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Modelling factors of social media usage by B2B salespersons : an emerging market study
Kumar, Ratan; Srivastava, Vibhava - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2315-2331
Persistent link: https://www.econbiz.de/10013455404
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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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Charting value creation strategies B2B salespeople use throughout the sales process : learning from social media influencers
Cheng, Zixuan Mia; Plangger, Kirk; Cai, Feng; Campbell, … - In: European journal of marketing 57 (2023) 3, pp. 718-744
Persistent link: https://www.econbiz.de/10014226003
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Bringing "social" into sales : the impact of salespeople's social media use on service behaviors and value creation
Agnihotri, Raj; Kothandaraman, Prabakar; Kashyp, Rajiv; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 3, pp. 333-348
Persistent link: https://www.econbiz.de/10009579256
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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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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
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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
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Buyer loyalty in business markets : can the firm and salesperson get what they truly desire?
Wang, Guocai; Wang, Xiaoyan; Long, Yu; Wee, Chow Hou; … - In: Journal of business-to-business marketing 22 (2015) 3, pp. 197-210
Persistent link: https://www.econbiz.de/10011413358
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Integrating online communities within business-to-business marketing communications : an exploratory study
Valos, Michael J.; Turner, Paul; Scheepers, Helana; … - In: Journal of marketing communications 24 (2018) 5, pp. 450-468
Persistent link: https://www.econbiz.de/10011880791
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Social media capability in B2B marketing : toward a definition and a research model
Wang, Yun; Rod, Michel; Ji, Shaobo; Deng, Qi - In: The journal of business & industrial marketing 32 (2017) 8, pp. 1125-1135
Persistent link: https://www.econbiz.de/10011802754