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Over the last three decades, business-to-business (B2B) sales practices have undergone significant change. This study evaluates the current responsibilities, skills, and knowledge sets required in B2B sales professionals. It identifies roles, qualifications, competencies, and the B2B sales position taxonomy. To achieve these objectives, we conducted three studies. The first study included an analysis of 565 job descriptions to identify the current task and skill requirements of B2B salespeople. The second survey included 380 B2B salespeople and incentivized the development of a new up-to-date taxonomy for sales positions. Our third and final study consisted of 33 semi-structured interviews with B2B sales professionals, and was designed to predict the future skillsets required in B2B sales professionals. Our results discuss the conception and current status of the B2B sales profession, and primarily highlight the role of future B2B salespeople. Lastly, this study offers a set of B2B sales-related recommendations based on our results. [ABSTRACT FROM AUTHOR]

Digital platforms are often characterized as enablers of new ecosystems. However, platforms are sometimes introduced into pre-existing ecosystems, where a platform’s ability to harmonize with the ecosystem is critical for its success. This article draws on the case of digital healthcare platforms and introduces the concept of platform grafting, which denotes the process of integrating a new platform into a pre-existing ecosystem, leading to a coevolutionary process of adapting both the platform and the surrounding ecosystem. Dynamic capabilities are critical for successfully integrating the platform into the ecosystem, and this article provides a capabilities framework for understanding platform grafting. [ABSTRACT FROM AUTHOR]

Expecting improvements in productivity and performance, organizations continue to invest considerably in sales technology tools and platforms such as customer relationship management, social media, and artificial intelligence. Accordingly, scholars in this area have produced a rich literature stream. Nevertheless, a fragmented picture remains regarding sales technology's role within the sales process and the factors leading to its adoption, use, and subsequent effectiveness. Hence, synthesizing extant scholarship that can be easily approached by managers and which can offer a guide for future research represents a worthy scholarly endeavor. In this study, we comprehensively (e.g. 115 articles) review the sales technology literature covering over fifty years (1971 to 2023). In so doing, we identify themes from past research and discuss implications for sales managers in the current technological era while offering potential research avenues that speculate on the future of the sales technology landscape. [ABSTRACT FROM AUTHOR]

Digitalization is very important for SMEs in the Middle East in order to remain competitive and sustainable in this region. Therefore, the study aims to examine the digitalization in SMEs of the Middle East region using bibliometric analysis by considering publication trends, top authors, journals, articles, countries, and major keywords. The researchers used the Scopus database for data extraction and VOSViewer for the bibliometric analysis of this study. The findings revealed that countries from the Middle East realized the importance of digitalization after 2015, and the research trend rose after 2019 with highest publication count till 2023–24 in this domain. Furthermore, the bibliometric analysis revealed Saudi Arabia being the most influential country due to the highest numbers of publications in this domain. Rana. N.P., as the most influential author from Qatar, revealed Sustainability (Switzerland) is the most influential journal, while "Digitalization and economic growth: A comparative analysis of sub-Saharan Africa and OECD economies" is the highly cited article, and Digital Transformation is the highly co-occurred keyword in relation to digitalization of SMEs in the Middle East. Based on these findings, the study proposed managerial implications for policymakers in SMEs of the target region, and avenues for future researchers in this domain. [ABSTRACT FROM AUTHOR]

Copyright of Retos: Nuevas Perspectivas de Educación Física, Deporte y Recreación is the property of Federacion Espanola de Asociaciones de Docentes de Educacion Fisica and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

We construct a novel dataset of Canadian online job postings, classified by occupation. The data, provided by Indeed, an online job board, represents vacancies advertised by employers across Canada. We have classified these job postings into standard occupations using text analytics. This dataset has been used to study changes in the demand for jobs linked to digitalization over the COVID-19 pandemic. To this end, we leverage time-series and cross-sectional variations in COVID-19 containment policies, examining their impact on jobs broadly related to digitalization. Our findings reveal that vacancies in digital production jobs increased more substantially than in traditional jobs during the reopening phases. However, no substantial differences were observed when considering different types of vacancies according to the use of digital technologies (i.e., occupations at low risk of automation or those that allow remote work). Overall, our results do not support the popular idea that the COVID-19 pandemic marked a significant turning point in digitalization trends, but rather document a modest shift in this direction. [ABSTRACT FROM AUTHOR]

