Deciphering technological contributions of visibility and interactivity to website atmospheric and customer stickiness in AI-driven websites: The pivotal function of online flow state

Journal of Retailing and Consumer Services, Год журнала: 2024, Номер 78, С. 103795 - 103795

Опубликована: Март 8, 2024

Язык: Английский

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AI in sales: Laying the foundations for future research

Journal of Personal Selling and Sales Management, Год журнала: 2024, Номер 44(2), С. 108 - 127

Опубликована: Апрель 2, 2024

Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, pace of means that researchers are often several steps behind business world. A way to alleviate some these concerns is provide a practical, yet up-to-date understanding AI sales. Thus, purpose this manuscript clarify what is, role sales, and its implications for multiple stakeholders organization (i.e. salespeople, managers, organizations, customers). To achieve objective, authors an examination practices interwoven with practitioner academic literature. Next, based upon exploratory interviews eighteen practitioners, discuss challenges opportunities can arise due adoption. Finally, directions future exploration domain.

Язык: Английский

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Navigating the future of AI in marketing: AI integration across borders, ethical considerations, and policy implications

International Journal of Information Management, Год журнала: 2025, Номер 82, С. 102871 - 102871

Опубликована: Янв. 23, 2025

Язык: Английский

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Understanding customers’ intentions to use AI-enabled services in online fashion stores – a longitudinal study

International Marketing Review, Год журнала: 2025, Номер unknown

Опубликована: Март 4, 2025

Purpose Artificial intelligence (AI) services are vital in enhancing customer experience and purchase intentions the international online fashion retail sector. This study explores customers’ to use AI-enabled services, focusing on transaction utility, trust product uniqueness across journey context of stores. also assesses how privacy moderates intentions. Design/methodology/approach adopted a longitudinal research design purposive sampling technique collect total 566 participants. The final data were analyzed using IBM SPSS Amos version 21 software. Findings highlights significance AI integration (pre-purchase, during post-purchase stages). Most direct relationships significant, except relationship between stages. With few exceptions, commonly does not mediate antecedents intention services. Privacy post-purchase, pre-purchase stage. Originality/value bridges important gaps literature by integrating behavior, contributing broader knowledge interactions global e-commerce examines multiple attributes that impact intention, such as trust, uniqueness, three stages purchases post-purchase) privacy, major theories: mental accounting theory, commitment theory commodity theory.

Язык: Английский

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DIFFERENT SALES MODELS, FUNCTIONAL AND RELATIONAL CUSTOMER ORIENTATION, AND RETAIL SALESPERSON PERFORMANCE

Revista de Administração de Empresas, Год журнала: 2025, Номер 65(2)

Опубликована: Янв. 1, 2025

ABSTRACT This study tests the effect of different sales models on a conceptual model based creativity theory, linking retail salespersons’ functional and relational customer orientation to their performance. Salespersons’ retailers’ are considered be mediating moderating variables. We collected dyadic data from managers salespeople across 177 companies in Brazil used PLS-SEM test study’s hypotheses. The results show that moderation exerted by distinct offered company contributes heightened prominence creative salespersons operating sector, as they can adapt strategies effectively. Furthermore, indicate negatively moderates creativity, which suggests attempting simultaneously implement both orientations is suboptimal selling contexts.

Язык: Английский

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DIFERENTES MODELOS DE VENDAS, ORIENTAÇÃO FUNCIONAL E RELACIONAL AO CLIENTE, E DESEMPENHO DO VENDEDOR VAREJISTA

Revista de Administração de Empresas, Год журнала: 2025, Номер 65(2)

Опубликована: Янв. 1, 2025

RESUMO Este estudo testa o efeito de diferentes modelos vendas em um modelo conceitual, baseado na Teoria da Criatividade, que relaciona a orientação funcional e relacional do vendedor varejista ao seu desempenho. A criatividade os são considerados variáveis mediadoras moderadoras. pesquisa coletou dados diádicos, gerentes vendedores, 177 empresas varejistas no Brasil utilizam PLS-SEM para testar as hipóteses estudo. Entre resultados estudo, destaca-se moderação exercida pelos venda, disponibilizados pela empresa, contribui vendedores criativos, atuantes varejo, se destaquem ainda mais poderem adaptar suas estratégias vendas. Além disso, aponta influencia negativamente relação entre criatividade, sugerindo tentar implementar simultaneamente ambas orientações cliente é subótimo contextos venda varejo.

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An analysis of trends, challenges, and opportunities in retail analytics

International Journal of Market Research, Год журнала: 2025, Номер unknown

Опубликована: Янв. 29, 2025

Retail analytics has become a cornerstone of modern retail strategy, fueled by rapid technological innovations and the digital transformation traditional environments. This paper reviews 563 documents indexed in Scopus, critically evaluating current trends emerging challenges analytics. The analysis is structured around four key dimensions: artificial intelligence machine learning, big data analytics, data-driven retail, decision-making. By synthesizing literature, this study identifies strategic opportunities future research directions essential for leveraging to enhance customer experience, optimize operations, sustain competitive advantage physical landscapes. findings aim guide researchers, scientists, industry professionals addressing practical theoretical evolving field.

Язык: Английский

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Friends or Enemies? The impact of partial competitor referral on consumer purchase

Journal of Retailing, Год журнала: 2025, Номер unknown

Опубликована: Янв. 1, 2025

Язык: Английский

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Are Sales Successful Due to Salespeople Expertise and Adaptability? Gender and Age Dynamics in Investment Banking

SAGE Open, Год журнала: 2025, Номер 15(1)

Опубликована: Янв. 1, 2025

This study provides valuable insights into understanding how salesperson behavior, whether technical knowledge (TK) or adaptive selling behavior (ASB), influences a customer’s attitude toward the (AS). We analyzed relationships between investment bank customers and in Chile using cross-sectional sample of 115 customers. Multi-group structural equation modeling (SEM) analyses were performed to test moderating effects customer gender age. The empirical analysis shows that salesperson’s TK ASB contribute significantly positively AS. Furthermore, there’s synergistic effect these two independent factors, indicating reinforcement effect. on AS is significant for both males females. In this line, no studies have jointly from perspective. About moderation analysis, pioneering article finds (1) age relationship magnitude AS, which only older groups (>50 years), (2) where it female consider relevant adaptability context. These results reveal relevance aligning salespeople demographic patterns. Therefore, findings critical implications banking developing sales strategies cultivating relationships.

Язык: Английский

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In-store technology personalization: A typology and research agenda based on type of automation and data collection

Journal of Business Research, Год журнала: 2025, Номер 191, С. 115236 - 115236

Опубликована: Март 1, 2025

Язык: Английский

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