The AI-Conditioned Buyer

This conceptual paper introduces the original term AI-conditioned buyer to define a new cognitive state in modern commerce, where buyers arrive at sales interactions with perceptions, preferences, and decision heuristics already shaped by algorithmic systems. 

As artificial intelligence increasingly mediates the pre-purchase journey through personalised recommendations, predictive content, and digital social proof, traditional buyer typologies fall short of explaining this behavioural shift. This paper not only names and defines the phenomenon but also presents a typology of conditioning intensity, from Exploratory to Committed buyers, offering a practical lens for understanding trust formation and influence in short-cycle, human-to-human sales. 

By bridging this critical gap in sales and marketing theory, the paper lays the groundwork for future research and training in how salespeople adapt, respond, and remain relevant in AI-shaped buying environments.