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Research & Sources

Our guides are grounded in peer-reviewed research. This is the full bibliography of the academic literature on B2B sales, artificial intelligence, and management that informs them, cited in APA format.

111 references · listed alphabetically

  1. Abrahamson, E. (1996). Management fashion. Academy of Management Review, 21(1), 254–285. doi.org/10.2307/258636
  2. Agnihotri, R., Chaker, N. N., Dugan, R., Galvan, J. M., & Nowlin, E. (2023). Sales technology research: A review and future research agenda. Journal of Personal Selling & Sales Management, 43(4), 307–335. doi.org/10.1080/08853134.2023.2260108
  3. Ahearne, M., Atefi, Y., Lam, S. K., & Pourmasoudi, M. (2022). The future of buyer–seller interactions: A conceptual framework and research agenda. Journal of the Academy of Marketing Science, 50(1), 22–45. doi.org/10.1007/s11747-021-00803-0
  4. Akgün, A. E., Byrne, J. C., Lynn, G. S., & Keskin, H. (2007). Organizational unlearning as changes in beliefs and routines in organizations. Journal of Organizational Change Management, 20(6), 794–812.
  5. Alamäki, A., & Korpela, P. (2021). Digital transformation and value-based selling activities in business-to-business sales. Industrial Marketing Management, 98, 44–55.
  6. Alavi, S., & Habel, J. (2021). The human side of digital transformation in sales: Review & future paths. Journal of Personal Selling & Sales Management, 41(2), 83–86.
  7. Alvesson, M., & Einola, K. (2019). Warning for excessive positivity: Authentic leadership and other traps in leadership studies. The Leadership Quarterly, 30(4), 383–395.
  8. Amburgey, T. L., Kelly, D., & Barnett, W. P. (1993). Resetting the clock: The dynamics of organizational change and failure. Administrative Science Quarterly, 38(1), 51–73. doi.org/10.2307/2393254
  9. Bandiera, O., Barankay, I., & Rasul, I. (2007). Social preferences and the response to incentives: Evidence from personnel data. The Quarterly Journal of Economics, 122(2), 729–766. doi.org/10.1162/qjec.122.2.729
  10. Bauer, C., Galvan, J. M., Hancock, T., Hunter, G. K., Nelson, C. A., Riley, J., & Tanner, E. C. (2024). Integrating technology within the sales-service ecosystem: The emergent sales techno-ecosystem. European Journal of Marketing, 58(3), 782–811. doi.org/10.1108/EJM-04-2023-0221
  11. Beeler, L., et al. (2022). Natural language processing in sales: A review and research agenda. Journal of Personal Selling & Sales Management, 42(1), 15–32.
  12. Ben-David, I., Graham, J. R., & Harvey, C. R. (2013). Managerial miscalibration. The Quarterly Journal of Economics, 128(4), 1547–1584.
  13. Bloom, N., Eifert, B., Mahajan, A., McKenzie, D., & Roberts, J. (2013). Does management matter? Evidence from India. The Quarterly Journal of Economics, 128(1), 1–51.
  14. Bloom, N., Genakos, C., Sadun, R., & Van Reenen, J. (2012). Management practices across firms and countries. Academy of Management Perspectives, 26(1), 12–33.
  15. Bodrožić, Z., & Adler, P. S. (2018). The evolution of management models: A neo-Schumpeterian theory. Administrative Science Quarterly, 63(1), 85–129. doi.org/10.1177/0001839217704811
  16. Bridgman, T., Cummings, S., & Ballard, J. A. (2019). Who built Maslow’s pyramid? A history of the creation of management studies’ most famous symbol and its implications for management education. Academy of Management Learning & Education, 18(1), 81–98.
  17. Brown, T. (2021). Artificial intelligence and machine learning in modern business. Technology & Innovation Review, 14(2), 45–60.
  18. Bush, V. D., et al. (2010). Ethical conduct in B2B social selling. Journal of Business Ethics, 95(1), 35–49.
  19. Byington, E. K., & Felps, W. (2017). Solutions to the credibility crisis in management science. Academy of Management Learning & Education, 16(1), 142–162.
