Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes

For your marketing

Possible founder application

Treat this as evidence for the specific b2b growth and sales question studied. Compare the setting and sample to your company before changing a growth decision; use a local experiment where the paper does not match your context.

Reported result

What the study found

The study links AI exploitation to three managerial capabilities: data-based human capital, social capital for a knowledge-sharing culture, and a transformative AI-positive mindset. These foster AI-integrated knowledge processes at individual, team, and organizational levels.

Research question

What the authors investigated

How do sales managers support B2B sales teams in adopting and exploiting AI through managerial capabilities and organizational knowledge processes?

Design

Grounded-theory approach based on interviews with top-level managers in B2B sales organizations; the publisher abstract reports the empirical framework but not interview protocol or coding details.

Sample and setting

32 top-level managers in B2B sales organizations; organizational/geographic composition is not specified in the publisher abstract.

Scope and transfer

Limitations to keep in view

The publisher-accessible abstract does not report limitations, interview selection details, organizational composition, or transferability constraints; these require full-text editorial checking.

Research sources

Moderate-to-strong direct evidence: publisher DOI/ScienceDirect record verifies exact metadata, study type, interview N, and findings in the abstract; limitations and fuller design are not claimed because only abstract-level content was verified. Correction notices were not separately verified in this collection; consult the current publisher record before applying the findings.