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

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

Effective Leadership in a Turbulent Organisational Environment

Any organization may experience unwanted situations that lead to chaos, a downturn, or even a crisis. Because of this, leaders who are not prepared for managing a crisis situation or are leading an organization in a turbulent organisational environment will have a negative impact on the organization. Thus, the purpose of this paper is to discuss effective leadership in turbulent times. Among the approaches are the Michigan Model of Leadership and the Mindful Engagement. These frameworks act as guidance for leaders in facing todays complex and dynamic world. This paper also presents a modified framework that suggests steps to be taken by an individual into a credible leader towards future uncertainties as well as researchers for further research purposes

An Exploration of the Impact of Industry 4.0 Approach on Corporate Communication in the German Manufacturing Industry

The purpose of this study is to explore the impact of the Industry 4.0 approach on Corporate Communication in the German manufacturing industry. Industry 4.0 is currently one of the most discussed topics within the German industry with its aim to strengthen the competitiveness of German manufacturers. Industry 4.0 comprises the entire life-cycle of a product through an intelligent networked production. Smart factories symbolize the main objective of Industry 4.0 by implementing Cyber-Physical Systems, the Internet of Things and Internet of Services. The impact of Industry 4.0 on Corporate Communication has not yet been investigated. Therefore, a significant gap of research exists, which will be closed by this study on the impacts of Industry 4.0 on internal as well as external communication. The study was conducted through primary data collection, using a mono-method qualitative research technique in form of semi-structured expert interviews. The sampling comprises six interviewees from varying industry sectors in Germany. The interview partners were chosen due to their expertise on thematic aspects of Corporate Communication and/or Industry 4.0 within organisations which deal with Industry 4.0 implementations. The sampling represents different perspectives on Industry 4.0 as it illustrates different Industry 4.0 operators and Industry 4.0 service providers. Data is examined by a thematic analysis approach involving a vertical and horizontal analysis of the cases. Deriving from the data analysis and findings, an overview of the impact and potential opportunities for manufacturers is formulated. Lastly, to conclude the topic a prospective outlook will be given

An Exploration of the Impact of Industry 4.0 Approach on Corporate Communication in the German Manufacturing Industry

The purpose of this study is to explore the impact of the Industry 4.0 approach on Corporate Communication in the German manufacturing industry. Industry 4.0 is currently one of the most discussed topics within the German industry with its aim to strengthen the competitiveness of German manufacturers. Industry 4.0 comprises the entire life-cycle of a product through an intelligent networked production. Smart factories symbolize the main objective of Industry 4.0 by implementing Cyber-Physical Systems, the Internet of Things and Internet of Services. The impact of Industry 4.0 on Corporate Communication has not yet been investigated. Therefore, a significant gap of research exists, which will be closed by this study on the impacts of Industry 4.0 on internal as well as external communication. The study was conducted through primary data collection, using a mono-method qualitative research technique in form of semi-structured expert interviews. The sampling comprises six interviewees from varying industry sectors in Germany. The interview partners were chosen due to their expertise on thematic aspects of Corporate Communication and/or Industry 4.0 within organisations which deal with Industry 4.0 implementations. The sampling represents different perspectives on Industry 4.0 as it illustrates different Industry 4.0 operators and Industry 4.0 service providers. Data is examined by a thematic analysis approach involving a vertical and horizontal analysis of the cases. Deriving from the data analysis and findings, an overview of the impact and potential opportunities for manufacturers is formulated. Lastly, to conclude the topic a prospective outlook will be given

Success Determinants of Open Innovation Partnerships between Car Manufacturers and Start-Ups in Germany

In a context of saturated markets, increasing price pressure, growing competition, changing preferences and consumption patterns, the automotive industry is evolving into a diversified mobility industry. This disruptive transformation challenges German car manufacturers to reinvent themselves and innovate in diverse directions. Since loose open-innovation (OI) partnerships with start-ups offer manufacturers not only flexibility but, more importantly, cutting-edge expertise from outside the traditional industry, they have become the partner of choice since 2010. Although incumbent-start-up partnerships are on the rise, the current literature scarcely addresses the challenges that arise from innovation cooperation with such disparate partners. Therefore, this study attempts to identify the success determinants to provide practitioners with guidance and contribute to close current gaps in literature. Based on a qualitative research design, in form of semi-structured expert interviews, key barriers and drivers concerning leadership, work methods, culture and intellectual property were identified. Considering the start-up´s, the incumbent´s and the interface´s perspectives, the paper provides a conceptual framework that illustrates the interrelations and challenges in open innovation partnerships. The start-up´s group expertise and maturity turned out to be a major driver for initiating collaboration. The key collaborative success drivers are agile work methods, the group´s internal cultural transformation, the interface´s autonomy, and a solid level of trust and openness between the involved parties. Besides practical recommendations, derived by the identified success factors, the paper constitutes a theoretical basis for further research

Digital Transformation Challenges Successful Enterprises – an Exploration of the Collaboration of Marketing and Sales Department in German Organisations

