| dc.contributor.author | Schmäh, Marco | |
| dc.contributor.author | Gutsche, Jörg | |
| dc.contributor.editor | Rossmann, Alexander | |
| dc.contributor.editor | Zimmermann, Alfred | |
| dc.date.accessioned | 2017-06-08T07:25:16Z | |
| dc.date.available | 2017-06-08T07:25:16Z | |
| dc.date.issued | 2017.0 | |
| dc.identifier.isbn | 978-3-88579-666-4 | |
| dc.identifier.issn | 1617-5468 | |
| dc.description.abstract | Digitization will require companies to fundamentally reengineer their sales processes. Adapting the concept of value selling to the digital age will enable them to deliver superior value to their customers. Specifically, social selling will provide them with an answer to the ever-increasing complexity of customer journeys. This article, based on a survey among 235 German companies, assesses the status quo and outlines opportunities. Moreover, it introduces a novel approach for developing well-grounded social selling metrics. | |
| dc.language.iso | en | |
| dc.publisher | Gesellschaft für Informatik, Bonn | |
| dc.relation.ispartof | Digital Enterprise Computing (DEC 2017) | |
| dc.relation.ispartofseries | Lecture Notes in Informatics (LNI) - Proceedings, Volume P-272 | |
| dc.subject | value based selling | |
| dc.subject | customer experience | |
| dc.subject | value to customer | |
| dc.subject | digital value selling | |
| dc.subject | social selling | |
| dc.subject | social selling metrics | |
| dc.subject | LinkedIn’s Social Selling Index | |
| dc.title | Digital value selling: Status quo and opportunities | |
| mci.reference.pages | 171-182 | |
| mci.conference.location | Böblingen | |
| mci.conference.date | July 11-12, 2017 | |
