Traditionally, sales commissions motivate and attract talent that thrives on such compensation. Whether as assistant or replacement, AI can reduce the need for individual effort and narrow the output gap between strong and weak salespeople. Commissions still matter, but firms should avoid layering AI onto legacy compensation plans without adjustment.
Develops a game-theoretic model to simulate how sales force compensation should adapt when AI is integrated into sales.
Unsold perishable food waste costs retailers and generates greenhouse gases. New stores face a “cold start” problem of what and how much to stock but can reduce waste by nearly two-thirds within two years. Regulators and investors need to allow for some waste as part of this dynamic learning process.
Analyzes data from a Japanese grocery chain on perishable food product ordering, sales and waste to determine whether—and how quickly—new stores can learn to match local demand and reduce waste.
MSI and ARF members discussed how AI, changing buyer behavior, and evolving relationship dynamics are affecting today’s B2B marketing and sales. The conversation highlighted a growing paradox: while AI is accelerating information access and automating parts of the buying process, B2B decisions are becoming more complex, more relationship-driven, and harder for sellers to influence early.
In today’s deeply polarized environment, consumers are no longer separating politics from purchasing. Research shows that 80% of consumers perceive brands as political, and many actively buy or boycott based on alignment with their values.
Join Professor Oded Netzer for an insightful discussion on brand-preference polarization, the growing influence of political identity on consumer behavior. Drawing on eight years of social media data and real-world brand cases, including Tesla, Nike, Patagonia, and Bud Light, this webinar will explore:
In a marketplace where staying neutral may no longer be an option, this webinar will equip leaders with data-driven insights and actionable frameworks to strengthen brand loyalty while managing risk.
Frontline employees constantly face a difficult judgment call: whether to continue a customer conversation or move on. Persist too long and valuable time is lost; disengage too early and promising opportunities may slip away.
In this webinar, we introduce a new agentic AI approach to real-time decision-making in customer interactions. Rather than generating scripts or replacing employees, an AI “stopping agent” observes live conversations and decides whether the interaction should continue or end.
We will discuss how generative AI can be trained to make sequential decisions under uncertainty and what this emerging class of action-oriented AI agents could mean for sales and customer-facing operations. Join us to learn how AI may help organizations rethink how frontline time and attention are allocated.
Frontline employees constantly face a difficult judgment call: whether to continue a customer conversation or move on. Persist too long and valuable time is lost; disengage too early and promising opportunities may slip away.
In this webinar, we introduce a new agentic AI approach to real-time decision-making in customer interactions. Rather than generating scripts or replacing employees, an AI “stopping agent” observes live conversations and decides whether the interaction should continue or end.
We will discuss how generative AI can be trained to make sequential decisions under uncertainty and what this emerging class of action-oriented AI agents could mean for sales and customer-facing operations. Join us to learn how AI may help organizations rethink how frontline time and attention are allocated.