{"title":"自动化B2B销售人员定价决策:人机混合方法","authors":"Yael Karlinsky-Shichor, Oded Netzer","doi":"10.1287/mksc.2023.1449","DOIUrl":null,"url":null,"abstract":"A human-machine hybrid automation approach is demonstrated to improve B2B sales performance through a pricing field experiment and econometric analyses.","PeriodicalId":48382,"journal":{"name":"Marketing Science","volume":"44 1","pages":"0"},"PeriodicalIF":4.0000,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach\",\"authors\":\"Yael Karlinsky-Shichor, Oded Netzer\",\"doi\":\"10.1287/mksc.2023.1449\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"A human-machine hybrid automation approach is demonstrated to improve B2B sales performance through a pricing field experiment and econometric analyses.\",\"PeriodicalId\":48382,\"journal\":{\"name\":\"Marketing Science\",\"volume\":\"44 1\",\"pages\":\"0\"},\"PeriodicalIF\":4.0000,\"publicationDate\":\"2023-06-01\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Marketing Science\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.1287/mksc.2023.1449\",\"RegionNum\":2,\"RegionCategory\":\"管理学\",\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"Q2\",\"JCRName\":\"BUSINESS\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Marketing Science","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1287/mksc.2023.1449","RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"BUSINESS","Score":null,"Total":0}
Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach
A human-machine hybrid automation approach is demonstrated to improve B2B sales performance through a pricing field experiment and econometric analyses.
期刊介绍：
Marketing Science is a publication of the Institute for Operations Research and the Management Sciences (INFORMS) publication (SSCI indexed). We invite authors to submit for peer review their best marketing-oriented research. We accept many types of manuscripts. Please consider us as an author-friendly outlet for your research. We are THE premier journal focusing on empirical and theoretical quantitative research in marketing. Marketing Science promises to provide constructive, fair, and timely reviews with the goal of identifying the best submissions for publication. Topics covered in Marketing Science include the following: -Advertising- Buyer Behavior- Channels- Competitive Strategy- Forecasting- Marketing Research- New Product Development- Pricing and Promotions- Sales Force Management- Segmentation- Services Marketing- Targetability.
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