door.donau-uni.ac.at o:5735 Emerging workflows, relationships, and identities in business to-business (b2b) information technology (IT) sales Adopting Artificial Intelligence (AI) has become an organizational imperative, placing B2B IT sales professionals in a unique and paradoxical position: they are the primary agents promoting this disruptive technology while their own professional lives are being reshaped by it. While existing research has explored AI's impact on sales, it has often remained at a managerial level. This thesis addresses that gap by providing a bottom-up view that privileges the sellers' own perspectives. The central research question is: how is AI reshaping the workflows, relationships, and professional identities of B2B IT sales professionals? The study adopts a qualitative, exploratory approach guided by a sociomaterial lens. Data was collected through semi structured interviews with seven front-line sellers and analyzed using reflexive thematic analysis. The findings reveal that while AI offers significant efficiency gains, it also introduces a demanding "curation workflow," creates new relational frictions around surveillance and authenticity, and generates profound anxieties about skill commodification. In response, sellers are actively reconfiguring their value proposition, pivoting to a distinctly "human advantage" rooted in strategic acumen, empathy, and trust to navigate the paradoxes of their evolving role. eng B2B IT Sales Artificial Intelligence (AI) Sociomateriality Professional Identity Workflows 2025-10-09T07:32:57.305Z LOMv1.0 Author BEGIN:VCARD VERSION:3.0 N:Ferreira de Avila;Luan; FN:Luan Ferreira de Avila END:VCARD https://w3id.org/kim/hcrt/scheme https://w3id.org/kim/hcrt/text Textdokument Text LOMv1.0 yes https://rightsstatements.org/vocab/InC/1.0 application/pdf 861339 https://door.donau-uni.ac.at/o:5735 https://door.donau-uni.ac.at/api/object/o:5735/thumbnail LOMv1.0 discipline