Digital transformation of business-to-business sales: what needs to be unlearned?-Reference-Cited by-同舟云学术

Digital transformation of business-to-business sales: what needs to be unlearned?

Published:2021-04-03 Issue:2 Volume:41 Page:113-129
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Mattila Malla¹^ORCID,Yrjölä Mika¹^ORCID,Hautamäki Pia²^ORCID

Affiliation:

1. Faculty of Management and Business, Tampere University, FI-33014, Tampere, Finland

2. School of Business, Tampere University of Applied Sciences, FI-33014, Tampere, Finland

Funder

Business Finland

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2021.1916396

Reference75 articles.

1. Social media, customer engagement, and sales organizations: A research agenda

2. The Role of Technology at the Interface Between Salespeople and Consumers

3. Organizational unlearning as changes in beliefs and routines in organizations

4. Learning process in new product development teams and effects on product success: A socio-cognitive perspective

5. Bages-Amat, Arnau, Liz Harrison, Dennis Spillecke, and Jennifer Stanley. 2020. “These Eight Charts Show How COVID-19 Has Changed B2B Sales Forever.” McKinsey. Accessed April 19, 2021. https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/these-eight-charts-show-how-covid-19-has-changed-b2b-sales-forever.

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