The business type as the starting point for digital transformation in sales management

Abstract

Various empirical studies are concerned with the success factors of the digital transformation process. However, a critical review of the literature shows that empirical studies in BtB sales management predominantly focus on company sizes as well as industries, but mostly neglect the relevance of business types. In the following paper, the results of an empirical study will be presented, which will fill the existing research gap. It will be demonstrated that the business type is having a major influence on the design of the various sales process steps as well as on the digitalization potential of the respective processes.

Mehr zum Titel

Titel	The business type as the starting point for digital transformation in sales management
Medien	Proceedings on 'Sales 2020 - Managing customer relationships in disruptive environments, Vienna, Austria
Verfasser	Prof. Dr. Stefan Wengler, Gabriele Hildmann, Ulrich Vossebein
Seiten	S. 31-35
Veröffentlichungsdatum	08.06.2018
Zitation	Wengler, Stefan; Hildmann, Gabriele; Vossebein, Ulrich (2018): The business type as the starting point for digital transformation in sales management. Proceedings on 'Sales 2020 - Managing customer relationships in disruptive environments, Vienna, Austria, S. 31-35.