The state of artificial intelligence: Procurement versus sales and marketing

Spreitzenbarth, Jan ; Stuckenschmidt, Heiner ; Bode, Christoph

Document Type: Book chapter
Year of publication: 2022
Book title: Supply management research: Aktuelle Forschungsergebniss 2022
Page range: 173-193
Publisher: Bode, Christoph ; Bogaschewsky, Ronald ; Eßig, Michael ; Lasch, Rainer ; Stölzle, Wolfgang
Place of publication: Wiesbaden
Publishing house: Springer Gabler
ISBN: 978-3-658-38349-7 , 978-3-658-38350-3
Publication language: German and English
Institution: Business School > Stiftungslehrstuhl für Procurement (Bode 2014-)
Abstract: Procurement, sales and marketing are the main boundary spanning functions of an organization each with a specific focus and partly different views and objectives. They are often considered as two sides of a coin that struggle with one another for relative competitive advantage. The digitalization of procurement functions and the introduction of enterprise resource systems have led to a seeming data abundance. However, the results especially in the area of artificial intelligence are not yet satisfac-tory in practical application. In addition, few academic works are steered towards procurement. In fact, some expect that procurement is less likely to benefit from the application of artificial intelligence methods emphasizing the potential benefits in functions such as finance, production, marketing and sales. Why is that? What can we do about it? Or is it even a bad thing after all? This manuscript is structured in three sections based upon the “Memorandum of Design Orientated Business Informatics” with analysis, draft, evaluation and diffusion (Österle et al., 2010). Five propositions have been derived by contrasting and comparing the needed decisions and available data of procurement with marketing and sales. Based upon them, recommendations are developed for management and further research.

Dieser Eintrag ist Teil der Universitätsbibliographie.

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ORCID: Spreitzenbarth, Jan ORCID: 0000-0002-8282-047X ; Stuckenschmidt, Heiner ORCID: 0000-0002-0209-3859 ; Bode, Christoph ORCID: 0000-0001-5006-5804 ["search_editors_ORCID" not defined] Bode, Christoph ORCID: 0000-0001-5006-5804 ; Bogaschewsky, Ronald ; Eßig, Michael ; Lasch, Rainer ; Stölzle, Wolfgang

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