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Was diese Arbeiten tatsächlich gemessen haben
Zwei der fünf messen, was Menschen berichten. Drei messen, was sich verändert hat. Die letzte Spalte ist diejenige, die den ersten beiden fehlt.
| Arbeit | Design | Untersuchte | Feld | Wo ein Schaden sichtbar würde |
|---|---|---|---|---|
| Rodriguez u. a. (2025) | Befragung, partielle kleinste Quadrate | Vertriebsmitarbeitende, ein Gesundheitsunternehmen | B2B-Vertrieb | Nicht gemessen – das Ergebnis ist eine Auskunft |
| Hautamäki und Heikinheimo (2025) | Grounded Theory, Interviews | 32 Führungskräfte der obersten Ebene | B2B-Vertriebsorganisationen | Nicht gemessen – das Ergebnis ist Führungsfähigkeit |
| Brynjolfsson u. a. (2025) | Gestaffelte Einführung, nicht randomisiert | 5.172 Servicekräfte | Kundenservice nach dem Kauf, ein Unternehmen | Am oberen Ende der Leistungsverteilung |
| Dell’Acqua u. a. (2026) | Präregistriertes randomisiertes Experiment | 758 Wissensarbeitende | 18 Aufgaben innerhalb der Grenze, 1 außerhalb | Auf einer Seite einer Aufgabengrenze |
| Luo u. a. (2019) | Randomisiertes Feldexperiment | Mehr als 6.200 Kundinnen und Kunden | Stark strukturierte Outbound-Anrufe | Auf der Kundenseite des Gesprächs |
Bei breiten Tabellen horizontal wischen oder scrollen.
Referenz & Evidenz
Quelle: Eigene Zusammenstellung der fünf zitierten Arbeiten, jeweils nach dem veröffentlichten Abstract. Die Designs sind so benannt, wie die Autorinnen und Autoren sie benennen. Ergebniszahlen sind hier bewusst nicht wiedergegeben; das Argument des Beitrags ist, dass diese Zahlen nicht wandern sollten.
Jede Zeile ist eine geprüfte Aussage aus dem Prüfregister des Journals, beim Build aus dem Register aufgelöst. Das Register wird auf Englisch geführt.
- B 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 ·
ROD25-C1 - B 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 ·
ROD25-C2 - B 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 ·
ROD25-C3 - B The paper's own limitation: "relies on self-reported data from sales professionals" JBIM 40(10), 2013–2027 · 10.1108/JBIM-02-2025-0097 ·
ROD25-C4 - A 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 ·
HH25-C1 - A "despite the wide accessibility of AI, its adoption in B2B sales remains limited" hautamaki-heikinheimo-2025-ai-b2b-sales ·
HH25-C2 - A The capabilities named: data-based human capital, social capital, "a transformative AI-positive mindset" hautamaki-heikinheimo-2025-ai-b2b-sales ·
HH25-C3 - A 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 ·
BLR25-C1 - A 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 ·
BLR25-C2 - A 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 ·
BLR25-C3 - A 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 ·
BLR25-C4 - A 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 ·
BLR25-C5 - A 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 ·
DELL26-C1 - A 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 ·
DELL26-C2 - A 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 ·
DELL26-C3 - A Outside it, and on one deliberately selected task: "for a complex managerial task selected to be outside the frontier, subjects using AI were 19% less likely to produce correct solutions" dellacqua-etal-2026-jagged-frontier ·
DELL26-C4 - B 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 ·
LUO19-C1 - B 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 ·
LUO19-C2 - B 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 ·
LUO19-C3 - B 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 ·
LUO19-C4 - B 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 ·
LUO19-C5 - B A subjective perception effect despite objective competence; late disclosure mitigates luo-tong-fang-qu-2019-chatbot-disclosure: held as Articles in Advance, part-only; B until the issue edition ·
LUO19-C6
Prüfgrade: A, gegen die gedruckte Seite der Primärquelle geprüft · B, Primärquelle, nur Textebene · C, belastbare Sekundärquelle · D, berichtet.
Verwandte Abbildungen
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Vier Schnitte durch Daten, die Sie schon haben
Aus dem Beitrag Was KI in Revenue Operations wirklich verändert
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Das Panel im Überblick: drei Gewichtungen, eine Richtung
Aus dem Beitrag Was KI mit den Umsatzkosten gemacht hat, steht nicht in der Zeile, die alle zitieren.
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In welche Teile des Funnels ein System schreibt
Aus dem Beitrag Der Funnel-Engpass, den niemand misst.