Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Year of publication: |
2021
|
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Authors: | Bowen, Melanie ; Lai-Bennejean, Christine ; Haas, Alexander ; Rangarajan, Deva |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 96.2021, p. 166-182
|
Subject: | Adaptive selling | Proactive servicing | Salesperson performance | Social media | Value-oriented prospecting | Social Web | Social web | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Online-Marketing | Internet marketing |
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