From Direct Persuasion to Indirect Influence: Reconfiguring the Industrial Salesperson Role in AI-Supported Technologically Complex Buying.

Tetyana Jørgensen; Alf Michael Fast

From Direct Persuasion to Indirect Influence: Reconfiguring the Industrial Salesperson Role in AI-Supported Technologically Complex Buying.

Publikation: Bidrag til bog/antologi/rapport › Abstrakt i proceeding › peer review

Originalsprog	Engelsk
Titel	GSSI 2026 Conference proceedings
Antal sider	5
Publikationsdato	2026
Status	Udgivet - 2026
Begivenhed	Global Sales Science Institute Annual Conference (GSSI) 2026 - Politecnica delle Marche University, Faculty of Economics, Ancona, Italien Varighed: 3 jun. 2026 → 5 jun. 2026 https://gssi2026.com/

Konference

Konference	Global Sales Science Institute Annual Conference (GSSI) 2026
Lokation	Politecnica delle Marche University, Faculty of Economics
Land/Område	Italien
By	Ancona
Periode	03/06/26 → 05/06/26
Internetadresse	https://gssi2026.com/

Citationsformater

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title = "From Direct Persuasion to Indirect Influence: Reconfiguring the Industrial Salesperson Role in AI-Supported Technologically Complex Buying.",

author = "Tetyana J{\o}rgensen and Fast, \{Alf Michael\}",

year = "2026",

language = "English",

booktitle = "GSSI 2026 Conference proceedings",

note = "Global Sales Science Institute Annual Conference (GSSI) 2026, GSSI 2026 ; Conference date: 03-06-2026 Through 05-06-2026",

url = "https://gssi2026.com/",

}

TY - ABST

T1 - From Direct Persuasion to Indirect Influence: Reconfiguring the Industrial Salesperson Role in AI-Supported Technologically Complex Buying.

AU - Jørgensen, Tetyana

AU - Fast, Alf Michael

PY - 2026

Y1 - 2026

M3 - Abstract in proceeding

BT - GSSI 2026 Conference proceedings

T2 - Global Sales Science Institute Annual Conference (GSSI) 2026

Y2 - 3 June 2026 through 5 June 2026

ER -