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Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
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The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and cu...
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619
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The use of social media in sales : individual and organizational antecedents, and the role of customer engagement in social media
Guesalaga, Rodrigo - In: Industrial marketing management : the international … 54 (2016), pp. 71-79
Persistent link: https://www.econbiz.de/10011478719
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Impact assessment of social media usage in B2B marketing : a review of the literature and a way forward
Tiwary, Nishant Kumar; Kumar, Rishi Kant; Sarraf, Shagun; … - In: Journal of business research : JBR 131 (2021), pp. 121-139
Persistent link: https://www.econbiz.de/10012544944
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Salespeople's work toward the institutionalization of social selling practices
Schmitt, Laurianne; Casenave, Eric; Pallud, Jessie - In: Industrial marketing management : the international … 96 (2021), pp. 183-196
Persistent link: https://www.econbiz.de/10013194572
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Measuring B2B social selling : key activities, antecedents and performance outcomes
Terho, Harri; Giovannetti, Marta; Cardinali, Silvio - In: Industrial marketing management : the international … 101 (2022), pp. 208-222
Persistent link: https://www.econbiz.de/10013197771
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Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara; Terho, Harri; Cardinali, Silvio; … - In: Industrial marketing management : the international … 82 (2019), pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
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The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs
Fraccastoro, Sara; Gabrielsson, Mika; Pullins, Ellen - In: International business review : the official journal of … 30 (2021) 4, pp. 1-15
Persistent link: https://www.econbiz.de/10012595815
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How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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Social media's influence on business-to-business sales performance
Rodriguez, Michael; Peterson, Robert M.; Krishnan, … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 365-378
Persistent link: https://www.econbiz.de/10009580909