  20. Castelo, N., Bos, M. W., & Lehmann, D. R. (2019). Task-dependent algorithm aversion. Journal of Marketing Research, 56(5), 809–825.
  21. Chaker, N. N., et al. (2022). Inside sales versus outside sales: An empirical investigation. Industrial Marketing Management, 102, 111–125.
  22. Chatterjee, A., & Hambrick, D. C. (2007). It’s all about me: Narcissistic chief executive officers and their effects on company strategy and performance. Administrative Science Quarterly, 52(3), 351–386.
  23. Chatterjee, S., Chaudhuri, R., & Vrontis, D. (2021). Adoption of artificial intelligence-integrated CRM systems in agile organizations in India. Technological Forecasting & Social Change, 168, 120873.
  24. Chatterjee, S., Chaudhuri, R., Vrontis, D., & Kadić-Maglajlić, S. (2023). Adoption of AI-integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study. Industrial Marketing Management, 109, 164–173. doi.org/10.1016/j.indmarman.2022.12.014
  25. Chen, Y., & Zhou, L. (2022). AI-driven sales management: Optimization and forecasting. Journal of Business Research, 140, 25–39.
  26. Corley, K. G., & Gioia, D. A. (2011). Building theory about theory building: What constitutes a theoretical contribution? Academy of Management Review, 36(1), 12–32. doi.org/10.5465/amr.2009.0486
  27. Dane, E., & Pratt, M. G. (2007). Exploring intuition and its role in managerial decision making. Academy of Management Review, 32(1), 33–54.
  28. Davenport, T., Guha, A., Grewal, D., & Bressgott, T. (2020). How artificial intelligence will change the future of marketing. Journal of the Academy of Marketing Science, 48(1), 24–42. doi.org/10.1007/s11747-019-00696-0
  29. Denrell, J., & Fang, C. (2010). Predicting the next big thing: Success as a signal of poor judgment. Management Science, 56(10), 1653–1667.
  30. Deveau, M., et al. (2023). Generative AI and sales enablement. Journal of Marketing Technology, 8(2), 44–59.
  31. Dickie, J., et al. (2022). Prospecting automation through artificial intelligence. Journal of Personal Selling & Sales Management, 42(3), 200–215.
  32. Dietvorst, B. J., Simmons, J. P., & Massey, C. (2015). Algorithm aversion: People erroneously avoid algorithms after seeing them err. Journal of Experimental Psychology: General, 144(1), 114–126.
  33. Dietvorst, B. J., Simmons, J. P., & Massey, C. (2018). Overcoming algorithm aversion: People will use imperfect algorithms if they can (even slightly) modify them. Management Science, 64(4), 1155–1170.
  34. Dixon, A. L., & Tanner, J. F. (2012). Transforming selling: Why it is time to think differently about sales research. Journal of Personal Selling & Sales Management, 32(1), 9–13.
  35. Dong, M., Yakura, H., Sherif, O., Bonnefon, J.-F., & Rahwan, I. (2025). Shadow AI thrives under punitive social evaluation [Preprint]. SSRN. doi.org/10.2139/ssrn.5410403
  36. Dubinsky, A. J. (1981). A factor analytic study of the personal selling process. Journal of Personal Selling & Sales Management, 1(1), 26–33.
  37. Dwivedi, Y. K., et al. (2021). Artificial Intelligence (AI): Multidisciplinary perspectives on emerging challenges, opportunities, and agenda for research, practice and policy. International Journal of Information Management, 157, 101994.
