{"id":"https://openalex.org/W7128560745","doi":null,"title":"Utilization of AI in B2B sales: Multi-case study with B2B sales organizations and sales technology providers","display_name":"Utilization of AI in B2B sales: Multi-case study with B2B sales organizations and sales technology providers","publication_year":2021,"publication_date":"2021-01-01","ids":{"openalex":"https://openalex.org/W7128560745"},"language":"en","primary_location":{"id":"pmh:oai:aaltodoc.aalto.fi:123456789/108171","doi":null,"is_oa":false,"landing_page_url":"https://aaltodoc.aalto.fi/handle/123456789/108171","pdf_url":null,"source":{"id":"https://openalex.org/S4306401662","display_name":"Aaltodoc (Aalto University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I9927081","host_organization_name":"Aalto University","host_organization_lineage":["https://openalex.org/I9927081"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"G2 Pro gradu, diplomity\u00f6"},"volume":null,"type":"dissertation","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5080919543","display_name":"Aki P\u00f6ntinen","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"P\u00f6ntinen, Aki","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5080919543"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12128","display_name":"AI in Service Interactions","score":0.5048999786376953,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12128","display_name":"AI in Service Interactions","score":0.5048999786376953,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13904","display_name":"Artificial Intelligence Applications","score":0.19419999420642853,"subfield":{"id":"https://openalex.org/subfields/1702","display_name":"Artificial Intelligence"},"field":{"id":"https://openalex.org/fields/17","display_name":"Computer Science"},"domain":{"id":"https://openalex.org/domains/3","display_name":"Physical Sciences"}},{"id":"https://openalex.org/T12885","display_name":"Digital Innovation in Industries","score":0.1842000037431717,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/artificial-intelligence","display_name":"artificial intelligence","score":0.8989999890327454},{"id":"https://openalex.org/keywords/b2b-sales","display_name":"B2B sales","score":0.9990000128746033},{"id":"https://openalex.org/keywords/sales-process","display_name":"sales process","score":0.8399999737739563},{"id":"https://openalex.org/keywords/value-based-selling","display_name":"value-based selling","score":0.8880000114440918},{"id":"https://openalex.org/keywords/sales-technology","display_name":"sales technology","score":0.9330000281333923},{"id":"https://openalex.org/keywords/ai-use-cases","display_name":"AI use cases","score":0.796999990940094},{"id":"https://openalex.org/keywords/sales-automation","display_name":"sales automation","score":0.6449999809265137},{"id":"https://openalex.org/keywords/task-automation","display_name":"task automation","score":0.5640000104904175},{"id":"https://openalex.org/keywords/sales-organization","display_name":"sales organization","score":0.49300000071525574}],"concepts":[{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.8001000285148621},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6974999904632568},{"id":"https://openalex.org/C167017271","wikidata":"https://www.wikidata.org/wiki/Q7404313","display_name":"Sales and operations planning","level":3,"score":0.5996000170707703},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5960000157356262},{"id":"https://openalex.org/C182306322","wikidata":"https://www.wikidata.org/wiki/Q1779371","display_name":"Order (exchange)","level":2,"score":0.569599986076355},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.5597000122070312},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.5142999887466431},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.4973999857902527},{"id":"https://openalex.org/C2991860356","wikidata":"https://www.wikidata.org/wiki/Q126793","display_name":"Retail sales","level":2,"score":0.4406000077724457},{"id":"https://openalex.org/C2778121033","wikidata":"https://www.wikidata.org/wiki/Q325421","display_name":"Business-to-business","level":2,"score":0.3928000032901764},{"id":"https://openalex.org/C85345410","wikidata":"https://www.wikidata.org/wiki/Q851587","display_name":"Business process","level":3,"score":0.3637000024318695},{"id":"https://openalex.org/C2984642479","wikidata":"https://www.wikidata.org/wiki/Q7404320","display_name":"Sales forecasting","level":2,"score":0.362199991941452},{"id":"https://openalex.org/C190248442","wikidata":"https://www.wikidata.org/wiki/Q839486","display_name":"Qualitative research","level":2,"score":0.3621000051498413},{"id":"https://openalex.org/C78597825","wikidata":"https://www.wikidata.org/wiki/Q484847","display_name":"E-commerce","level":2,"score":0.33149999380111694},{"id":"https://openalex.org/C80284016","wikidata":"https://www.wikidata.org/wiki/Q7404317","display_name":"Sales journal","level":3,"score":0.3294000029563904},{"id":"https://openalex.org/C121017731","wikidata":"https://www.wikidata.org/wiki/Q11661","display_name":"Information technology","level":2,"score":0.3260999917984009},{"id":"https://openalex.org/C2779737597","wikidata":"https://www.wikidata.org/wiki/Q11055488","display_name":"Sales tax","level":4,"score":0.2915000021457672},{"id":"https://openalex.org/C67363961","wikidata":"https://www.wikidata.org/wiki/Q5268834","display_name":"Information and Communications Technology","level":2,"score":0.2865000069141388},{"id":"https://openalex.org/C2985243512","wikidata":"https://www.wikidata.org/wiki/Q3491300","display_name":"Business