In the context of the accelerated development of digitalization, the rapid popularization and wide application of digital technology have become significant factors driving enterprises to participate more deeply in the division of labour. This paper examines data from 2359 A-share listed companies in China from 2010 to 2018, using a combination of machine learning text analysis and multiple regression analysis to construct a digital transformation index. Our research findings reveal that digital transformation has an inverted U-shaped effect on vertical specialization in enterprises' division of labour. The present study examines the moderating effects of organizational inertia on the linear relationship between digital transformation and vertical specialization division of labour in enterprises. Additionally, the study explores the negative moderating effects of corporate strategic radicality on the inverted U-shaped relationship between the two variables. The findings of this study are significant as they provide a theoretical explanation for the impact mechanism of digital transformation development on the production organization mode of enterprises. [ABSTRACT FROM AUTHOR]

Purpose: Although benefits are promising, many companies face problems leveraging synergies between Lean and Digitalization at the program management level. This paper aims to identify activities to manage the boundaries of Lean and Digitalization programs. Design/methodology/approach: The research design follows a cross-industry multiple-case study approach. A total of 14 interviews were conducted with Lean and Digitalization experts from 10 companies. Interview quotes were mapped on a pre-defined list of descriptive codes and iteratively merged and excluded. Findings: We identified 12 activities by which companies manage the boundaries of their Lean and Digitalization programs. Three distinct boundary management approaches could be identified: collaborative, configurational, and competitive. A collaborative approach fosters governance, the belief in synergies, and the development of combined artifacts. A configurational approach creates combined responsibilities, assesses areas of collaboration, and fosters interaction across the organization. A competitive approach creates unclear responsibilities and exchange, perceives no added value in integration and follows separated implementation of Lean and Digitalization programs. Originality/value: This study sheds light on the boundaries of Lean and Digitalization programs and identifies activities to manage them. We derive propositions for the Lean and Digitalization program management. Moreover, this study positions itself at the forefront of research investigating how integration of Lean and Digitalization actually occurs or does not occur. [ABSTRACT FROM AUTHOR]

This study explores the complex relationship between entrepreneurial sustainability awareness, the diffusion of digital technologies, and their combined influence on national-level entrepreneurial intention (EI). By introducing the novel concept of sustainability shortage perception, the research investigates its manifestations in both digital and physical contexts. The overarching goal is to investigate how these perceptions, alongside the broader EI landscape, shape EI on a national scale. The research design integrates data from two comprehensive country-level databases and the Internet. A configurational approach is employed to analyze a time-lagged dataset covering 48 countries. This method comprehensively explains the complex relationships between sustainability shortage perceptions, digitalization, and EI. The study's findings highlight the critical role of sustainability shortage perceptions in both digital and physical domains in shaping national-level EI. When considered alongside the broader entrepreneurial opportunity landscape, these perceptions significantly contribute to shaping the EI of nations. This emphasizes the interconnectedness of sustainability awareness, digitalization, and the overall entrepreneurial climate at a macroeconomic level. This research contributes significantly to the actual debate by introducing and operationalizing sustainability shortage perception, extending its application to both digital and physical realms. The study's configurational approach provides a fresh methodological perspective, offering nuanced insights into the multifaceted relationships under investigation. Furthermore, the research advances the methodological toolkit available for scholars in this field by measuring sustainability shortage perception in the digital environment. [ABSTRACT FROM AUTHOR]

This article provides an overview of the understanding of the concept of digital economy within Ukrainian legislation, legal doctrine, economic science, and documents from the Organization for Economic Cooperation and Development (OECD), particularly in Action 1 of the BEPS (Base Erosion and Profit Shifting) Action Plan, which aims to develop rules for the taxation of the digital economy. During the analysis, the author focused on defining the concept of digital economy, describing its characteristic features as a phenomenon, and examining its impact on taxation. Specifically, conclusions were drawn regarding the distinctive traits of the digital economy that contribute to the erosion of the tax base and the shifting of profits out of taxation, thus leadi ng to overall tax avoidance. Based on the conducted analysis, it was determined that Ukrainian legislation and legal science predominantly operate with a narrow understanding of the concept, equating the digital economy with activities in the IT sector. Economic researchers primarily interpret this concept as an evolution of business practices resulting from the industrial-technological revolution and a consequence of the digitization of business processes. The understanding of the digital economy within the OECD is similar to that found in Ukrainian legal science. Additionally, the article examined the characteristic features of the digital economy highlighted by the OECD, such as asset mobility, functions, personnel, sources of profit, data utilization and collection, and user participation in data creation and value addition. Furthermore, the research demonstrated why the narrow understanding of the digital economy in legislation and legal science negatively affects the lawmaker's ability to fairly regulate relationships in the realm of digital economy taxation. In conclusion, a hypothesis was proposed regarding the understanding of the digital economy as a socio-economic phenomenon. A definition of the digital economy was suggested to guide legislative efforts in regulating the digital economy, particularly concerning its taxation. [ABSTRACT FROM AUTHOR]

