The impact of providing non-human identity cues about sales agents on consumer responses: the role of social presence and speciesism activation
Sign Up to like & getrecommendations! Published in 2025 at "European Journal of Marketing"
DOI: 10.1108/ejm-01-2022-0066
Abstract: Purpose This work investigates how different strategies for providing cues about the non-human identity of a sales agent influence consumers’ perceptions and purchase-related outcomes, and how a social interaction style shapes these responses. Additionally, the… read more here.
Keywords: speciesism; sales agents; identity; identity cues ... See more keywords
Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions
Sign Up to like & getrecommendations! Published in 2020 at "Journal of Marketing"
DOI: 10.1177/0022242920956676
Abstract: Firms are exploiting artificial intelligence (AI) coaches to provide training to sales agents and improve their job skills. The authors present several caveats associated with such practices based on a series of randomized field experiments.… read more here.
Keywords: intelligence coaches; coach; human coach; sales agents ... See more keywords