environment","level":2,"score":0.28450000286102295},{"id":"https://openalex.org/C108713360","wikidata":"https://www.wikidata.org/wiki/Q1824206","display_name":"Supply chain","level":2,"score":0.26660001277923584},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.2632000148296356},{"id":"https://openalex.org/C106201281","wikidata":"https://www.wikidata.org/wiki/Q336119","display_name":"Business operations","level":2,"score":0.25130000710487366},{"id":"https://openalex.org/C116834253","wikidata":"https://www.wikidata.org/wiki/Q2039217","display_name":"Identification (biology)","level":2,"score":0.25049999356269836}],"mesh":[],"locations_count":1,"locations":[{"id":"pmh:oai:aaltodoc.aalto.fi:123456789/108171","doi":null,"is_oa":false,"landing_page_url":"https://aaltodoc.aalto.fi/handle/123456789/108171","pdf_url":null,"source":{"id":"https://openalex.org/S4306401662","display_name":"Aaltodoc (Aalto University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I9927081","host_organization_name":"Aalto University","host_organization_lineage":["https://openalex.org/I9927081"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"G2 Pro gradu, diplomity\u00f6"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W3113258685","https://openalex.org/W4409570915","https://openalex.org/W4391278265","https://openalex.org/W4285274973","https://openalex.org/W4414774097","https://openalex.org/W6989491444","https://openalex.org/W7034766589","https://openalex.org/W3004637389","https://openalex.org/W7108000283","https://openalex.org/W7111979275"],"abstract_inverted_index":{"The":[0,168,208,231,278,297,328,357],"development":[1],"of":[2,24,51,109,124,165,186,202,299,307,312,323,337,353,360,366,369,378,392],"ICT":[3],"has":[4,15,63,69,136],"had":[5],"a":[6,106,116,131,181,213,324],"profound":[7,117],"impact":[8,47,118],"on":[9,48,119],"sales":[10,13,25,30,39,52,111,128,152,183,191,224,227,232,242,271,275,314,326,342,355,397],"organizations":[11,225,233,272],"as":[12,27,29,212],"technology":[14,88,228,246,276],"been":[16,64],"widely":[17],"deployed":[18],"to":[19,71,76,94,159,238,250,320,407],"facilitate":[20],"the":[21,49,56,87,146,150,160,166,173,194,240,245,300,310,340,350,364,379,386,389],"daily":[22],"work":[23,365],"force":[26,53],"well":[28],"managerial":[31],"activities.":[32,192],"Nowadays,":[33],"such":[34],"technologies":[35,112],"inherently":[36],"support":[37],"B2B":[38,120,127,151,182,206,223,241,261,313,325,341,354,396],"processes":[40,79],"in":[41,126,141,205,236,260,309,395],"multiple":[42],"ways":[43],"and":[44,54,67,83,97,101,135,154,163,189,200,226,244,273,285,291,315,382,400],"have":[45,72,95,115,251],"direct":[46],"performance":[50],"eventually":[55],"generated":[57],"revenue.":[58],"Meanwhile,":[59],"Artificial":[60],"Intelligence":[61],"(AI)":[62],"developing":[65],"rapidly":[66],"it":[68,91],"proven":[70],"various":[73,81],"viable":[74,99],"applications":[75,100],"enhance":[77],"business":[78,84],"across":[80],"industries":[82],"functions.":[85],"As":[86],"develops":[89],"further,":[90],"is":[92,129,175,346,362],"likely":[93,104],"more":[96,98],"this":[102],"will":[103,114],"unleash":[105],"new":[107],"wave":[108],"AI-powered":[110],"that":[113,180,331],"sales.":[121,207,262],"However,":[122],"utilization":[123],"AI":[125,156,204,256,308,338,345,361,374,394],"yet":[130],"quite":[132],"novel":[133],"topic":[134,147],"not":[137],"received":[138],"wide":[139],"attention":[140],"academia.":[142],"This":[143],"thesis":[144,195,209],"explores":[145],"by":[148],"examining":[149,172],"process":[153,174,184,243],"how":[155,255,316],"can":[157,257,318,375],"contribute":[158,319],"different":[161,304],"stages":[162,188,322,352],"activities":[164],"process.":[167,327],"existing":[169],"framework":[170],"for":[171],"value-based":[176],"selling,":[177],"which":[178],"proposes":[179],"consist":[185],"five":[187],"respective":[190],"Furthermore,":[193],"also":[196,403],"addresses":[197],"higher-level":[198],"opportunities":[199],"challenges":[201,391,405],"utilizing":[203,393],"was":[210,264],"conducted":[211],"qualitative":[214],"multi-case":[215],"study":[216,301],"with":[217,269],"interviewees":[218],"from":[219],"two":[220],"distinct":[221,321],"groups:":[222],"provider":[229],"companies.":[230],"were":[234,248,294],"interviewed":[235],"order":[237],"examine":[239],"providers":[247],"expected":[249],"most":[252,347,380],"insights":[253],"into":[254],"be":[258,408],"utilized":[259,280],"Data":[263],"collected":[265],"through":[266],"semi-structured":[267],"interviews":[268],"seven":[270],"eleven":[274],"providers.":[277],"research":[279,283],"an":[281],"abductive":[282],"approach":[284],"thus,":[286],"theoretical":[287],"research,":[288],"data":[289,292],"collection":[290],"analysis":[293],"performed":[295],"simultaneously.":[296],"results":[298,329],"bring":[302],"forth":[303],"use":[305,335],"cases":[306,336],"context":[311],"they":[317],"indicate":[330],"there":[332],"are":[333,398],"potential":[334],"throughout":[339],"process,":[343],"but":[344],"applicable":[348],"during":[349],"early":[351],"processes.":[356],"biggest":[358],"opportunity":[359],"augmenting":[363],"humans":[367],"instead":[368],"replacing":[370],"human":[371],"labour,":[372],"while":[373,402],"automate":[376],"some":[377],"repetitive":[381],"rule-based":[383],"tasks.":[384],"On":[385],"other":[387],"hand,":[388],"greatest":[390],"cultural":[399],"organizational,":[401],"technical":[404],"remain":[406],"solved.":[409]},"counts_by_year":[],"updated_date":"2026-08-25T07:29:55.448023","created_date":"2026-02-11T00:00:00"}