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Collaborative intelligence: How human and artificial intelligence create value along the B2B sales funnel

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  1. Hossain, Md Afnan & Akter, Shahriar & Yanamandram, Venkata, 2021. "Why doesn't our value creation payoff: Unpacking customer analytics-driven value creation capability to sustain competitive advantage," Journal of Business Research, Elsevier, vol. 131(C), pages 287-296.
  2. Rahman, Muhammad Sabbir & Bag, Surajit & Gupta, Shivam & Sivarajah, Uthayasankar, 2023. "Technology readiness of B2B firms and AI-based customer relationship management capability for enhancing social sustainability performance," Journal of Business Research, Elsevier, vol. 156(C).
  3. Pham, Phuoc & Zhang, Huilan & Gao, Wenlian & Zhu, Xiaowei, 2024. "Determinants and performance outcomes of artificial intelligence adoption: Evidence from U.S. Hospitals," Journal of Business Research, Elsevier, vol. 172(C).
  4. Campbell, Colin & Sands, Sean & Ferraro, Carla & Tsao, Hsiu-Yuan (Jody) & Mavrommatis, Alexis, 2020. "From data to action: How marketers can leverage AI," Business Horizons, Elsevier, vol. 63(2), pages 227-243.
  5. Soheila Khajoui & Saeid Dehyadegari & Sayyed Abdolmajid Jalaee, 2024. "Forecasting Imports in OECD Member Countries and Iran by Using Neural Network Algorithms of LSTM," Papers 2402.01648, arXiv.org.
  6. Liang, Xiaoning & Li, Guoxin & Zhang, Hao & Nolan, Eimear & Chen, Fadong, 2022. "Firm performance and marketing analytics in the Chinese context: A contingency model," Journal of Business Research, Elsevier, vol. 141(C), pages 589-599.
  7. Zenona Ona Atkočiūnienė & Justas Gribovskis & Jurgita Raudeliūnienė, 2022. "Influence of Knowledge Management on Business Processes: Value-Added and Sustainability Perspectives," Sustainability, MDPI, vol. 15(1), pages 1-19, December.
  8. Yew Chee Chew & Siti Rohaida Mohamed Zainal, 2024. "A Sustainable Collaborative Talent Management Through Collaborative Intelligence Mindset Theory: A Systematic Review," SAGE Open, , vol. 14(2), pages 21582440241, June.
  9. Mai, Nhat Chi, 2022. "Bibliometric analysis of entrepreneurial marketing during the COVID-19 pandemic," OSF Preprints y8asv, Center for Open Science.
  10. Grewal, Dhruv & Guha, Abhijit & Satornino, Cinthia B. & Schweiger, Elisa B., 2021. "Artificial intelligence: The light and the darkness," Journal of Business Research, Elsevier, vol. 136(C), pages 229-236.
  11. Sjödin, David & Parida, Vinit & Palmié, Maximilian & Wincent, Joakim, 2021. "How AI capabilities enable business model innovation: Scaling AI through co-evolutionary processes and feedback loops," Journal of Business Research, Elsevier, vol. 134(C), pages 574-587.
  12. Paschen, Ulrich & Pitt, Christine & Kietzmann, Jan, 2020. "Artificial intelligence: Building blocks and an innovation typology," Business Horizons, Elsevier, vol. 63(2), pages 147-155.
  13. Biao Gao & Yiming Wang & Huiqin Xie & Yi Hu & Yi Hu, 2023. "Artificial Intelligence in Advertising: Advancements, Challenges, and Ethical Considerations in Targeting, Personalization, Content Creation, and Ad Optimization," SAGE Open, , vol. 13(4), pages 21582440231, November.
  14. Rangarajan, Deva & Sharma, Arun & Lyngdoh, Teidorlang & Paesbrugghe, Bert, 2021. "Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force," Business Horizons, Elsevier, vol. 64(5), pages 647-658.
  15. Black, J. Stewart & van Esch, Patrick, 2020. "AI-enabled recruiting: What is it and how should a manager use it?," Business Horizons, Elsevier, vol. 63(2), pages 215-226.
