This study presents an innovative method for examining sales literature using the advanced machine learning technology of BERT (Bidirectional Encoder Representations from Transformers). Expanding on our previous research, we apply BERT to a corpus from the Journal of Personal Selling & Sales Management (JPSSM) and further extend our study to include the top ten sales-related journals. Our objective is to demonstrate the effectiveness of the BERT model in identifying and comparing topics across these prominent journals, marking the initial phase in developing a specialized LImited LAnguage Model (LILAM) for sales content. We conclude with a recap of the analysis of sales literature, with plans to share our results and tools at a forthcoming conference in Montpellier, providing a valuable asset for researchers in this area.
| Original language | English |
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| Title of host publication | Proceedings of the Global Sales Science Institute Annual Conference Faster, Higher, Stronger, and Together |
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| Publication status | Published - Jun 2024 |
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| Publisher | GSSI |
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| ISSN (Electronic) | 2510-733X |
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