Hugo Ferreira Tadeu Braga's scientific contributions

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. ...