The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Year of publication: |
2023
|
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Authors: | Itani, Omar S. ; Badrinarayanan, Vishag ; Rangarajan, Deva |
Published in: |
European journal of marketing. - Bradford : Emerald, ISSN 1758-7123, ZDB-ID 2002936-6. - Vol. 57.2023, 3, p. 683-717
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Subject: | Cross-selling | Knowledge | Networking | Reputation | Sales management | Salesperson | Social capital | Social media use | Upselling | Value cocreation | Sozialkapital | Social Web | Social web | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Betriebliche Wertschöpfung | Value creation | Soziales Netzwerk | Social network | Kundenintegration | Customer integration | Beziehungsmarketing | Relationship marketing | Verkauf | Selling |
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