Use of Technologies to Digitize B2B Processes Before, During and after the Pandemic and its Impact on Corporate Sales Performance
13 Pages Posted: 1 Oct 2022 Publication Status: Preprint
Abstract
Purpose: To examine the use of technologies for digitizing business-to-business (B2B) processes before, during and the expectations after the (Covid-19) pandemic. The aim is to assess how digitalization technologies may impact on corporate sales performance in B2B settings.
Methodology/Approach: Based on a questionnaire survey in Norway, and a deductive research design. A total of 216 useable questionnaires out of 356 were returned, generating a response rate of 60,6%.
Findings: Show that digitalization technologies (such as digital communication tools, social media and CRM-systems) in B2B settings - before, during and after the pandemic - may impact on corporate sales performance.
Research implications: Indicate that the use of technologies to digitize B2B processes may enhance corporate sales performance.
Practical implications: Offers insights to companies that need help in adapting their business processes to the changing technological environment. Also highlights the importance of digitalization for business survival in the marketplace and society.
Originality/Value/Contribution of the paper: Sheds light on the effects of digitalization technologies and provides opportunities for managing corporate sales performance.
Keywords: Digitalization, Corporate Performance, sales performance, COVID-19, pandemic, Norway
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