Sales Employment in the Digitalization Era: Empirical Evidence from Listed Companies

DOI: https://doi.org/10.62517/jbm.202509113

Author(s)

Danwei Li*

Affiliation(s)

Harbin University of Commerce, Harbin, China *Corresponding Author.

Abstract

In the era of the digital economy, the impact of digital transformation on enterprise labor employment has garnered significant attention. Based on data from Chinese listed companies from 2011 to 2022, this paper empirically examines the impact and transmission mechanisms of digital transformation on the scale of sales personnel. The research findings indicate that digital transformation significantly increases the number of sales personnel and optimizes the labor structure of enterprises through mechanisms such as enhancing self-management and self-motivation, adjusting salary levels, and improving operational efficiency. Heterogeneity analysis reveals that the effect of digital transformation on the number of sales personnel is more pronounced in high-tech enterprises, technology-intensive enterprises, and companies in central regions. This study provides empirical evidence for accurately assessing the impact of digital transformation on sales personnel employment and offers policy insights for optimizing labor allocation and enhancing market competitiveness in the digital economy era.

Keywords

Digital Transformation, Sales Personnel, Employment, Labor Structure Optimization, Heterogeneity Analysis

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