Abstract

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.

摘要

Zoltners、Sinha、Sahay、Shastri 和 Lorimer（2021 年）的文章提供了一个极好的宏观模型，说明销售数字化与组织成功的关系。此外，作者还提供了避免陷阱和在销售数字化计划中取得成功的建议。本文的目的是促进对 Zoltners 等人中确定的这些联系的未来研究。文章通过讨论特定模型和理论如何为这些联系的研究提供信息，包括复杂性领导理论、商业模式和上下文边界条件、基于资源的公司观点和交易成本理论。