  16. Abdelhalim, Esraa & Anazodo, Kemi Salawu & Gali, Nazha & Robson, Karen, 2024. "A framework of diversity, equity, and inclusion safeguards for chatbots," Business Horizons, Elsevier, vol. 67(5), pages 487-498.
  17. Michael Rodriguez & Robert Peterson, 2024. "Artificial intelligence in business-to-business (B2B) sales process: a conceptual framework," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(4), pages 778-789, December.
  18. Black, J. Stewart & van Esch, Patrick, 2021. "AI-enabled recruiting in the war for talent," Business Horizons, Elsevier, vol. 64(4), pages 513-524.
  19. Daniela Corsaro & Isabella Maggioni, 2021. "Managing the sales transformation process in B2B: between human and digital," Italian Journal of Marketing, Springer, vol. 2021(1), pages 25-56, June.
  20. Vlačić, Božidar & Corbo, Leonardo & Costa e Silva, Susana & Dabić, Marina, 2021. "The evolving role of artificial intelligence in marketing: A review and research agenda," Journal of Business Research, Elsevier, vol. 128(C), pages 187-203.
  21. Szabolcs Nagy & Noemi Hajdu, 2021. "Consumer Acceptance of the Use of Artificial Intelligence in Online Shopping: Evidence From Hungary," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 23(56), pages 155-155, February.
  22. Nick Drydakis, 2022. "Artificial Intelligence and Reduced SMEs’ Business Risks. A Dynamic Capabilities Analysis During the COVID-19 Pandemic," Information Systems Frontiers, Springer, vol. 24(4), pages 1223-1247, August.
  23. Chang, Woojung, 2022. "The effectiveness of AI salesperson vs. human salesperson across the buyer-seller relationship stages," Journal of Business Research, Elsevier, vol. 148(C), pages 241-251.
  24. Zhang, Nan & Hwang, Bon-Gang & Lu, Yujie & Ngo, Jasmine, 2022. "A Behavior theory integrated ANN analytical approach for understanding households adoption decisions of residential photovoltaic (RPV) system," Technology in Society, Elsevier, vol. 70(C).
  25. Jiaqi Xu & Xiaofei Tang & En-Chung Chang & Haoyu Peng, 2024. "Working with AI: the impact of organizational intelligent service strategy on employees’ perception of career achievement," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-20, December.
  26. Mariani, Marcello & Dwivedi, Yogesh K., 2024. "Generative artificial intelligence in innovation management: A preview of future research developments," Journal of Business Research, Elsevier, vol. 175(C).
  27. Jarrahi, Mohammad Hossein & Askay, David & Eshraghi, Ali & Smith, Preston, 2023. "Artificial intelligence and knowledge management: A partnership between human and AI," Business Horizons, Elsevier, vol. 66(1), pages 87-99.
  28. Soheila Khajoui & Saeid Dehyadegari & Sayyed Abdolmajid Jalaee, 2023. "Forecasting exports in selected OECD countries and Iran using MLP Artificial Neural Network," Papers 2312.15535, arXiv.org.
  29. Sudatta Kar & Arpan Kumar Kar & Manmohan Prasad Gupta, 2021. "Modeling Drivers and Barriers of Artificial Intelligence Adoption: Insights from a Strategic Management Perspective," Intelligent Systems in Accounting, Finance and Management, John Wiley & Sons, Ltd., vol. 28(4), pages 217-238, October.
  30. Bilal, Muhammad & Zhang, Yunfeng & Cai, Shukai & Akram, Umair & Halibas, Alrence, 2024. "Artificial intelligence is the magic wand making customer-centric a reality! An investigation into the relationship between consumer purchase intention and consumer engagement through affective attach," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
  31. Martin Adam & Konstantin Roethke & Alexander Benlian, 2023. "Human vs. Automated Sales Agents: How and Why Customer Responses Shift Across Sales Stages," Information Systems Research, INFORMS, vol. 34(3), pages 1148-1168, September.
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