Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach
References
- (1978) The estimation of a simultaneous equation generalized probit model. Econometrica 46(5):1193–1205.Crossref, Google Scholar
- (1986) Factors influencing the use of a decision rule in a probabilistic task. Organ. Behav. Human Decision Processes 37(1):93–110.Crossref, Google Scholar
- (2001) Judgmental bootstrapping: Inferring experts’ rules for forecasting. Armstrong, JS, ed. Principles of Forecasting, International Series in Operations Research & Management Science, volume 30 (Springer, Boston), 171–192.Crossref, Google Scholar
- (2016) B2B technology adoption in customer driven supply chains. J. Bus. Indust. Marketing 31(1):1–12.Crossref, Google Scholar
- (1994) White-collar robotics: Levering managerial decision making. Calif. Management Rev. 37(1):83–109.Crossref, Google Scholar
- (2015) Why are there still so many jobs? The history and future of workplace automation. J. Econom. Perspect. 29(3):3–30.Crossref, Google Scholar
- (2003) The skill content of recent technological change: An empirical exploration. Quart. J. Econom. 118(4):1279–1333.Crossref, Google Scholar
- (2007) Judgemental bootstrapping of technical traders in the bond market. Internat. J. Forecasting 23(3):427–445.Crossref, Google Scholar
- (2016) Investigations of sales representatives’ valuation of options. J. Acad. Marketing Sci. 44(2):135–150.Crossref, Google Scholar
- (1963) Consistency and optimality in managerial decision making. Management Sci. 9(2):310–321.Link, Google Scholar
- (2012) Role of reference price on price and quantity: Insights from business-to-business markets. J. Marketing Res. 49(5):640–654.Crossref, Google Scholar
- (2012) Race Against the Machine: How the Digital Revolution Is Accelerating Innovation, Driving Productivity, and Irreversibly Transforming Employment and the Economy (Digital Frontier Press, Lexington, MA).Google Scholar
- (1991) The process-performance paradox in expert judgment: How can experts know so much and predict so badly? Ericsson KA, Smith J, eds. Toward a General Theory of Expertise: Prospects and Limits (Cambridge University Press, Cambridge, UK), 195–217.Google Scholar
- (2018) Deep learning algorithms for detection of critical findings in head CT scans: A retrospective study. Lancet 392(10162):2388–2396.Crossref, Google Scholar
- (2016) Where machines could replace humans—And where they can’t (yet). McKinsey Quart. (July 8), https://www.mckinsey.com/capabilities/mckinsey-digital/our-insights/where-machines-could-replace-humans-and-where-they-cant-yet.Google Scholar
- (2005) Do behavioral biases affect prices? J. Finance 60(1):1–34.Crossref, Google Scholar
- (2018) Bias and productivity in humans and algorithms: Theory and evidence from resume screening. Working paper, Columbia Business School, New York.Google Scholar
- (1971) Some statistical models for limited dependent variables with application to the demand for durable goods. Econometrica 39(5):829–844.Crossref, Google Scholar
- (2005) Rank-sum tests for clustered data. J. Amer. Statist. Assoc. 100(471):908–915.Crossref, Google Scholar
- Dawes RM (1971) A case study of graduate admissions: Application of three principles of human decision making. Amer. Psych. 26(2):180–188.Google Scholar
- (1979) The robust beauty of improper linear models in decision making. Amer. Psych. 34(7):571–582.Crossref, Google Scholar
- (1989) Clinical vs. actuarial judgment. Science 243(4899):1668–1674.Crossref, Google Scholar
- (2017) The growing importance of social skills in the labor market. Quart. J. Econom. 132(4):1593–1640.Crossref, Google Scholar
- (2015) Algorithm aversion: People erroneously avoid algorithms after seeing them err. J. Experiment. Psych. Gen. 144(1):114–126.Crossref, Google Scholar
