Date Deposited: 13 Jun 2019 09:30
Last Modified: 05 Oct 2020 23:51
URI: https://ueaeprints.uea.ac.uk/id/eprint/71361
DOI: 10.1080/08853134.2018.1557525

Actions (login required)

View Item View Item