Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research

Jan Philipp Graesch; Susanne Hensel-Börner; Jörg Henseler

doi:10.1007/978-3-658-37614-7_9

Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research

Jan Philipp Graesch^*, Susanne Hensel-Börner, Jörg Henseler

^*Corresponding author for this work

Product—Market Relations

Research output: Chapter in Book/Report/Conference proceeding › Chapter › Academic › peer-review

Abstract

Firms all over the world have started initiatives and made investments in projects to help discover the benefits of digital technologies. This transformation has had an impact on the marketing and sales relationship and the role of IT. Researchers have confirmed the need for interdepartmental alignment, but the integration of all three disciplines together has been overlooked, and a concrete method of collaboration has not yet been identified. The aim of this study is to review the marketing, sales, and IT (M-S-I) research and to integrate the findings into a framework that can direct future research and organizational structures for interdepartmental alignment and collaboration with the goal of improving the performance of companies.

Original language	English
Title of host publication	Sales Enablement als Fundament des Vertriebserfolgs
Subtitle of host publication	Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen
Editors	Jörg Westphal, Jobst Görne, Christian Schmitz
Publisher	Springer Gabler
Volume	1
Edition	1
ISBN (Electronic)	978-3-658-37614-7
ISBN (Print)	978-3-658-37613-0
DOIs	https://doi.org/10.1007/978-3-658-37614-7_9
Publication status	E-pub ahead of print/First online - 17 Oct 2022

Publication series

Name	FOM-Edition Book series
Publisher	FOM University of Applied Sciences for Economics and Management
ISSN (Print)	2625-7114
ISSN (Electronic)	2625-7122

Keywords

n/a OA procedure

Access to Document

10.1007/978-3-658-37614-7_9

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Graesch, J. P., Hensel-Börner, S., & Henseler, J. (2022). Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research. In J. Westphal, J. Görne, & C. Schmitz (Eds.), Sales Enablement als Fundament des Vertriebserfolgs: Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen (1 ed., Vol. 1). (FOM-Edition Book series). Springer Gabler. https://doi.org/10.1007/978-3-658-37614-7_9

Graesch, Jan Philipp ; Hensel-Börner, Susanne ; Henseler, Jörg. / Digital Transformation in Sales and Marketing Departments : An Integrated Overview and Directions for Organizations and Further Research. Sales Enablement als Fundament des Vertriebserfolgs: Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen. editor / Jörg Westphal ; Jobst Görne ; Christian Schmitz. Vol. 1 1. ed. Springer Gabler, 2022. (FOM-Edition Book series).

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Graesch, JP, Hensel-Börner, S & Henseler, J 2022, Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research. in J Westphal, J Görne & C Schmitz (eds), Sales Enablement als Fundament des Vertriebserfolgs: Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen. 1 edn, vol. 1, FOM-Edition Book series, Springer Gabler. https://doi.org/10.1007/978-3-658-37614-7_9

Digital Transformation in Sales and Marketing Departments : An Integrated Overview and Directions for Organizations and Further Research. / Graesch, Jan Philipp; Hensel-Börner, Susanne; Henseler, Jörg.

Sales Enablement als Fundament des Vertriebserfolgs: Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen. ed. / Jörg Westphal; Jobst Görne; Christian Schmitz. Vol. 1 1. ed. Springer Gabler, 2022. (FOM-Edition Book series).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › Academic › peer-review

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Graesch JP, Hensel-Börner S, Henseler J. Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research. In Westphal J, Görne J, Schmitz C, editors, Sales Enablement als Fundament des Vertriebserfolgs: Innovative Ansätze aus Theorie und Praxis zur Gestaltung erfolgreicher Kundenbeziehungen. 1 ed. Vol. 1. Springer Gabler. 2022. (FOM-Edition Book series). Epub 2022 Oct 17. doi: 10.1007/978-3-658-37614-7_9

Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research

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