Waiting for a sales renaissance in the fourth industrial revolution: Machine learning and artificial intelligence in sales research and practice

Industrial Marketing Management - Tập 69 - Trang 135-146 - 2018
Niladri Syam1, Arun Sharma2
1University of Missouri-Columbia, Trulaske College of Business, Room No. 431, Cornell Hall, Columbia, MO 65211-0001, USA
2University of Miami, School of Business Administration, P.O. Box 248027, Coral Gables, FL 33124-6520, USA

Tài liệu tham khảo

Abdul-Kader, 2015, Survey on chatbot design techniques in speech conversation systems, International Journal of Advanced Computer Science and Applications, 6, 72 Anand, 1998, A data mining methodology for cross-sales, Knowledge Based Systems, 10, 449, 10.1016/S0950-7051(98)00035-5 Artificial intelligence Baumgartner, 2016, Why salespeople need to develop machine intelligence, Harvard Business Review Ben-Hur, 2001, Support vector clustering, Journal of Machine Learning Research, 2, 125 Blank, 2013 Blum, 1997, Selection of relevant features and examples in machine learning, Artificial Intelligence, 97, 245, 10.1016/S0004-3702(97)00063-5 Bonoma, 1977, Nonverbal communication in marketing: Toward a communicational analysis, Journal of Marketing Research, 14, 169, 10.1177/002224377701400204 Brooks, G., 2017a, Three major impacts of machine learning on manufacturing today, https://insidebigdata.com/2017/06/01/3-major-impacts-machine-learning-manufacturing-today/. Brooks, R., 2017b, The Seven Deadly Sins of AI Predictions, https://www.technologyreview.com/s/609048/the-seven-deadly-sins-of-ai-predictions/ Carbonell, 1983, An overview of machine learning, 3 Carbonneau, 2008, Application of machine learning techniques for supply chain demand forecasting, European Journal of Operational Research, 184, 1140, 10.1016/j.ejor.2006.12.004 Chapple, 1947, An evaluation of department store salespeople by the interaction chronograph, Journal of Marketing, 173, 10.1177/002224294701200203 Dooley, B. (2017), Why AI with augmented and virtual reality will be the next big thing, https://upside.tdwi.org/articles/2017/04a/04/ai-with-augmented-and-virtual-reality-next-big-thing.aspx Dubinsky, 1981, A factor analytic study of the personal selling process, Journal of Personal Selling and Sales Management, 1, 26 Florez-Lopez, 2009, Marketing segmentation through machine learning models: An approach based on customer relationship management and customer profitability accounting, Social Science Computer Review, 27, 11, 10.1177/0894439308321592 Friedberg, B. (2017) 6 New Investing and Robo-Advisor Fintech Startups from Finovate, https://www.roboadvisorpros.com/investing-robo-advisor-fintech-startups-finovate/ Gareth, 2013 Garg, 2014, An ensemble approach of machine learning in evaluation of mechanical property of the rapid prototyping fabricated prototype, Applied Mechanics and Materials, 575, 493, 10.4028/www.scientific.net/AMM.575.493 Gath, 1988, Unsupervised optimal fuzzy clustering, IEEE Transactions on Pattern Analysis and Machine Intelligence, 11, 773, 10.1109/34.192473 Gupta, 2017 Hastie, 2017 Heath, 1993, Learning oblique decision trees, 1002 Homburg, 2011, When does salespeople's customer orientation lead to customer loyalty? The differential effects of relational and functional customer orientation, Journal of the Academy of Marketing Science, 39, 795, 10.1007/s11747-010-0220-7 Hruschka, 1999, Comparing performance of feedforward neural nets and K-means for market segmentation, European Journal of Operational Research, 114, 346, 10.1016/S0377-2217(98)00170-2 Huang, 2007, Marketing segmentation using support vector clustering, Expert Systems with Applications, 32, 313, 10.1016/j.eswa.2005.11.028 Jacobs, 1988, Natural language techniques for intelligent information retrieval, Association for Computing Machinery, 85 John, 1995, Feature subset selection using the wrapper model: Overfitting and dynamic search space topology, 192 Kim, 2005, Customer targeting: A neural network approach guided by genetic algorithm, Management Science, 51, 264, 10.1287/mnsc.1040.0296 