{"id":"https://openalex.org/W4392463376","doi":"https://doi.org/10.1365/s40702-024-01062-7","title":"Der Einfluss von KI auf die Rolle von Vertriebspersonen im B2B","display_name":"Der Einfluss von KI auf die Rolle von Vertriebspersonen im B2B","publication_year":2024,"publication_date":"2024-03-05","ids":{"openalex":"https://openalex.org/W4392463376","doi":"https://doi.org/10.1365/s40702-024-01062-7"},"language":"de","primary_location":{"id":"doi:10.1365/s40702-024-01062-7","is_oa":true,"landing_page_url":"https://doi.org/10.1365/s40702-024-01062-7","pdf_url":"https://link.springer.com/content/pdf/10.1365/s40702-024-01062-7.pdf","source":{"id":"https://openalex.org/S4210205328","display_name":"HMD Praxis der Wirtschaftsinformatik","issn_l":"1436-3011","issn":["1436-3011","2198-2775"],"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"HMD Praxis der Wirtschaftsinformatik","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://link.springer.com/content/pdf/10.1365/s40702-024-01062-7.pdf","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5094071483","display_name":"Mihael Markic","orcid":"https://orcid.org/0009-0000-2335-036X"},"institutions":[{"id":"https://openalex.org/I904495901","display_name":"Ruhr University Bochum","ror":"https://ror.org/04tsk2644","country_code":"DE","type":"education","lineage":["https://openalex.org/I904495901"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Mihael Markic","raw_affiliation_strings":["Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland"],"raw_orcid":"https://orcid.org/0009-0000-2335-036X","affiliations":[{"raw_affiliation_string":"Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland","institution_ids":["https://openalex.org/I904495901"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5039364973","display_name":"Charlotte Knickrehm","orcid":null},"institutions":[{"id":"https://openalex.org/I904495901","display_name":"Ruhr University Bochum","ror":"https://ror.org/04tsk2644","country_code":"DE","type":"education","lineage":["https://openalex.org/I904495901"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Charlotte Knickrehm","raw_affiliation_strings":["Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland"],"raw_orcid":"https://orcid.org/0000-0003-3970-9941","affiliations":[{"raw_affiliation_string":"Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland","institution_ids":["https://openalex.org/I904495901"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5001204201","display_name":"Christian Ahlfeld","orcid":"https://orcid.org/0000-0002-9237-5146"},"institutions":[{"id":"https://openalex.org/I904495901","display_name":"Ruhr University Bochum","ror":"https://ror.org/04tsk2644","country_code":"DE","type":"education","lineage":["https://openalex.org/I904495901"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Christian Ahlfeld","raw_affiliation_strings":["Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland"],"raw_orcid":"https://orcid.org/0000-0002-9237-5146","affiliations":[{"raw_affiliation_string":"Lehrstuhl f\u00fcr Industrial Sales and Service Engineering, Ruhr-Universit\u00e4t Bochum, Universit\u00e4tsstra\u00dfe\u00a0150, 44801, Bochum, Deutschland","institution_ids":["https://openalex.org/I904495901"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5001204201","https://openalex.org/A5039364973","https://openalex.org/A5094071483"],"corresponding_institution_ids":["https://openalex.org/I904495901"],"apc_list":{"value":2490,"currency":"EUR","value_usd":2990},"apc_paid":{"value":2490,"currency":"EUR","value_usd":2990},"fwci":2.778,"has_fulltext":true,"cited_by_count":4,"citation_normalized_percentile":{"value":0.89560582,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":96,"max":98},"biblio":{"volume":"61","issue":"3","first_page":"638","last_page":"651"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12885","display_name":"Digital Innovation in Industries","score":0.9994999766349792,"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"}},"topics":[{"id":"https://openalex.org/T12885","display_name":"Digital Innovation in Industries","score":0.9994999766349792,"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"}},{"id":"https://openalex.org/T10910","display_name":"Corporate Governance and Management","score":0.9955999851226807,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"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/T12376","display_name":"Corporate Management and Leadership","score":0.9902999997138977,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"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/political-science","display_name":"Political science","score":0.4466809332370758},{"id":"https://openalex.org/keywords/humanities","display_name":"Humanities","score":0.40451595187187195},{"id":"https://openalex.org/keywords/philosophy","display_name":"Philosophy","score":0.3847189247608185}],"concepts":[{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.4466809332370758},{"id":"https://openalex.org/C15708023","wikidata":"https://www.wikidata.org/wiki/Q80083","display_name":"Humanities","level":1,"score":0.40451595187187195},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.3847189247608185}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1365/s40702-024-01062-7","is_oa":true,"landing_page_url":"https://doi.org/10.1365/s40702-024-01062-7","pdf_url":"https://link.springer.com/content/pdf/10.1365/s40702-024-01062-7.pdf","source":{"id":"https://openalex.org/S4210205328","display_name":"HMD