Visibility of work: how digitalization changes the workplace

Hanna Timonen, Johanna Vuori

Research output: Chapter in Book/Report/Conference proceedingConference contributionScientificpeer-review

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Digitalization is rapidly reshaping our workplaces, as digital technologies often change individual’s work and collective work practices in significant but unpredictable ways. In this paper, we look at how digitalization changes the nature of work regarding work visibility, and examine this in the context of business-to-business (B2B) sales work. We report on a single case study using a practice approach to examine B2B sales work in a small SaaS company. Our findings show how the visibility of B2B sales work changes due to digitalization, increasing the visibility of work in relation to co-workers while decreasing it in relation to customers. Based on these findings, we discuss the complex tradeoffs in making work visible to different audiences and the gradual and constructed nature of work visibility.
Original languageEnglish
Title of host publicationProceedings of the 51st Hawaii International Conference on Systems Sciences (HICSS 2018)
Place of PublicationHonolulu, HI
Number of pages10
ISBN (Electronic)978-1-5108-5655-4, 978-0-9981331-1-9
Publication statusPublished - 2018
MoE publication typeA4 Article in a conference publication
EventAnnual Hawaii International Conference on System Sciences - Waikoloa Village, United States
Duration: 3 Jan 20186 Jan 2018
Conference number: 51


ConferenceAnnual Hawaii International Conference on System Sciences
Abbreviated titleHICSS
Country/TerritoryUnited States
CityWaikoloa Village
Internet address


  • digitalization
  • practice approach
  • sales work
  • work visibility


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