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Social media usage : an investigation of B2B salespeople
Schultz, Roberta J.; Schwepker, Charles H. <Jr.>; Good, … - In: American journal of business : applying research to … 27 (2012) 2, pp. 174-196
Persistent link: https://www.econbiz.de/10009711412
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Revolution in sales : the impact of social media and related technology on the selling environment
Marshall, Greg W.; Moncrief, William C.; Rudd, John M.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 349-363
Persistent link: https://www.econbiz.de/10009579253
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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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Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms : the role of salesperson self-determination needs
Itani, Omar S.; Kalra, Ashish; Riley, Jen - In: Information & management : the internat. journal of … 59 (2022) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10013197320
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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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Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian; Feurer, Sven; Klarmann, Martin - In: Journal of the Academy of Marketing Science 48 (2020) 4, pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
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Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling : examining the role of learning orientation as an enabler
Itani, Omar S.; Agnihotri, Raj; Dingus, Rebecca - In: Industrial marketing management : the international … 66 (2017), pp. 64-79
Persistent link: https://www.econbiz.de/10011775972
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Investigating the impact of salespersons' use of technology and social media on their customer relationship performance in B2B settings
Gáti, Mirkó; Mitev, Ariel; Bauer, András - In: Market : review for marketing theory and practice 30 (2018) 2, pp. 165-176
Persistent link: https://www.econbiz.de/10011994843