Was diese Arbeiten tatsächlich gemessen haben

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• B ROD25-C1 GenAI has a positive impact on sales process effectiveness, administrative efficiency and sales performance, verbatim: "The results indicate that GenAI technology has a positive impact on the effectiveness of the sales process, administrative efficiency, and sales performance"JBIM 40(10), 2013–2027 · 10.1108/JBIM-02-2025-0097
• B ROD25-C2 The instrument chain runs interviews to pilot survey to online survey, and "Data were analyzed using partial least squares (PLS)", with the manager condition stated as a result: "upper management support influences the use of GenAI technology and positively moderates the relationship between technology self-efficacy and the use of GenAI technology"JBIM 40(10), 2013–2027 · 10.1108/JBIM-02-2025-0097
• B ROD25-C3 One firm, one sector, and the authors say so: "The study focuses on a single healthcare company, which may limit its generalizability to other healthcare companies"JBIM 40(10), 2013–2027 · 10.1108/JBIM-02-2025-0097
• B ROD25-C4 The paper's own limitation: "relies on self-reported data from sales professionals"JBIM 40(10), 2013–2027 · 10.1108/JBIM-02-2025-0097
• A HH25-C1 Grounded theory, and the sample is small and senior: "Using a grounded theory approach, we derive empirical insights from interviews with 32" top-level managers, described again as in"terviews with 32 top-level managers of sales organizations"hautamaki-heikinheimo-2025-ai-b2b-sales
• A HH25-C2 "despite the wide accessibility of AI, its adoption in B2B sales remains limited"hautamaki-heikinheimo-2025-ai-b2b-sales
• A HH25-C3 The capabilities named: data-based human capital, social capital, "a transformative AI-positive mindset"hautamaki-heikinheimo-2025-ai-b2b-sales
• A BLR25-C1 The published figure is 15%, not 14%: productivity rises "as measured by issues resolved per hour, by 15% on average"brynjolfsson-li-raymond-2025-generative-ai-at-work
• A BLR25-C2 The heterogeneity runs both ways: "the most experienced and highest-skilled workers see small gains in speed and small declines in quality"brynjolfsson-li-raymond-2025-generative-ai-at-work
• A BLR25-C3 The design is not a randomised trial: "the staggered introduction of a generative AI-based conversational assistant using data from 5,172 customer-support agents"brynjolfsson-li-raymond-2025-generative-ai-at-work
• A BLR25-C4 Not common problems and not novel ones: "the gains from AI adoption are largest for moderately rare problems"brynjolfsson-li-raymond-2025-generative-ai-at-work
• A BLR25-C5 Downstream, in the authors words: "customers are more polite and less likely to ask to speak to a manager"brynjolfsson-li-raymond-2025-generative-ai-at-work
• A DELL26-C1 The unevenness is invisible to the operator: the frontier is jagged "where AI assistance improves performance for some tasks but worsens it for others, even within the same knowledge workflow and with a seemingly similar level of difficulty"dellacqua-etal-2026-jagged-frontier
• A DELL26-C2 Preregistered, three arms, and it "involved 758 knowledge workers": "subjects were randomly assigned to one of three conditions: no AI access, GPT-4 AI access, or GPT-4 AI access with a prompt engineering overview"dellacqua-etal-2026-jagged-frontier
• A DELL26-C3 Inside the frontier, verbatim: "completing 12.2% more tasks and completing them 25.1% more quickly on average while also delivering solutions of significantly improved quality"dellacqua-etal-2026-jagged-frontier
• A DELL26-C4 Outside it, and on one deliberately selected task, correctness falls by 19 percentage points: the control group was "correct about this exercise about 84.5% of the time, but the AI conditions scored at 60% and 70.6% (an average decrease of 19 percentage points", restated in the discussion as "subjects using AI were 19 percentage points less likely to produce correct solutions". Quote these, never the abstract's "19% less likely" (AI-X14)dellacqua-etal-2026-jagged-frontier
• B LUO19-C1 The design, in the authors' words: "This study exploits field experiment data on more than 6,200 customers who are randomized to receive highly structured outbound sales calls from chatbots or human workers"luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition
• B LUO19-C2 Undisclosed bots matched proficient workers: "undisclosed chatbots are as effective as pro"ficient workers and four times more effective "than inexperienced workers in engendering customer purchases"luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition
• B LUO19-C3 Disclosure before the conversation is the finding: "a disclosure of chatbot identity before the machine"-customer conversation reduces purchase rates by more than 79.7%luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition
• B LUO19-C4 And it costs conversation as well as sales: "the chatbot disclosure substantially decreases call length"luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition
• B LUO19-C5 The mechanism is perception rather than measured performance: "they are curt and purchase less because they perceive the disclosed bot as less knowledgeable and less empathetic"luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition
• B LUO19-C6 A subjective perception effect despite objective competence; late disclosure mitigatesluo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition

Prüfgrade: A, gegen die gedruckte Seite der Primärquelle geprüft · B, Primärquelle, nur Textebene · C, belastbare Sekundärquelle · D, berichtet.

Diese Abbildung gehört zu einem Essay: Die Zahlen stehen hier, das Argument dort.