Intelligente Vertriebslösungen: KI-gestützte Use Cases im...

What this episode covers

Basierend auf dem Beitrag von Kathrin Kern und Dr. Detlev Herbst: Der Beitrag untersucht die strukturelle Integration künstlicher Intelligenz (KI) im B2B-Vertrieb entlang technologischer, organisatorischer und epistemischer Dimensionen. Ziel ist es, das Wechselspiel zwischen datenbasierter Entscheidungsunterstützung, strategischer Vertriebsarchitektur und kulturellem Wandel herauszuarbeiten. Der Text beleuchtet, wie KI-Systeme Vertriebsprozesse verändern, menschliche Rollen neu rahmen und Verantwortung umverteilen. Anwendungsbeispiele und vertiefende Analysen – etwa zu Agentic Voice AI – veranschaulichen Potenziale, Herausforderungen und notwendige Governance-Strukturen. Der Beitrag schließt mit einer kritischen Reflexion zu Legitimität und Entscheidungsfähigkeit in KI-gestützten Organisationen.

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How long is this episode of Digitales Management?

This episode is 6 minutes long.

When was this Digitales Management episode published?

This episode was published on January 22, 2026.

What is this episode about?

Basierend auf dem Beitrag von Kathrin Kern und Dr. Detlev Herbst: Der Beitrag untersucht die strukturelle Integration künstlicher Intelligenz (KI) im B2B-Vertrieb entlang technologischer, organisatorischer und epistemischer Dimensionen. Ziel ist es,...

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