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Sales Enablement als Fundament des Vertriebserfolgs pp 113–133Cite as

Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research

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Abstract

Firms all over the world have started initiatives and made investments in projects to help discover the benefits of digital technologies. This transformation has had an impact on the marketing and sales relationship and the role of IT. Researchers have confirmed the need for interdepartmental alignment, but the integration of all three disciplines together has been overlooked, and a concrete method of collaboration has not yet been identified. The aim of this study is to review the marketing, sales, and IT (M-S-I) research and to integrate the findings into a framework that can direct future research and organizational structures for interdepartmental alignment and collaboration with the goal of improving the performance of companies.

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Change history

  • 29 December 2022

    An erratum has been published.

Notes

  1. 1.

    https://vhbonline.org/vhb4you/jourqual/vhb-jourqual-3/gesamtliste/.

  2. 2.

    Note: Four papers were added by forward citation chains despite the journals not being listed in the VHB JOURQUAL 3.

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Authors and Affiliations

  1. University of Twente, Enschede, Niederlande

    Jan Philipp Graesch

  2. Hamburg School of Business Administration, Hamburg, Deutschland

    Susanne Hensel-Börner

  3. University of Twente, Enschede, Niederlande

    Jörg Henseler

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  1. Jan Philipp Graesch
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  2. Susanne Hensel-Börner
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  3. Jörg Henseler
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Correspondence to Jan Philipp Graesch .

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Editors and Affiliations

  1. FOM Hochschule für Oekonomie & Management, Bonn, Deutschland

    Jörg Westphal

  2. Hochschule Aalen, Aalen, Deutschland

    Jobst Görne

  3. Ruhr-Universität Bochum, Bochum, Deutschland

    Christian Schmitz

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Graesch, J.P., Hensel-Börner, S., Henseler, J. (2022). Digital Transformation in Sales and Marketing Departments: An Integrated Overview and Directions for Organizations and Further Research. In: Westphal, J., Görne, J., Schmitz, C. (eds) Sales Enablement als Fundament des Vertriebserfolgs. FOM-Edition. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-37614-7_9

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  • DOI: https://doi.org/10.1007/978-3-658-37614-7_9

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