The article presents the results of scientific research on a comprehensive analysis of the problem of compliance with the principles of academic integrity in the context of active use of artificial intelligence tools in the educational and scientific activities of Ukraine and foreign countries. The author emphasizes that the modern vector of education declares the concept of academic integrity as a prerequisite for the formation of an effective system of education and science free from academic fraud and other types of related violations. It is established that the extremely rapid development of artificial intelligence technologies significantly affects all spheres of human activity, creating unique opportunities for learning and research, but at the same time giving rise to new ethical dilemmas. An analysis of the literature on this topic shows that global issues of using artificial intelligence in education and science are the subject of study and active discussion by many domestic and foreign scholars. At the same time, the peculiarities of observing and ensuring academic integrity by students, teachers and researchers in the context of preventing violations related to the misuse of artificial intelligence technologies re main insufficiently studied. The article analyzes the process of implementation of the provisions of international acts, in particular, the Magna Carta of Universities (1988) and the Bucharest Declaration of Ethical Values and Principles of European Higher Education (2004) into the national legislation of Ukraine, as well as the impact of the Bologna Process on the reform of the educational and scientific environment of our country. It is established that Ukraine's desire to comply with the generally recognized European principles of development of the education and science system places increased demands on the implementation of the concept of academic integrity in order to reduce the risks of violations in this area. The author emphasizes the need to adopt special legislation on academic integrity as soon as possible, given the relevance and importance of the issue under study. [ABSTRACT FROM AUTHOR]

This scientific article is devoted to the analysis of key aspects that arise in connection with the digitalization of the economy and the growth of electronic commerce. The impact of technology on business models, legal regulation of electronic transactions, protection of consumer rights and cyber security issues are investigated. The article emphasizes that digitization opens new opportunities for business, in particular through the implementation of digital platforms, omnichannel strategies and process automation. Digital platforms such as Amazon and Alibaba are becoming important tools for business globalization as they facilitate access to international markets, reduce the need for physical infrastructure, and enable the integration of business processe s. The legal regulation of electronic transactions and contracts has been studied. It is noted that the development of e-commerce requires legal certainty, regarding electronic signatures, electronic documents and digital identifiers. There are differences in approaches to these issues in different countries, which creates challenges for cross-border trade. In Ukraine, this issue is regulated by the Law «On electronic identification and electronic trust services», which meets EU standards, particularly the eIDAS Regulation. Challenges related to the protection of consumer rights in the digital economy are analyzed. Consumers face new risks such as privacy breaches and fraud in the online environment. International standards, such as GDPR, ensure a high level of personal data protection, while Ukrainian legislation needs further harmonization with international norms to increase the level of consumer rights protection. The policy of cyber security in the field of implementation of legal relations in electronic commerce was studied. Data protection, cybercrime prevention and information security are becoming key challenges for national governments and international organizations. It is important to implement international standards, such as PCI DSS, which guarantee the security of payment card data during their processing and storage. The fact that digitalization, on the one hand, requires adaptation of legal regulation to new conditions, but on the other hand, creates new opportunities for improving legal mechanisms, is summarized. Studying these aspects allows for a deeper understanding of how to adapt legal systems to further the development of e-commerce and ensure a balance between innovation and the protection of the rights of participants in the digital economy. [ABSTRACT FROM AUTHOR]

