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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

See all articles by Rocio Rodriguez

Rocio Rodriguez

Universidad de Murcia

Nils Hogevold

Kristiania University College

Francisco Jose Molina Castillo

Universidad de Murcia; University of Murcia

Göran Svensson

Kristiania University College

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

Suggested Citation

Rodriguez, Rocio and Hogevold, Nils and Molina Castillo, Francisco Jose and Svensson, Göran, Use of Technologies to Digitize B2B Processes Before, During and after the Pandemic and its Impact on Corporate Sales Performance. Available at SSRN: https://ssrn.com/abstract=4235067 or http://dx.doi.org/10.2139/ssrn.4235067

Rocio Rodriguez (Contact Author)

Universidad de Murcia ( email )

Spain

Nils Hogevold

Kristiania University College ( email )

Prinsens gate 7-9
Oslo, 0152
Norway

Francisco Jose Molina Castillo

Universidad de Murcia ( email )

University of Murcia ( email )

Avda Teniente Flomesta, 5
Murcia, Murcia 30100
Spain

Göran Svensson

Kristiania University College ( email )

Prinsens gate 7-9
Oslo, 0152
Norway

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