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The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital

Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717

Persistent link: https://www.econbiz.de/10014225997

How social media use enhances salesperson performance

Franck, Romain; Damperat, Maud - In: The journal of business & industrial marketing 38 (2023) 8, pp. 1720-1737

Persistent link: https://www.econbiz.de/10014314205

Can salespeople use social media to enhance brand awareness and sales performance? : the role of manager empowerment and creativity

Kalra, Ashish; Itani, Omar S.; Rostami, Amin - In: The journal of business & industrial marketing 38 (2023) 8, pp. 1738-1753

Persistent link: https://www.econbiz.de/10014314206

The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective

Schendzielarz, Dennis; Alavi, Sascha; Guba, Jan Helge - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 139-157

Persistent link: https://www.econbiz.de/10013361675

Selling relationship quality to increase salesperson performance in the pharmacy industry

Udayana, Ida Bagus Nyoman; Farida, Naili; Ardyan, Elia - In: International journal of services and operations management 33 (2019) 2, pp. 262-285

Persistent link: https://www.econbiz.de/10012106461

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …

Persistent link: https://www.econbiz.de/10014246502

Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

Persistent link: https://www.econbiz.de/10014425793

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

Antecedents and consequences of the quality of e-customer-to-customer interactions in B2B communities

Bruhn, Manfred; Schnebelen, Stefanie; Schäfer, Daniela B. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 164-176

Persistent link: https://www.econbiz.de/10010359357

Investigating the online customer experience : a B2B perspective

McLean, Graeme J. - In: Marketing intelligence & planning 35 (2017) 5, pp. 657-672

Persistent link: https://www.econbiz.de/10011774644