Business-to-Business Selling in Transition: A Digital Dynamic Managerial Capability Framework

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Despite an increased understanding of changing customer behavior and
requirements for more digitalized selling opportunities, the use of new
advanced technologies (such as artificial intelligence, machine learning,
and robotic process automation) in business-to-business (B2B) selling
is still in an early stage among Finnish small- and medium-sized enterprises (SMEs). Furthermore, the increased complexity of expanding
relationships and rapidly evolving technologies to be managed in the
ecosystem era challenges many SMEs. In order to assist managers in
these enterprises to enact a digital transformation and to survive in the
ecosystem era, this article draws analytical insights from various streams
of literature (B2B selling and sales management, dynamic managerial
capabilities, digital transformation, and ecosystems) and establishes a
new understanding of the dynamic capabilities of managers in relation
to the digital transformation occurring around B2B-selling processes.
The article contributes to the sales management literature by developing (1) a framework of digital dynamic managerial capabilities as a
means to address the current digital transformation in B2B selling, and
(2) a research agenda for further study in the field of B2B selling. With
regard to managerial implications, the article offers insights for managers
on how to identify and develop their dynamic capabilities needed for strategic digital transformation.
Original languageEnglish
Pages (from-to)156-192
Issue number2
Publication statusPublished - 2020
Publication typeA1 Journal article-refereed


  • dynamic managerial capability
  • B2B selling
  • digital transformation
  • sales management
  • framework
  • SME

Publication forum classification

  • Publication forum level 2


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