An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance

Surajit Bag, Shivam Gupta, Ajay Kumar () and Uthayasankar Sivarajah
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Surajit Bag: UJ - University of Johannesburg [South Africa], NUS - North South University
Shivam Gupta: NEOMA - Neoma Business School
Ajay Kumar: EM - EMLyon Business School
Uthayasankar Sivarajah: University of Bradford

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Abstract: This study examines the effect of big data powered artificial intelligence on customer knowledge creation, user knowledge creation and external market knowledge creation to better understand its impact on B2B marketing rational decision making to influence firm performance. The theoretical model is grounded in Knowledge Management Theory (KMT) and the primary data was collected from B2B companies functioning in the South African mining industry. Findings point out that big data powered artificial intelligence and the path customer knowledge creation is significant. Secondly, big data powered artificial intelligence and the path user knowledge creation is significant. Thirdly, big data powered artificial intelligence and the path external market knowledge creation is significant. It was observed that customer knowledge creation, user knowledge creation and external market knowledge creation have significant effect on the B2B marketing-rational decision making. Finally, the path B2B marketing rational decision making has a significant effect on firm performance.

Keywords: Artificial intelligence; big data; Knowledge management; B2B marketing (search for similar items in EconPapers)
Date: 2021-01-01
Note: View the original document on HAL open archive server: https://hal.science/hal-03188195v1
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Citations: View citations in EconPapers (20)

Published in Industrial Marketing Management, 2021, 92, 178-189 p. ⟨10.1016/j.indmarman.2020.12.001⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03188195

DOI: 10.1016/j.indmarman.2020.12.001

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