Digital transformation challenges successful enterprises – an exploration of the collaboration of marketing and sales department in German organizations

Georg Hauer, Nadine Naumann and Patrick Harte

Innovation & Management Review, 2021, vol. 18, issue 2, 164-174

Abstract: Purpose - The purpose of this study is to investigate the influence of digital transformation on the intersection of marketing and sales departments. Design/methodology/approach - This area has received little attention in academic literature while considerable amount of research exists surrounding the marketing and sales integration, the influence of the trend of digital transformation on both departments and how it affects their collaboration is not investigated in-depth and is therefore studied by qualitative research via semi-structured interviews in six German organizations. Findings - By considering the findings the collaboration between the marketing and sales departments in German organizations is perceived as good. However, generation-related conflicts occur due to different demographic structures of employees. The study provides evidence that the digital transformation affects the marketing and sales integration and thus, the overall organizational performance. Originality/value - Moreover, it is crucial that organizations face the challenges that occur in terms of interdepartmental relationships and be aware of the huge potentials which arise due to digital transformation to improve the marketing and sales collaboration.

Keywords: Marketing; Collaboration; Sales; Digital transformation; Digitalization; Generational conflict (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eme:inmrpp:inmr-05-2019-0066

DOI: 10.1108/INMR-05-2019-0066

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