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The digital marketing capabilities gap: empirical evidence, managerial shortcomings, and future research streams

Herhausen, Dennis, Miočević, Dario, Morgan, Robert ORCID: and Kleijnen, Mirella H. P. 2020. The digital marketing capabilities gap: empirical evidence, managerial shortcomings, and future research streams. Industrial Marketing Management 90 , pp. 276-290. 10.1016/j.indmarman.2020.07.022

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Over the past two decades, digitalization has revolutionized not only consumer marketing but also industrial marketing. Both industrial marketing scholars and industrial marketers seek insights to understand how our knowledge and practice of digital marketing has been structured and configured. To address this gap, we adopt the resource-based perspective as an organizing framework and systematically review 129 articles spanning two decades of research to identify different digital marketing capabilities in industrial firms. From this analysis, we identify four themes: channels, social media, digital relationships, and digital technologies. We then stress-test this knowledge with managerial practices by conducting an online survey of 169 managers, designed to establish the repertoire of current and future marketing capability needs of industrial firms. Herein, we identify two marketing capabilities gaps: the practice gap—which identifies the deficit between managers’ ‘current’ practices and their ‘ideal’ digital marketing capabilities; and, the knowledge gap—which demonstrates a significant divide between the digital marketing transformations in industrial firms and the extant scholarly knowledge that underpins this. Based on these results, we build an agenda for future research on digital marketing capabilities.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > HF Commerce
Publisher: Elsevier
ISSN: 0019-8501
Date of Acceptance: 30 July 2020
Last Modified: 07 Nov 2022 10:56

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