… social media usage was a key moderator in the relationship between B2B salesperson social
media … from 171 B2B salespeople and find that salesperson social media usage relates …

… salesperson social media use as the extent to which a … salesperson adopts and invests time
in social media. In particular, we consider salespeople’s use of three types of social media: (1…

… %, increasing numbers of B2B salespeople are using social media tools to outperform their
peers and many are closing deals “as a direct result of social media” (Minsky & Quesenberry, …

… of salesperson social media … salesperson social media use increases salesperson
inclusion-of-the-customer-in-the-self by reducing the psychological distance between the …

… ” of inside salespeople at the intersection with social media in … : inside sales strategic social
media use → inside salesperson-… of the social media strategies that inside salespeople use. …

… , we find that salespeople using social media technology can … of salesperson's social
media usage on salesperson … of information communication between social media use and …

… apply to salespeople who use social media to develop customer relations. We argue that
the interactive nature of social media allows salespeople access to a larger number of social …

… , and salesperson performance. Utilizing a sample of 214 business-to-business salespeople,
we find that salesperson social media … , which ultimately affects salesperson performance. …

… approach, this paper aims to study the influence of social media use on salesperson
performance and its underlying mechanisms from the perspective of salespeople in B2B settings. …

… salesperson social media use for work and its downstream effects on empathy and salesperson
… relationship between ethical leadership and salesperson social media use and tests the …