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Summary Artikel: Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions
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Artificial Intelligence Coaches for Sales Agents: Caveats and SolutionsLuo et al. 2021
Artikel gaat over Artificial intelligence coaches en het nut ervan. Dit artikel geeft toe dat mensen
altijd nodig zijn alleen de prijs van menselijke coaches zijn erg hoog bij bedrijven. De AI coaches
kunnen een handige aanvulling zijn bij het voeren van sales gesprekken en laten zich veel meer
leiden door cijfermatige en rationele argumenten. Tevens hebben AI coaches geen slechte dagen
en kunnen geen besluiten op basis van gevoel doen. Echter is de effectiviteit per manager
verschillend. Low ranked managers leiden snel aan information overload, middle ranked managers
hebben er het meeste baat bij omdat zij beter in staat zijn om de info te verwerken en minder
aversie hebben tegen AI coaches. High ranked managers zijn hoger opgeleid en hebben daardoor
veel aversie tegen AI coaches omdat ze denken dat ze prima zelf in staat zijn om hun besluiten te
nemen. AI coaches en menselijke managers combineren het beste van twee werelden en dit
onderzoek hoopt dan ook dat bedrijven hier meer in gaan investeren.
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.
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