Zur Seitenansicht

Titelaufnahme

  • Titel
    The digitalization of marketing and sales in the chemical B2B sector
  • Verfasser
    Koehn, Rune
  • Enthalten in
    Journal of Business Chemistry, H. Journal of Business Chemistry, S. 63-70
  • Erschienen
    2018
  • Anmerkung
    Section "Practitioner’s Section"
  • Sprache
    Englisch
  • Dokumenttyp
    Aufsatz in einer Zeitschrift
  • URN
    urn:nbn:de:hbz:6-38129710379 
  • DOI
    10.17879/38129710162 
Zugriffsbeschränkung
  •  Das Dokument ist frei verfügbar
Links
  • Social Media
     
     Share
  • Nachweis
  • IIIF
Dateien
Klassifikation
Abstract
  • Marketing and sales in the B2B chemical sector are slowly making their way into the digital era. Especially in Europe the development is inhibited, as long established firms set the tone by listening to their best customer only, relying on deeply embedded routines and processes, and fostering their fear of cannibalization. In this article, the author outlines the current structures of sales processes in the chemical industry and presents a promising perspective for its digitalization by pointing out the great potential of disruptive newcomers in the form of innovative startups free from constraints of high-ranking incumbents.
Statistik
  • Das PDF-Dokument wurde 11 mal heruntergeladen.