Winning in B2B sales in the digital economy: A systematic literature review and the dynamic capabilities approach

dc.contributor.authorPitman, Titta
dc.contributor.authorKoponen, Jonna
dc.contributor.authorTarkiainen, Anssi
dc.date.accessioned2023-12-26T18:45:02Z
dc.date.available2023-12-26T18:45:02Z
dc.date.issued2024-01-03
dc.identifier.doi10.24251/HICSS.2023.579
dc.identifier.isbn978-0-9981331-7-1
dc.identifier.otherf6f68d65-55af-4037-8c68-7d8a8305b4eb
dc.identifier.urihttps://hdl.handle.net/10125/106964
dc.language.isoeng
dc.relation.ispartofProceedings of the 57th Hawaii International Conference on System Sciences
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 International
dc.rights.urihttps://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subjectMaking Digital Transformation Real
dc.subjectb2b sales
dc.subjectb2b sales management
dc.subjectdigital economy
dc.subjectdigital transformation
dc.subjectsalespeople
dc.titleWinning in B2B sales in the digital economy: A systematic literature review and the dynamic capabilities approach
dc.typeConference Paper
dc.type.dcmiText
dcterms.abstractHow business-to-business (B2B) firms succeed in digital transformation in sales will determine if they flourish or perish. The adoption of digital technologies creates new opportunities and challenges for firms. Successful adoption can lead to increased revenues and improved customer relations. For B2B sellers and managers to succeed in the digital economy, they need to understand and adapt to these changes. A thorough analysis of the available literature and the strategic use of dynamic capabilities are required due to the changing nature of the B2B sales marketplace. In this systematic literature review, we bring together the digital transformation research of B2B sales management by synthesizing major themes and topics. We analyze the findings with a lens of dynamic capabilities and identify seven dynamic capabilities that managers need to pay attention to in B2B sales to win sales in the digital economy. Additionally, we propose a future research agenda.
dcterms.extent10 pages
prism.startingpage4838

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