  38. Ederer, F., & Manso, G. (2013). Is pay for performance detrimental to innovation? Management Science, 59(7), 1496–1513. doi.org/10.1287/mnsc.1120.1683
  39. Elhajjar, S., Yacoub, L., & Ouaida, F. (2024). The present and future of the B2B sales profession. Journal of Personal Selling & Sales Management, 44(2), 128–141. doi.org/10.1080/08853134.2023.2183214
  40. Fang, C., Lee, J., & Schilling, M. A. (2010). Balancing exploration and exploitation through structural design: The isolation of subgroups and organizational learning. Organization Science, 21(3), 625–642. doi.org/10.1287/orsc.1090.0468
  41. Fehrenbach, D., Herrando, C., & Österle, B. (2025). Artificial intelligence applications in the B2B sales funnel. Journal of Business-to-Business Marketing, 33(1). doi.org/10.1080/1051712X.2025.2481374
  42. Fischer, H., Seidenstricker, S., Berger, T., & Holopainen, T. (2022). Artificial intelligence in B2B sales: Impact on the sales process. In T. Ahram & R. Taiar (Eds.), Human factors in communication of design (AHFE 2022) (Vol. 28, pp. 135–142). AHFE International. doi.org/10.54941/ahfe1001456
  43. Fischer, H., Seidenstricker, S., & Poeppelbuss, J. (2023). The triggers and consequences of digital sales: A systematic literature review. Journal of Personal Selling & Sales Management, 43(4), 264–281. doi.org/10.1080/08853134.2022.2102029
  44. García-Peñalvo, F. J., & Vázquez-Ingelmo, A. (2023). What do we mean by GenAI? A systematic mapping of the evolution, trends, and techniques. International Journal of Interactive Multimedia and Artificial Intelligence, 8(4), 7–16.
  45. Gartner. (2020). The Future of Sales in 2025: A Gartner Trend Insight Report. Gartner Research.
  46. Gavin, M., et al. (2020). Virtual selling during the pandemic. Harvard Business Review, 98(4), 22–26.
  47. Giovannetti, M., Cardinali, S., & Sharma, P. (2021). Sales technology and salespeople’s ambidexterity: An ecosystem approach. Journal of Business & Industrial Marketing, 36(4), 615–629. doi.org/10.1108/JBIM-01-2020-0034
  48. Goel, A., Baliga, A. J., Rangarajan, D., & Lussier, B. (2025). Technology use in B2B sales: Examining the extant literature and identifying future research opportunities using morphological analysis. Journal of Personal Selling & Sales Management, 45(1), 82–98. doi.org/10.1080/08853134.2024.2362684
  49. Guenzi, P., & Habel, J. (2020). Mastering the digital transformation of sales. California Management Review, 62(4), 57–85.
  50. Habel, J., et al. (2023). Sales analytics and artificial intelligence. Industrial Marketing Management, 108, 223–238.
  51. Haas, M. R. (2010). The double-edged swords of autonomy and external knowledge: Analyzing team effectiveness in a multinational organization. Academy of Management Journal, 53(5), 989–1008. doi.org/10.5465/amj.2010.54533180
  52. Hambrick, D. C. (2007). The field of management’s devotion to theory: Too much of a good thing? Academy of Management Journal, 50(6), 1346–1352.
  53. Houdek, P. (2016). What comes to a manager’s mind: Theory of local thinking. Journal of Management Inquiry, 25(4), 359–366.
  54. Haag, S., Eckhardt, A., & Schwarz, A. (2019). The acceptance of justifications among shadow IT users and nonusers: An empirical analysis. Information & Management, 56(5), 731–741. doi.org/10.1016/j.im.2018.11.006
  55. Hambrick, D. C. (2007). Upper echelons theory: An update. Academy of Management Review, 32(2), 334–343. doi.org/10.5465/amr.2007.24345254
  56. Huang, M. H., & Rust, R. T. (2021). A strategic framework for artificial intelligence in marketing. Journal of the Academy of Marketing Science, 49(1), 30–50.
  57. Huising, R. (2019). To hive or to hold? Producing professional authority through scut work. Administrative Science Quarterly, 64(2), 263–300.
