Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

Yael Karlinsky-Shichor; Oded Netzer

doi:10.1287/mksc.2023.1449

Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

Yael Karlinsky-Shichor¹; Oded Netzer²

¹ D’Amore-McKim School of Business, Northeastern University, Boston, Massachusetts 02115 · ² Columbia Business School, New York, New York 10027

Marketing Science 2024

A human-machine hybrid automation approach is demonstrated to improve B2B sales performance through a pricing field experiment and econometric analyses.

DOI: 10.1287/mksc.2023.1449
Volume: 43 (1)
Pages: 138-157
Language: en
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Sources: crossref