Artificial intelligence (AI) in sales organizations: the role of trust

Q: What does this research mean for the field?

Trust plays a central role in the adoption and effectiveness of artificial intelligence within sales organizations. Novelty: ClaimNovelty.SYNTHESIS. Consensus alignment: ConsensusAlignment.NEUTRAL.

Deva Rangarajan; Jörg Westphal; Johannes Habel; Brian Rutherford

doi:10.1080/08853134.2026.2614068

January 2, 2026Journal of Personal Selling and Sales ManagementOpen Access

Artificial intelligence (AI) in sales organizations: the role of trust

View Full Paper

Ask AI

Bookmark

Share

Ask about this paper

Answers are grounded in this paper and cite their sources.

Abstract

Within its 40+ year history, the Journal of Personal Selling & Sales Management (JPSSM) has published hundreds of articles related to the intersection of technology and sales. This research even in...

Discussion

No takes yet. Share an insight, caveat, or question.

Cite This Study

Rangarajan et al. (2026) studied this question.

synapsesocial.com/papers/6a3f87b4ef8b3439f071bdae https://doi.org/10.1080/08853134.2026.2614068

View Full Paper

Ask AI

Bookmark

Share

Artificial intelligence (AI) in sales organizations: the role of trust

Ask about this paper

Abstract

Discussion

Cite This Study

Artificial intelligence (AI) in sales organizations: the role of trust

Ask about this paper

Abstract

Discussion

Cite This Study

Keep reading

Keep reading