“Today, marketing must be understood not in the old sense of making a sale – ‘telling and selling’ – but in the new sense of satisfying customer needs” (Kotler, Armstrong, Harris, & Piercy, 2016, p. 5). This statement illustrates the discrepancies as well as the gap between the marketing and the sales department. Both are different functions which often exhibit different goal orientation. They furthermore demand different skills and abilities (Shapiro, 2002). Generally, sales provide knowledge about customer’s wants and needs. In contrast, marketing makes use of this information by combining it with other sources to create products and value proposition more competitively (Keszey & Biemans, 2016). Although marketing and sales demonstrate crucial differences in their goals, it is essential to be aware of their reciprocal potential. If both departments operate in a way that is complementary, the efficiency of how customers are acquired, treated and retained increases (Shapiro, 2002). In recent years, there has been increased attention towards the relationship between marketing and sales (Hughes, Le Bon, & Malshe, 2012; Sleep, Lam, & Hulland, 2018; Le Meunier-Fitzhugh & Massey, 2019). Recent research emphasis the role of digitalization in interfunctional coordination within enterprises (Ruiz-Alba, Guesalaga, Ayestarán, & Morales Mediano, 2019). This research has not yet covered the impact of digital transformation on the collaboration of marketing and sales departments. Since technology is increasingly changing, it enables organizations to simplify co-operation between departments (Le Meunier-FitzHugh & Douglas, 2016). Therefore, it is even more important that this study explores the collaboration between marketing and sales in German organizations to determine whether digital transformation affects this. In addition, digital transformation is essential in every organization nowadays as frequent examples from the business world show. Phil Fasano, CIO of Kaiser Permanente, coined, “every company is already a digital company, even if they don’t perceive themselves to be one” (Baldwin, 2014, p. 23). According to Höttges, CEO of Deutsche Telekom, (2017) “Anything that can be digitized will be digitized, and anything that can be networked will be networked” (p. V). To sum up, there is general agreement among researchers that through a good collaboration between marketing and sales departments the business performance can be increased. Furthermore, there is general consensus that digital transformation will shape the future of organizations. However, there exists no research how the digital transformation affects the collaboration of marketing and sales departments. This study was conducted as an organizational-based research. In total, six German organizations are investigated through semi-structured expert interviews

Die volkswirtschaftliche Bedeutung der Familienunternehmen : Aktualisierung 2014

Bei dieser Studie handelt es sich um die Aktualisierung der Untersuchung aus den Jahren 2009 und 2011, in der das ZEW und das ifm Mannheim die volkswirtschaftliche Bedeutung von Familienunternehmen in Deutschland untersucht hatten (Stiftung Familienunternehmen 2009 und 2011). Sie basiert zum einen auf einer Auswertung des Mannheimer Unternehmenspanels (MUP), das auf die umfangreiche Unternehmensdatenbank des Verbands der Vereine Creditreform zurückzuführen ist. Das MUP bildet den deutschen Unternehmensbestand nahezu vollständig ab. Zum anderen wurde eine neue Liste der 500 größten deutschen Familienunternehmen erstellt und deren Bedeutung für die Gesamtwirtschaft untersucht

A Preoperative Clinical Risk Score Including C-Reactive Protein Predicts Histological Tumor Characteristics and Patient Survival after Surgery for Sporadic Non-Functional Pancreatic Neuroendocrine Neoplasms:An International Multicenter Cohort Study

Background: Oncological survival after resection of pancreatic neuroendocrine neoplasms (panNEN) is highly variable depending on various factors. Risk stratification with preoperatively available parameters could guide decision-making in multidisciplinary treatment concepts. C-reactive Protein (CRP) is linked to inferior survival in several malignancies. This study assesses CRP within a novel risk score predicting histology and outcome after surgery for sporadic non-functional panNENs. Methods: A retrospective multicenter study with national exploration and international validation. CRP and other factors associated with overall survival (OS) were evaluated by multivariable cox-regression to create a clinical risk score (CRS). Predictive values regarding OS, disease-specific survival (DSS), and recurrence-free survival (RFS) were assessed by time-dependent receiver-operating characteristics. Results: Overall, 364 patients were included. Median CRP was significantly higher in patients >60 years, G3, and large tumors. In multivariable analysis, CRP was the strongest preoperative factor for OS in both cohorts. In the combined cohort, CRP (cut-off >= 0.2 mg/dL; hazard-ratio (HR):3.87), metastases (HR:2.80), and primary tumor size >= 3.0 cm (HR:1.83) showed a significant association with OS. A CRS incorporating these variables was associated with postoperative histological grading, T category, nodal positivity, and 90-day morbidity/mortality. Time-dependent area-under-the-curve at 60 months for OS, DSS, and RFS was 69%, 77%, and 67%, respectively (all p <0.001), and the inclusion of grading further improved the predictive potential (75%, 84%, and 78%, respectively). Conclusions: CRP is a significant marker of unfavorable oncological characteristics in panNENs. The proposed internationally validated CRS predicts histological features and patient survival