- (1978) Bootstrapping the security analyst. J. Appl. Psych. 63(1):110.Crossref, Google Scholar
- (1986) Accepting error to make less error. J. Personality Assessment 50(3):387–395.Crossref, Google Scholar
- Forrester (2018) Mapping the $9 trillion US B2B online commerce market. Technical report, Forrester, Cambridge, MA.Google Scholar
- (2017) The future of employment: How susceptible are jobs to computerisation? Tech. Forecasting Soc. Change 114:254–280.Crossref, Google Scholar
- (1970) Man vs. model of man: A rationale, plus some evidence, for a method of improving on clinical inferences. Psych. Bull. 73(6):422.Crossref, Google Scholar
- (2015) Business-to-business buying: Challenges and opportunities. Customer Needs Solutions 2(3):193–208.Crossref, Google Scholar
- (1984) Specification tests for the multinomial logit model. Econometrica 52(5):1219–1240.Crossref, Google Scholar
- (2008) Stubborn reliance on intuition and subjectivity in employee selection. Indust. Organ. Psych. 1(3):333–342.Crossref, Google Scholar
- (1960) The paramorphic representation of clinical judgment. Psych. Bull. 57(2):116.Crossref, Google Scholar
- (2017) Wilcoxon rank-based tests for clustered data with R package clusrank. Preprint, submitted June 11, https://arxiv.org/abs/1706.03409.Google Scholar
- (2011) Thinking, Fast and Slow (Macmillan, New York).Google Scholar
- (2009) Dynamic customer management and the value of one-to-one marketing. Marketing Sci. 28(6):1063–1079.Link, Google Scholar
- (2019) When salespeople manage customer relationships: Multidimensional incentives and private information. J. Marketing Res. 56(5):749–766.Crossref, Google Scholar
- (2018) Human decisions and machine predictions. Quart. J. Econom. 133(1):237–293.Crossref, Google Scholar
- (1969) Extensions of Bowman’s theory on managerial decision-making. Management Sci. 15(8):B415–B439.Link, Google Scholar
- (2004) Customer value, satisfaction, loyalty, and switching costs: An illustration from a business-to-business service context. J. Acad. Marketing Sci. 32(3):293–311.Crossref, Google Scholar
- (2012) Incentive schemes, sorting, and behavioral biases of employees: Experimental evidence. Amer. Econom. J. Microeconom. 4(2):184–214.Crossref, Google Scholar
- (2016) The B2B knowledge gap. Internat. J. Res. Marketing 33(3):543–556.Crossref, Google Scholar
- (1954) Clinical vs. Statistical Prediction: A Theoretical Analysis and a Review of the Evidence (University of Minnesota Press, Minneapolis).Crossref, Google Scholar
- (2011) A structural model of sales-force compensation dynamics: Estimation and field implementation. Quant. Marketing Econom. 9(3):211–257.Crossref, Google Scholar
- (1994) The commitment-trust theory of relationship marketing. J. Marketing 58(3):20–38.Crossref, Google Scholar
- (2018) Automation, skills use and training. OECD Social, Employment and Migration Working Papers 202, OECD Publishing, Paris.Google Scholar
- (1993) The Adaptive Decision Maker (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
- (2010) A control function approach to endogeneity in consumer choice models. J. Marketing Res. 47(1):3–13.Crossref, Google Scholar
- (1980) Randomization analysis of experimental data: The Fisher randomization test comment. J. Amer. Statist. Assoc. 75(371):591–593.Google Scholar
- (2017) Sales representative departures and customer reassignment strategies in business-to-business markets. J. Marketing 81(2):25–44.Crossref, Google Scholar
- (1971) Man vs. model of man revisited: The forecasting of graduate school success. J. Personality Soc. Psych. 19(1):100–106.Crossref, Google Scholar
- (2014) Dynamic targeted pricing in B2B relationships. Marketing Sci. 33(3):317–337.Link, Google Scholar

