R Guesalaga - Industrial marketing management, 2016 - Elsevier
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 …
The importance of social media usage by B2B salespeople has been well documented in the sales literature. In particular, a B2B salesperson's use of social media to prospect for …
R Agnihotri - Industrial marketing management, 2020 - Elsevier
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 …
RJ Schultz, CH Schwepker Jr, DJ Good - American Journal of …, 2012 - emerald.com
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 …
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 …
F Bill, S Feurer, M Klarmann - Journal of the Academy of Marketing …, 2020 - Springer
This study presents an empirical test of an integrative framework based on the Unified Theory of Acceptance and Use of Technology, capturing what drives salesperson social …
B Kumar, A Sharma - Industrial Marketing Management, 2022 - Elsevier
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 …
RJ Schultz, CH Schwepker, DJ Good - Marketing Management …, 2012 - mmaglobal.org
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 …
JN Moore, CD Hopkins… - Journal of Internet …, 2013 - Taylor & Francis
The rapid pace of technological advancement and adoption of social media among consumers/organizations has been unprecedented in recent years. This study provides …