… sales process. Considering the fast pace at which knowledge of the impact of social media
within B2B sales … emerging literature on social media communication in the sales process. We …

… social media use as a positive influencer in a B2B sales … of social media in a business-to-business
(B2B) sales context. … is already known about social media interactions in a business-…

… ) markets could clarify the dynamics underpinning the sales … social media, digital, and
traditional sales communication tools are leveraged during the three main phases of the B2B sales …

… We begin with a literature review of the literature on social media use in B2B sales followed
by our conceptual model and the argumentation for our hypotheses. We then have the …

… an understanding of how social media usage impacts sales processes and B2B sales
performance. The empirical results strongly support that social media usage has a positive …

… We identified the initial B2B sales process attributes and social media marketing to frame
the questionnaire through the review of literature; ten marketing, sales and service managers …

… Following the importance and current understanding of social media in B2B and B2B sales,
… how they build on the literature on B2B sales and social media. To do so, and based on their …

… Research about social media use and B2B sales processes are fragmented; the present
study permitted a wide framework view. The qualitative case studies offered relevant …

… social media by business-to-business (B2B) salespeople to assist in their job functions. The
authors propose that a salesperson's attitude toward social media … social media in B2B sales …

… important B2B sales relationships regarding the impact of social media usage on sales
outcome performance (Figure 1). The model contends that age, social influences (ie social media …