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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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Social media adoption in business-to-business : IT and industrial companies compared
Veldeman, Céline; Praet, Ellen van; Mechant, Peter - In: International journal of business communication : IJBC … 54 (2017) 3, pp. 283-305
Persistent link: https://www.econbiz.de/10011707452
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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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Usability perspective on social media sites' adoption in the B2B context
Lacka, Ewelina; Chong, Alain Yee Loong - In: Industrial marketing management : the international … 54 (2016), pp. 80-91
Persistent link: https://www.econbiz.de/10011478722
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Antecedents of social media B2B use in industrial marketing context : customers' view
Keinänen, Hanna; Kuivalainen, Olli - In: The journal of business & industrial marketing 30 (2015) 6, pp. 711-722
Persistent link: https://www.econbiz.de/10011382382
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New business client acquisition using social networking sites
Kazienko, Przemyslaw; Szozda, Natalia; Filipowski, Tomasz; … - In: Electronic markets : the international journal on … 23 (2013) 2, pp. 93-103
Persistent link: https://www.econbiz.de/10009750451
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Sharing is the name of the game : exploring the role of social media communication practices on B2B customer relationships in the life sciences industry
Rose, Susan; Fandel, Diana; Saraeva, Anastasiya; … - In: Industrial marketing management : the international … 93 (2021), pp. 52-62
Persistent link: https://www.econbiz.de/10012501937
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Comparing digital strategies and social media usage in B2B and B2C industries in Spain
López-López, David; Giusti, Giovanni - In: Journal of business-to-business marketing 27 (2020) 2, pp. 175-186
Persistent link: https://www.econbiz.de/10012259328
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Does it pay off to communicate like your online community? : evaluating the effect of content and linguistic style similarity on B2B brand engagement
Meire, Matthijs; Coussement, Kristof; Caigny, Arno de; … - In: Industrial marketing management : the international … 106 (2022), pp. 292-307
Persistent link: https://www.econbiz.de/10014226517