Praxis der Wirtschaftsinformatik","issn_l":"1436-3011","issn":["1436-3011","2198-2775"],"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"HMD Praxis der Wirtschaftsinformatik","raw_type":"journal-article"},{"id":"pmh:oai:econstor.eu:10419/315901","is_oa":true,"landing_page_url":"https://hdl.handle.net/10419/315901","pdf_url":"https://www.econstor.eu/bitstream/10419/315901/1/40702_2024_Article_1062.pdf","source":{"id":"https://openalex.org/S4306401696","display_name":"Econstor (Econstor)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"doc-type:article"},{"id":"pmh:oai:hss-opus.ub.ruhr-uni-bochum.de:11312","is_oa":true,"landing_page_url":"https://hss-opus.ub.ruhr-uni-bochum.de/opus4/frontdoor/index/index/docId/11312","pdf_url":"https://hss-opus.ub.ruhr-uni-bochum.de/opus4/files/11312/MarkicMihael05032024.pdf","source":{"id":"https://openalex.org/S4306400167","display_name":"Dokumentenrepositorium der RUB (Ruhr University Bochum)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I904495901","host_organization_name":"Ruhr University Bochum","host_organization_lineage":["https://openalex.org/I904495901"],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"doc-type:article"}],"best_oa_location":{"id":"doi:10.1365/s40702-024-01062-7","is_oa":true,"landing_page_url":"https://doi.org/10.1365/s40702-024-01062-7","pdf_url":"https://link.springer.com/content/pdf/10.1365/s40702-024-01062-7.pdf","source":{"id":"https://openalex.org/S4210205328","display_name":"HMD Praxis der Wirtschaftsinformatik","issn_l":"1436-3011","issn":["1436-3011","2198-2775"],"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"HMD Praxis der Wirtschaftsinformatik","raw_type":"journal-article"},"sustainable_development_goals":[],"awards":[],"funders":[{"id":"https://openalex.org/F4320323715","display_name":"Ruhr-Universit\u00e4t Bochum","ror":"https://ror.org/04tsk2644"}],"has_content":{"pdf":true,"grobid_xml":false},"content_urls":{"pdf":"https://content.openalex.org/works/W4392463376.pdf"},"referenced_works_count":27,"referenced_works":["https://openalex.org/W1515587369","https://openalex.org/W1538288715","https://openalex.org/W1607675442","https://openalex.org/W2002554683","https://openalex.org/W2126155986","https://openalex.org/W2265005771","https://openalex.org/W2488131307","https://openalex.org/W2782487636","https://openalex.org/W2783479218","https://openalex.org/W2786141192","https://openalex.org/W2914907363","https://openalex.org/W2950834660","https://openalex.org/W3004637389","https://openalex.org/W3010476535","https://openalex.org/W3016392982","https://openalex.org/W3027937825","https://openalex.org/W3120243676","https://openalex.org/W3167474583","https://openalex.org/W3193842064","https://openalex.org/W3200735449","https://openalex.org/W3201195645","https://openalex.org/W4229449272","https://openalex.org/W4243126395","https://openalex.org/W4243292163","https://openalex.org/W4315648571","https://openalex.org/W4323035086","https://openalex.org/W4386827556"],"related_works":["https://openalex.org/W4391375266","https://openalex.org/W2899084033","https://openalex.org/W2748952813","https://openalex.org/W93312527","https://openalex.org/W2603296253","https://openalex.org/W1589203209","https://openalex.org/W2557454913","https://openalex.org/W828925460","https://openalex.org/W11365241","https://openalex.org/W1013667899"],"abstract_inverted_index":{"Zusammenfassung":[0],"Der":[1],"technische":[2],"Vertrieb":[3],"im":[4,81,133,151],"Business-to-Business":[5],"(B2B)":[6],"galt":[7],"bislang":[8],"als":[9],"schwer":[10],"zu":[11],"automatisieren,":[12],"da":[13,141],"dieser":[14],"durch":[15,24,124],"komplexe":[16],"und":[17,28,97,105,144],"individuelle":[18],"Produkte":[19],"mit":[20,67],"langen":[21],"Lebenszyklen":[22],"sowie":[23],"einen":[25],"hohen":[26],"Beratungsbedarf":[27],"intensive":[29],"Kundenbeziehungen":[30],"gekennzeichnet":[31],"ist.":[32],"Die":[33,85],"zunehmenden":[34],"F\u00e4higkeiten":[35,143],"digitaler":[36],"Technologien,":[37],"insbesondere":[38],"der":[39,49,71,95,98,103,110,122],"k\u00fcnstlichen":[40],"Intelligenz,":[41],"werfen":[42],"jedoch":[43],"die":[44,77,89,120,148],"Frage":[45],"auf,":[46],"welche":[47],"Rolle":[48,78,121],"Mensch":[50],"in":[51],"einem":[52],"immer":[53],"st\u00e4rker":[54],"von":[55,73,79,127],"k\u00fcnstlicher":[56,74,128],"Intelligenz":[57,75,129],"gepr\u00e4gten":[58],"Gesch\u00e4ftsumfeld":[59],"einnehmen":[60],"wird.":[61],"Auf":[62],"Basis":[63],"einer":[64,92,100,106],"qualitativen":[65],"Studie":[66],"13":[68],"Interviews":[69],"wird":[70],"Einfluss":[72],"auf":[76],"Personen":[80],"technischen":[82,134],"B2B-Vertrieb":[83,135],"untersucht.":[84],"Ergebnisse":[86],"zeigen,":[87],"dass":[88,118],"Rollenver\u00e4nderung":[90],"aus":[91],"operativen":[93],"(Ver\u00e4nderung":[94,102,109],"Aufgaben":[96],"Verantwortungen),":[99],"kognitiven":[101],"F\u00e4higkeiten)":[104],"psychologischen":[107],"Komponente":[108],"Selbstwahrnehmung)":[111],"besteht.":[112],"Es":[113],"zeigt":[114],"sich":[115,119],"aber":[116,136],"auch,":[117],"Vertriebspersonen":[123],"den":[125],"Einsatz":[126],"zwar":[130],"ver\u00e4ndert,":[131],"sie":[132],"weiterhin":[137],"eine":[138],"zentrale":[139],"bleibt,":[140],"menschliche":[142],"Eigenschaften":[145],"auch":[146],"zuk\u00fcnftig":[147],"wesentlichen":[149],"Differenzierungsmerkmale":[150],"Wettbewerb":[152],"darstellen.":[153]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":3}],"updated_date":"2026-03-27T05:58:40.876381","created_date":"2025-10-10T00:00:00"}