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.
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.