Commentary: practical insights for sales force digitalization success: the scholar's perspective

The Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article provides an excellent macro model of how sales digitization is related to organizational success. Additionally, the authors provide recommendations for avoiding pitfalls and achieving success in sales digitization programs. The intent o...

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Bibliographic Details
Published inThe Journal of personal selling & sales management Vol. 41; no. 2; pp. 103 - 106
Main Authors Cron, William L., Baldauf, Artur
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 03.04.2021
Taylor & Francis Ltd
Subjects
agile
boundary conditions
Complexity Leadership Theory
Digitization
resource-based view
Sales force digitalization
Success
Transaction Cost Theory; competitive advantage
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Summary:The Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article provides an excellent macro model of how sales digitization is related to organizational success. Additionally, the authors provide recommendations for avoiding pitfalls and achieving success in sales digitization programs. The intent of this article is to facilitate future research on these linkages identified in the Zoltners et al. article by discussing how specific models and theories might inform research on these linkages, including Complexity Leadership Theory, business models and contextual boundary conditions, a resource-based view of the firm, and Transaction Cost Theory.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.2021.1919523