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.

Research output: Chapter in Book/Report/Conference proceeding › Abstract in proceeding › peer-review

Original language	English
Title of host publication	GSSI 2026 Conference proceedings
Number of pages	5
Publication date	2026
Publication status	Published - 2026
Event	Global Sales Science Institute Annual Conference (GSSI) 2026 - Politecnica delle Marche University, Faculty of Economics, Ancona, Italy Duration: 3 Jun 2026 → 5 Jun 2026 https://gssi2026.com/

Conference

Conference	Global Sales Science Institute Annual Conference (GSSI) 2026
Location	Politecnica delle Marche University, Faculty of Economics
Country/Territory	Italy
City	Ancona
Period	03/06/26 → 05/06/26
Internet address	https://gssi2026.com/

Cite this

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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 -