  58. Kerr, S. (1975). On the folly of rewarding A, while hoping for B. Academy of Management Journal, 18(4), 769–783.
  59. King, S. (2012). Predictive analytics and the B2B sales pipeline. Journal of Direct Marketing, 26(3), 11–23.
  60. Kshetri, N., et al. (2023). Generative AI in business contexts. IT Professional, 25(2), 34–41.
  61. Lauzi, E., et al. (2023). Sales enablement systems and their impact on performance. Journal of Business-to-Business Marketing, 30(2), 145–162.
  62. Ledro, E., et al. (2022). Artificial intelligence in customer relationship management: Literature review and future research directions. Journal of Business & Industrial Marketing, 37(11), 2218–2234. doi.org/10.1108/JBIM-07-2021-0332
  63. Lee, I., & Shin, Y. J. (2020). Machine learning for enterprises: Applications, algorithm selection, and challenges. Business Horizons, 63(2), 157–170.
  64. Lemon, K. N., & Verhoef, P. C. (2016). Understanding customer experience throughout the customer journey. Journal of Marketing, 80(6), 69–96.
  65. Luo, X., Qin, M. S., Fang, Z., & Qu, Z. (2021). Artificial intelligence coaches for sales agents: Caveats and solutions. Journal of Marketing, 85(2), 14–32.
  66. Ma, L., & Sun, B. (2020). Machine learning and AI in marketing: Connecting computing power to human insights. International Journal of Research in Marketing, 37(3), 481–504.
  67. Liu, Y., Sheng, F., & Liu, R. (2025). Generative AI adoption and employee outcomes: A conservation of resources perspective on job crafting, career commitment, and the moderating role of liking of AI. Humanities and Social Sciences Communications, 12, 1376. doi.org/10.1057/s41599-025-05656-4
  68. Lüscher, L. S., & Lewis, M. W. (2008). Organizational change and managerial sensemaking: Working through paradox. Academy of Management Journal, 51(2), 221–240. doi.org/10.5465/amj.2008.31767217
  69. Malmendier, U., & Tate, G. (2005). CEO overconfidence and corporate investment. The Journal of Finance, 60(6), 2661–2700.
  70. Manis, K. T., & Madhavaram, S. (2023). AI and marketing strategy. Journal of Business Research, 155, 113398.
  71. Martin, K. D., Borah, A., & Palmatier, R. W. (2017). Data privacy: Effects on customer and firm performance. Journal of Marketing, 81(1), 36–58.
  72. Mattila, M., Yrjölä, M., & Hautamäki, P. (2021). Digital transformation of business-to-business sales: What needs to be unlearned? Journal of Personal Selling & Sales Management, 41(2), 113–129. doi.org/10.1080/08853134.2021.1916396
  73. McClure, C. E., Epler, R. T., Schmitt, L., & Rangarajan, D. (2024). AI in sales: Laying the foundations for future research. Journal of Personal Selling & Sales Management, 44(2), 108–127. doi.org/10.1080/08853134.2024.2329905
  74. Meckler, M., & Boal, K. (2020). Decision errors, organizational iatrogenesis, and errors of the seventh kind. Academy of Management Perspectives, 34(2), 266–284.
  75. Micallef, S., Keränen, J., & Kokshagina, O. (2023). Understanding the consequences of digital technology use in sales: Multilevel tensions inside sales organizations. Journal of Personal Selling & Sales Management, 43(4), 305–324. doi.org/10.1080/08853134.2022.2159422
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  77. Moncrief, W. C. (2017). Are sales as we know it dying … or merely transforming? Journal of Personal Selling & Sales Management, 37(4), 271–279. doi.org/10.1080/08853134.2017.1386110
  78. Monod, E., Watson-Manheim, M. B., Qi, J., Joyce, E., Mayer, A., & Santoro, F. (2023). (Un)intended consequences of AI sales assistants: Cases of value sensitive design conflicts in China. Journal of Computer Information Systems, 63(2), 436–448. doi.org/10.1080/08874417.2022.2067794
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  86. Petrescu, M., et al. (2022). Empathy and AI in the sales process. European Journal of Marketing, 56(1), 123–145.
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