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32,349 results on '"DIGITALIZATION"'

13. The present and future of the B2B sales profession.

Author

Elhajjar, Samer, Yacoub, Laurent, and Ouaida, Fadila

Subjects
JOB analysis, PROFESSIONS, JOB descriptions, SEMI-structured interviews, SALES personnel
Abstract

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]

Published
2024
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14. Digital Platform Grafting: STRATEGIES FOR ENTERING ESTABLISHED ECOSYSTEMS.

Author

Björkdahl, Joakim, Holgersson, Marcus, and Teece, David J.

Subjects
DIGITAL health, DIGITIZATION, BUSINESS ecosystems, HEALTH care industry, SYSTEM integration
Abstract

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]

Published
2024
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19. Extending UTAUT Through Moderating Effects of Digitalization on the Audit Profession

Author

Abdurrahman, Adamu Pantamee, Yousif, Kamal Aldin, Sani, Armayau Alhaji, Al-Absy, Mujeeb Saif Mohsen, Abubakar, Ahmad Haruna, Kacprzyk, Janusz, Series Editor, Novikov, Dmitry A., Editorial Board Member, Shi, Peng, Editorial Board Member, Cao, Jinde, Editorial Board Member, Polycarpou, Marios, Editorial Board Member, Pedrycz, Witold, Editorial Board Member, AlDhaen, Esra, editor, Braganza, Ashley, editor, Hamdan, Allam, editor, and Chen, Weifeng, editor

Published
2025
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20. Global Research Trends in Digitalization and Accountability: A Bibliometric Analysis

Author

Zainuddin, Siti Afiqah, AlJahsh, Muhammad Ahmad Ibrahim, Abdullah, Tahirah, Nasir, Noorul Azwin Md., Zainol, Noor Raihani, Nawi, Noorshella Che, Ahyaruddin, Muhammad, Yiannaki, Simona Mihai, Kacprzyk, Janusz, Series Editor, Novikov, Dmitry A., Editorial Board Member, Shi, Peng, Editorial Board Member, Cao, Jinde, Editorial Board Member, Polycarpou, Marios, Editorial Board Member, Pedrycz, Witold, Editorial Board Member, AlDhaen, Esra, editor, Braganza, Ashley, editor, Hamdan, Allam, editor, and Chen, Weifeng, editor

Published
2025
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21. Shaping Organizational Success: A Bibliometric Analysis of Digitalization and Institutional Factors

Author

Zainuddin, Siti Afiqah, AlJahsh, Muhammad Ahmad Ibrahim, Abdullah, Tahirah, Anuar, Nur Izzati Mohamad, Suriyanti, Linda Hetri, Zainol, Noor Raihani, Ahyaruddin, Muhammad, Yiannaki, Simona Mihai, Kacprzyk, Janusz, Series Editor, Novikov, Dmitry A., Editorial Board Member, Shi, Peng, Editorial Board Member, Cao, Jinde, Editorial Board Member, Polycarpou, Marios, Editorial Board Member, Pedrycz, Witold, Editorial Board Member, AlDhaen, Esra, editor, Braganza, Ashley, editor, Hamdan, Allam, editor, and Chen, Weifeng, editor

Published
2025
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23. The Role of Data Normalization Algorithm in Measuring of EU Countries Digitalization Degree

Author

Borawska, Anna, Borawski, Mariusz, Łatuszyńska, Małgorzata, Kacprzyk, Janusz, Series Editor, Gomide, Fernando, Advisory Editor, Kaynak, Okyay, Advisory Editor, Liu, Derong, Advisory Editor, Pedrycz, Witold, Advisory Editor, Polycarpou, Marios M., Advisory Editor, Rudas, Imre J., Advisory Editor, Wang, Jun, Advisory Editor, Hernes, Marcin, editor, Wątróbski, Jaroslaw, editor, and Rot, Artur, editor

Published
2025
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24. Embracing the Luxury Paradox: New Luxury, Digitalization, and Digital Experiences in the Metaverse

Author

Cardoso, Catarina, Casteleiro-Pitrez, Joana, Lobo, Helena, Tosi, Francesca, Editor-in-Chief, Germak, Claudio, Series Editor, Zurlo, Francesco, Series Editor, Jinyi, Zhi, Series Editor, Pozzatti Amadori, Marilaine, Series Editor, Caon, Maurizio, Series Editor, Raposo, Daniel, editor, Neves, João, editor, Silva, Ricardo, editor, Correia Castilho, Luísa, editor, and Dias, Rui, editor

Published
2025
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25. The Impact of Green Innovation on Green Growth in the Era of Digitalization: Evidence from EU Countries

Author

Gharbi, Sarra, Becha, Hamdi, Kalai, Maha, Helali, Kamel, van der Aalst, Wil, Series Editor, Ram, Sudha, Series Editor, Rosemann, Michael, Series Editor, Szyperski, Clemens, Series Editor, Guizzardi, Giancarlo, Series Editor, Bach Tobji, Mohamed Anis, editor, Jallouli, Rim, editor, Sadok, Hicham, editor, Lajfari, Kaltoum, editor, Mafamane, Driss, editor, and Mahboub, Houda, editor

Published
2025
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26. Is There a Relationship Between Shadow Economy, Digitalization and Sustainable Development? Insights from a National and Regional Bibliometric Analysis

