Asset Details
Do you wish to reserve the book?
Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions
Hey, we have placed the reservation for you!
By the way, why not check out events that you can attend while you pick your title.
Oops! Something went wrong.
Looks like we were not able to place the reservation. Kindly try again later.
Are you sure you want to remove the book from the shelf?
Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions
Do you wish to request the book?
Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions
Please be aware that the book you have requested cannot be checked out. If you would like to checkout this book, you can reserve another copy
We have requested the book for you!
Your request is successful and it will be processed during the Library working hours. Please check the status of your request in My Requests.
Oops! Something went wrong.
Looks like we were not able to place your request. Kindly try again later.
Journal Article
Drivers of business-to-business sales success and the role of digitalization after COVID-19 disruptions
2024
Overview
Purpose
The purpose of this study is to investigate the drivers of business-to-business (B2B) sales success and the role of digitalization, in a selling and sales management landscape being disrupted by COVID-19.
Design/methodology/approach
The methodology follows a discovery-oriented grounded theory approach, which consists of a two-stage qualitative study with sales professionals in Chile, and a fuzzy-set qualitative comparative analysis (fsQCA).
Findings
This research shows that interfunctional coordination, agility in the selling process and business customer engagement are critical determinants of B2B sales success, whereas digitalization moderates these relationships.
Originality/value
This research responds to a call for more research on the impact of digitalization on business relationships in different contexts and perspectives. The authors study the Chilean context, through a two-stage qualitative study, and a fsQCA analysis, which constitutes a novel combination in this stream of research.
Publisher
Emerald Publishing Limited,Emerald Group Publishing Limited
