Template-Type: ReDIF-Article 1.0
Author-Name: Stefan Wengler
Author-Name-First: Stefan
Author-Name-Last: Wengler
Author-Email: stefan.wengler@hof-university.de
Author-Workplace-Name: Hof University, Hof, Germany
Author-Name: Margarethe Überwimmer
Author-Name-First: Margarethe
Author-Name-Last: Überwimmer
Author-Email: margarethe.ueberwimmer@fh-steyr.at
Author-Workplace-Name: Upper Austria University of Applied Sciences, Steyr, Austria
Author-Name: Pia Hautamäki
Author-Name-First: Pia
Author-Name-Last: Hautamäki
Author-Email: pia.hautamaki@tuni.fi
Author-Workplace-Name: Tampere University of Applied Sciences, Tampere, Finland
Author-Name: Gabriele Hildmann
Author-Name-First: Gabriele
Author-Name-Last: Hildmann
Author-Email: G.Hildmann@gmx.de
Author-Workplace-Name: KAIROS, Kronberg im Taunus, Germany
Author-Name: Ulrich Vossebein
Author-Name-First: Ulrich
Author-Name-Last: Vossebein
Author-Email: ulrich.vossebein@wi.thm.de
Author-Workplace-Name: University of Applied Sciences, Friedberg, Germany
Author-Name: Robert Füreder
Author-Name-First: Robert
Author-Name-Last: Füreder
Author-Email: robert.fuereder@fh-steyr.at
Author-Workplace-Name: Upper Austria University of Applied Sciences, Steyr, Austria
Title: Digital transformation in B2B sales – differences and best practices in three different European countries
Abstract: There has been an increasing discussion around B2B sales and the need for its digital transformation as it may strongly accelerate company’s performance. Because sales is an essential element of business growth, it is important to study B2B sales and the level of digital transformation on a country-specific level. For this purpose, we studied the role of digital transformation in three different countries from the sales organization’s perspective. Our qualitative preliminary findings show that the European Union’s classifications on digitalization of European countries do not correlate with the companies’ digital transformation of their sales operations in these countries.
Classification-JEL: L86, M31
Keywords: B2B sales, digitalization, digital transformation
Journal: Marketing Science & Inspirations
Pages: 40-48
Volume: 15
Issue: 2
Year: 2020
File-URL: https://msijournal.com/digital-transformation-in-b2b-sales-differences-and-best-practices-in-three-different-european-countries/
Handle: RePEc:cub:journm:v:15:y:2020:i:2:p:40-48