The human side of digital transformation in sales: review & future paths
Author:
Affiliation:
1. Sales & Marketing Department, University of Bochum, Universitätsstraße 150, Bochum, 44780, Germany
2. Department of Marketing & Entrepreneurship, C.T. Bauer College of Business, University of Houston, 4750 Calhoun Road, Houston, TX77204-6021, USA
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
https://www.tandfonline.com/doi/pdf/10.1080/08853134.2021.1920969
Reference34 articles.
1. What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales
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4. Boston Consulting Group. 2020. “Flipping the Odds of Digital Transformation Success.” Accessed March 3, 2021. https://www.bcg.com/de-de/publications/2020/increasing-odds-of-success-in-digital-transformation
5. Commentary: practical insights for sales force digitalization success—an executive’s key takeaways
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