Exploring the effects of digital transformation from a dual (internal vs external) marketing management perspective

Andrea Sestino, Emanuele Leoni and Luca Gastaldi

European Journal of Innovation Management, 2024, vol. 28, issue 8, 3619-3647

Abstract: PurposeThis paper sheds light on the factors facilitating the digital transformation (DT) of companies, examining the empirical evidence according to a new and original dual lens: the internal and external marketing management perspective.Design/methodology/approachThrough an explorative research design based on semi-structured interviews, we investigate the perceptions of some managers involved in managing the DT of their own companies.FindingsThe findings, organized from an internal and external marketing perspective, show how DT requires efforts in nurturing: (1) its organizational and cultural nature; (2) new managerial skills and e-leadership. These factors activate DT as an accelerator of (3) production processes and service provision and (4) competitive strategies.Practical implicationsOur findings underscore critical practical implications for organizations embarking on a DT journey. Firstly, managers should prioritize creating a culture that encourages employees to embrace change and technology. Secondly, recognizing the importance of new managerial skills and e-leadership, managers need to invest in developing the expertise to effectively lead DT efforts. The related skills encompass digital literacy, change management and the ability to inspire and guide teams through the complexities of a DT.Originality/valueThis paper suggests that organizations should holistically approach DT, focusing on culture, leadership and strategic deployment of digital tools. The proposed dual lens offers a valuable and simple answer for academics and practitioners to effectively frame the internal dynamics and external factors shaping DT.

Keywords: Digitalization; Digital transformation; Organizational change; Resistance to change; E-Leadership; Competitiveness; Internal marketing management; External marketing management (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:eme:ejimpp:ejim-09-2023-0794

DOI: 10.1108/EJIM-09-2023-0794

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