Organizations continue to make investments in social media with the hope that it will help
their sales force in improving engagement with customers. The academic literature on social …

There is recognition that social media can benefit personal selling and sales management,
especially in the B2B context. This research draws on interactional psychology theory to …

Embodying a new gestalt in firm-customer communication, social media is a nascent yet
critical concern for researchers and practitioners alike. Organizations lack valid and reliable …

Social media have changed how buyers and sellers interact, and increased involvement
through social media may yield positive results for sales organizations if salespeople utilize …

Given the indirect role of social media in value creation, the article “Social media: Influencing
customer satisfaction in B2B sales” by Agnihotri, Dingus, Hu, and Krush (2016) is notable for …

Purpose–A great deal has been written recently in the practitioner press about the strategic
importance and usage of social media. However, as practitioners only release limited …

Social media are increasingly becoming a valuable tool for Business-to-Business (B2B)
organizations. However, social media research in B2B lacks a comprehensive overview …

Social media and its impact on business-to-business marketing have received significant
attention from practitioners and researchers. Social media has also impacted the selling …

Social media technology has been accepted as part of the marketing strategy and culture of
operations within a variety of companies. For example, searches of employment data bases …

The selling environment has undergone tremendous transformation over the past 2
decades. Perhaps the greatest change has centered on changes and advancements in …