Knight, W., (2017) Put humans at the center of AI, https://www.technologyreview.com/s/609060/put-humans-at-the-center-of-ai/ Landt, 1997 Lawrence, 1996 Lee, 1995 Loten, A., (2017), AI to Drive Job Growth by 2020: Gartner, https://blogs.wsj.com/cio/2017/12/15/ai-to-drive-job-growth-by-2020-gartner/ Malthouse, 2017, Opportunities for and pitfalls of using big data in advertising research, Journal of Advertising, 46, 227, 10.1080/00913367.2017.1299653 Marr, B. (2016) Why everyone must get ready for the 4th industrial revolution, https://www.forbes.com/sites/bernardmarr/2016/04/05/why-everyone-must-get-ready-for-4th-industrial-revolution/#26be9e2f3f90. Marr Mu-Hyun, Cho (2017) LG to adapt machine learning into after-sales service,” http://www.zdnet.com/article/lg-to-adapt-machine-learning-into-after-sales-service/. Mukherjee, 1997, Nonlinear prediction of chaotic time series using support vector machines Murthy, 1998, Automatic construction of decision trees from data: A multidisciplinary survey, Data Mining and Knowledge Discovery, 2, 345, 10.1023/A:1009744630224 Node (2017) Node knows your next markets of opportunity, http://hello.node.io/. Peterson, 1995, An exploratory investigation of voice characteristics and selling effectiveness, Journal of Personal Selling and Sales Management, 15, 1 Pieters, 2004, Attention capture and transfer in advertising: Brand, pictorial, and text-size effects, Journal of Marketing, 68, 36, 10.1509/jmkg.68.2.36.27794 Pieters, 2010, The stopping power of advertising: Measures and effects of visual complexity, Journal of Marketing, 74, 48, 10.1509/jmkg.74.5.048 Plouffe, 2008, Navigating difficult waters: Publishing trends and scholarship in sales research, Journal of Personal Selling and Sales Management, 28, 79, 10.2753/PSS0885-3134280106 Porter, Kyle (2017) Why AI won't replace (great) salespeople, https://www.entrepreneur.com/article/292162 Potharst, 2001, Neural networks for target selection in direct marketing Power, 2017, How Harley-Davidson used artificial intelligence to increase New York sales leads by 2,930%, Harvard Business Review Powers, 1989 Rapp, 2017, The role of the sales-service interface and ambidexterity in the evolving organization: A multilevel research agenda, Journal of Service Research, 20, 59, 10.1177/1094670516679274 Ratnaparkhi, 1997 Sapankevych, 2009, Time series prediction using support vector machines, IEEE Computational Intelligence Magazine, 4, 24, 10.1109/MCI.2009.932254 Schindler, 2012, Perceived helpfulness of online consumer reviews: The role of message content and style, Journal of Consumer Behavior, 11, 234, 10.1002/cb.1372 Sheth, 2008, The impact of the product to service shift in industrial markets and the evolution of the sales organization, Industrial Marketing Management, 37, 260, 10.1016/j.indmarman.2007.07.010 Singh, 1994, Automating workflows for service order processing: Integrating AI and database technologies, IEEE Expert, 6, 10.1109/64.331480 Srihari S., 2010, “Machine Learning: Generative and Discriminative Models,” http://www.cedar.buffalo.edu/wsrihari/CSE574/Discriminative-Generative.pdf (Accessed 1 Sept 2017). Suh, 2005, The effects of virtual reality on consumer learning: An empirical investigation, MIS Quarterly, 29, 673, 10.2307/25148705 Syam, 2017 Thomas, 2002, An initial evaluation of industrial buyers' impressions of salespersons' nonverbal cues, Journal of Personal Selling and Sales Management, 22, 41 Verbeke, 2011, Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?, Journal of the Academy of Marketing Science, 39, 407, 10.1007/s11747-010-0211-8 Wedel, 2000 Wedel, 2016, Marketing analytics for data-rich environments, Journal of Marketing, 80, 97, 10.1509/jm.15.0413 Weizenbaum, 1966, ELIZA—A computer program for the study of natural language communication between man and machine, Communications of the ACM, 9, 36, 10.1145/365153.365168 Yin, 2017, Keep your cool or let it out: Nonlinear effects of expressed arousal on perceptions of consumer reviews, Journal of Marketing Research, 54, 447, 10.1509/jmr.13.0379