Hugo Ferreira Tadeu Braga's scientific contributions
What is this page?
This page lists the scientific contributions of an author, who either does not have a ResearchGate profile, or has not yet added these contributions to their profile.
It was automatically created by ResearchGate to create a record of this author's body of work. We create such pages to advance our goal of creating and maintaining the most comprehensive scientific repository possible. In doing so, we process publicly available (personal) data relating to the author as a member of the scientific community.
If you're a ResearchGate member, you can follow this page to keep up with this author's work.
If you are this author, and you don't want us to display this page anymore, please let us know.
It was automatically created by ResearchGate to create a record of this author's body of work. We create such pages to advance our goal of creating and maintaining the most comprehensive scientific repository possible. In doing so, we process publicly available (personal) data relating to the author as a member of the scientific community.
If you're a ResearchGate member, you can follow this page to keep up with this author's work.
If you are this author, and you don't want us to display this page anymore, please let us know.
Citations
... Table 1 summarizes the main focus of prior relevant research, whether each paper examines the relative effectiveness of an AI salesperson over a human salesperson, and what contingency factors are considered to affect the relative effectiveness. These papers mostly focus on showing how current B2B firms use AI in each stage of the sales process (i.e., prospecting, pre-approach/ approach, presentation, overcoming objections/close and follow-up) and its potential contributions (Paschen et al., 2020;Prieto & Braga, 2021;Rajeb, 2020;. However, prior scholars have neglected to uncover the distinct contexts in which an AI or human salesperson could perform B2B sales activities more effectively and the contingency factors other than stage of sales process. ...