Academic Articles
(Working Papers)
When Algorithms are the Customer: Why Systemic Reliability Replaces Relational Capital
This working paper tackles a fundamental question: How do B2B organizations compete when AI-powered procurement systems and autonomous agents replace human buyers?
Key insight: Relational capital (trust, networks, relationships) loses effectiveness when the buyer is a computational system.
Competing in the Age of Algorithmic Intermediation: A Dynamic Capabilities Framework for Algorithmic Readiness
This paper develops 'Algorithmic Readiness,' a new dynamic capabilities framework for how organizations must sense, seize, and transform to compete in AI-mediated markets
From Persuasion to Computation: Reconceptualizing Marketing in Agent-Mediated Markets
The AIDA marketing funnel is obsolete. This paper introduces the 'API Call Model,' a new framework for when AI agents make purchases based on logic, not persuasion.
Ethical Statement for Academic Work: I am the sole intellectual architect of all frameworks, insights, and theoretical contributions in my work. I employ AI tools strictly as sophisticated research instruments—for data processing, logical verification, and prose refinement. Every original concept, included in this website and related platforms, emerges from my own strategic analysis and experience. AI enhances my research efficiency; it does not generate my ideas.