The article examines the problems of legal regulation of electronic commerce as a key component of the modern digital economy. Since e-commerce is a global phenomenon that is rapidly developing, new challenges arise in the legal field, in particular, the need to harmonize national and international legal standards. It is stated that dynamic changes in the field of e-commerce require adaptation of national legal acts to respond to modern challenges, particularly in the field of international transactions. The relevance of the study is due to the fact that modern technologies create new forms of digital legal relations, which national legal systems do not always have time to adequately regulate. This calls for an in-depth analysis of the mechanisms of legal regulation of electronic commerce at the international and national levels. An important task is the harmonization of national legal norms with international standards, which will ensure the stability of the legal system and the protection of the rights of market participants. The article draws attention to the fact that, despite a significant amount of research in the field of electronic commerce, there is a significant gap in the legal regulation of this field in different countries, which complicates the work of international platforms and the protection of the rights of consumers and entrepreneurs. During the study, a comprehensive analysis of key legislative acts of Ukraine regulating electronic commerce was carried out, including the Law of Ukraine «On Electronic Commerce», the Law of Ukraine «On Electronic Identification and Electronic Trust Services» and others. The article emphasizes the importance of further harmonization of Ukrainian legislation with international standards, which is necessary to ensure legal certainty and stability in the conditions of global digitalization of the economy. Considerable attention is paid to the analysis of international legal acts, such as the UNCITRAL Model Law on Electronic Commerce and the Guidelines for Electronic Commerce of the Organization for Economic Cooperation and Development. These documents play a key role in harmonizing international legal norms and creating a single legal space for electronic co mmerce. Attention is focused on the fact that effective legal regulation of electronic commerce is important for the development of international trade, ensuring the security of electronic transactions and protecting the rights of all market participants. The need to adapt national legal systems to the requirements of international standards is substantiated, which will contribute to the growth of electronic commerce and increase the competitiveness of states in the global economy. [ABSTRACT FROM AUTHOR]

Fisheries contribute significantly to the global economy while playing a crucial role in environmental conservation, food security, and socio-economic development. Analyzing the operational efficiency of the fisheries industry not only enhances its economic and social benefits but strengthens the sector's capacity for sustainable growth. This study initially evaluates the operational efficiency of Chinese fishery-listed companies using the DEA-BCC model and Malmquist index, both statically and dynamically, from 2012 to 2022. It then investigates the impact of digital transformation on the operational efficiency of these companies using the Tobit regression model. The findings reveal that the mean values of comprehensive, technical, and scale efficiency for Chinese fishery-listed firms are below 1, with scale efficiency exhibiting particularly low mean values under static conditions. Additionally, during the observation period, these companies' average total factor productivity decreased by 0.1% annually compared to the base period. From a dynamic perspective, the decline in total factor productivity can primarily be attributed to reduced technical efficiency resulting from decreased scale efficiency. Ultimately, it can be reasonably concluded that the operational efficiency of listed fishing firms can be significantly enhanced by implementing digital transformation. This underscores the potential of digitalization as a critical factor in advancing the fisheries sector, facilitating modernization, and enabling intelligent upgrading across the industry. [ABSTRACT FROM AUTHOR]

Ample survey research and content analysis has established that NGO internet presence is qualitatively weak and characterized by the dominance of asymmetrical communication. We argue that the emergent communicative and social paradigm of on-line interaction forms what could be defined as a wicked problem. NGOs, seen as a 'sender' of information, may well face a crisis of accountability determined by the very nature of the media; whereas the NGOs' 'information receivers' often are deprived of the very possibility of stakeholder relatedness. In the internet-based/on-screen 'universe', information and electronic flow are assumed to be continual, which supersedes the entity logic crucial to NGO accountability and legitimacy. In designing their social media presence, NGOs may, therefore, face an impossible challenge. Informed by Stéphane Vial's analysis of the nature of on-line interactive media, we evaluate these conundrums. Then, inspired by Lucas Introna and Fernando Ilharco, we question the dialogic potential to 'screen-being'. While the shift from an 'actor-centric' to 'flow-oriented' paradigm of 'screen-being' is inherent to digital communication, it destabilizes the entity-grounded accountability of NGO legitimacy. Hence, we end with explicating the risks to dialogic relatedness of 'sceen being' for NGOs. By so doing, we challenge the oft vocalized perspective that NGOs 'just' have to increase their digital communications in order to improve their relations with various stakeholders. [ABSTRACT FROM AUTHOR]