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The state of artificial intelligence: Procurement versus sales and marketing

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Supply Management Research


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 satisfactory 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.

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© 2022 Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature

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Spreitzenbarth, J.M., Stuckenschmidt, H., Bode, C. (2022). The state of artificial intelligence: Procurement versus sales and marketing. In: Bode, C., Bogaschewsky, R., Eßig, M., Lasch, R., Stölzle, W. (eds) Supply Management Research. Advanced Studies in Supply Management. Springer Gabler, Wiesbaden.

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  • Publisher Name: Springer Gabler, Wiesbaden

  • Print ISBN: 978-3-658-38349-7

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