Focus areas
Three strands of ongoing research.
AI in B2B business development
How large language models and agentic systems reshape buyer behaviour, seller skills, and account intelligence in complex B2B environments.
Stakeholder dynamics in modern sales
Mapping political signals, champion development, and buying-committee decision paths across long sales cycles.
Human–AI collaboration in selling
The division of labour between human judgement and machine inference — what stays human, what scales with AI.
Publications
Papers & conference talks.
Research in progress
Publications coming soon.
Doctoral work at VŠE Prague is currently under peer review. Conference talks and working papers will be published here as they become available.
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Academic partnerships, conference invitations, joint publications — if you work at the intersection of B2B sales and AI, get in touch.
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