Author

Agafiței, Marina-Diana, Davidescu, Adriana AnaMaria, van der Aalst, Wil, Series Editor, Ram, Sudha, Series Editor, Rosemann, Michael, Series Editor, Szyperski, Clemens, Series Editor, Guizzardi, Giancarlo, Series Editor, Bach Tobji, Mohamed Anis, editor, Jallouli, Rim, editor, Sadok, Hicham, editor, Lajfari, Kaltoum, editor, Mafamane, Driss, editor, and Mahboub, Houda, editor

Published
2025
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27. Digitalization and Shadow Economy. A Literature Review

Author

Geambasu, Cristina Maria, Manta, Eduard Mihai, Florescu, Margareta – Stela, van der Aalst, Wil, Series Editor, Ram, Sudha, Series Editor, Rosemann, Michael, Series Editor, Szyperski, Clemens, Series Editor, Guizzardi, Giancarlo, Series Editor, Bach Tobji, Mohamed Anis, editor, Jallouli, Rim, editor, Sadok, Hicham, editor, Lajfari, Kaltoum, editor, Mafamane, Driss, editor, and Mahboub, Houda, editor

Published
2025
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28. Students’ Perceptions of Barriers in Four Teaching Formats – a Quantitative Study

Author

Packmohr, Sven, Draxler-Weber, Nicole, van der Aalst, Wil, Series Editor, Ram, Sudha, Series Editor, Rosemann, Michael, Series Editor, Szyperski, Clemens, Series Editor, Guizzardi, Giancarlo, Series Editor, Bach Tobji, Mohamed Anis, editor, Jallouli, Rim, editor, Sadok, Hicham, editor, Lajfari, Kaltoum, editor, Mafamane, Driss, editor, and Mahboub, Houda, editor

Published
2025
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29. A Review of Intelligent Technologies in District Heating Systems

Author

Ma, Zheng Grace, Jørgensen, Bo Nørregaard, Goos, Gerhard, Series Editor, Hartmanis, Juris, Founding Editor, Bertino, Elisa, Editorial Board Member, Gao, Wen, Editorial Board Member, Steffen, Bernhard, Editorial Board Member, Yung, Moti, Editorial Board Member, Santos, Manuel Filipe, editor, Machado, José, editor, Novais, Paulo, editor, Cortez, Paulo, editor, and Moreira, Pedro Miguel, editor

Published
2025
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33. Digitalization of Educational Resources in Pre-tertiary Education in Ghana: Assessing Impact, Challenges, and Opportunities in Enhancing Learning Outcomes

Author

Malcalm, Ebenezer, Boakye, Isaac, Asiedu, Esther, Kacprzyk, Janusz, Series Editor, Gomide, Fernando, Advisory Editor, Kaynak, Okyay, Advisory Editor, Liu, Derong, Advisory Editor, Pedrycz, Witold, Advisory Editor, Polycarpou, Marios M., Advisory Editor, Rudas, Imre J., Advisory Editor, Wang, Jun, Advisory Editor, Goar, Vishal, editor, Kuri, Manoj, editor, Kumar, Rajesh, editor, and Senjyu, Tomonobu, editor

Published
2025
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36. Blockchain in Cyber Security: A Comprehensive Review

Author

Prashanth, Mallellu Sai, Karnati, Ramesh, Velpuru, Muni Sekhar, Reddy, H. Venkateshwara, Angrisani, Leopoldo, Series Editor, Arteaga, Marco, Series Editor, Chakraborty, Samarjit, Series Editor, Chen, Shanben, Series Editor, Chen, Tan Kay, Series Editor, Dillmann, Rüdiger, Series Editor, Duan, Haibin, Series Editor, Ferrari, Gianluigi, Series Editor, Ferre, Manuel, Series Editor, Jabbari, Faryar, Series Editor, Jia, Limin, Series Editor, Kacprzyk, Janusz, Series Editor, Khamis, Alaa, Series Editor, Kroeger, Torsten, Series Editor, Li, Yong, Series Editor, Liang, Qilian, Series Editor, Martín, Ferran, Series Editor, Ming, Tan Cher, Series Editor, Minker, Wolfgang, Series Editor, Misra, Pradeep, Series Editor, Mukhopadhyay, Subhas, Series Editor, Ning, Cun-Zheng, Series Editor, Nishida, Toyoaki, Series Editor, Oneto, Luca, Series Editor, Panigrahi, Bijaya Ketan, Series Editor, Pascucci, Federica, Series Editor, Qin, Yong, Series Editor, Seng, Gan Woon, Series Editor, Speidel, Joachim, Series Editor, Veiga, Germano, Series Editor, Wu, Haitao, Series Editor, Zamboni, Walter, Series Editor, Tan, Kay Chen, Series Editor, Kumar, Amit, editor, Gunjan, Vinit Kumar, editor, Senatore, Sabrina, editor, and Hu, Yu-Chen, editor

Published
2025
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37. Sales technology research: a review and future research agenda.

Author

Agnihotri, Raj, Chaker, Nawar N., Dugan, Riley, Galvan, John M., and Nowlin, Edward

Subjects
TECHNICAL literature, CUSTOMER relationship management, ARTIFICIAL intelligence, SOCIAL media
Abstract

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]

Published
2023
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