Examining the research on social media in business-to-business marketing with a focus on sales and the selling process
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 …
attention from practitioners and researchers. Social media has also impacted the selling …
Digital, Social Media, and Mobile Marketing in industrial buying: Still in need of customer segmentation? Empirical evidence from Poland and Germany
This study investigates the necessity of customer segmentation in industrial buying
regarding Digital, Social Media, and Mobile Marketing (DSMM) from the perspective of a …
regarding Digital, Social Media, and Mobile Marketing (DSMM) from the perspective of a …
Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling
Business markets are facing major changes due to an increasing digitalization trend and
consequent changes in buying behaviors. Practitioners and academics alike have started to …
consequent changes in buying behaviors. Practitioners and academics alike have started to …
The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media
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 …
especially in the B2B context. This research draws on interactional psychology theory to …
Social media usage and organizational performance: Reflections of Malaysian social media managers
Social media usage among organizations is growing tremendously. Organizations are now
building and maintaining social media public pages to improve their social network salience …
building and maintaining social media public pages to improve their social network salience …
The impact of sellers' social influence on the co-creation of innovation with customers and brand awareness in online communities
This study integrates theoretical concepts adopted from social influence theory, co-creation
practice, and brand equity into a single model by examining the role of social comparison …
practice, and brand equity into a single model by examining the role of social comparison …
Industrial marketing management digital media optimization for B2B marketing
W Krings, R Palmer, A Inversini - Industrial Marketing Management, 2021 - Elsevier
The role of digital media in B2B marketing has gained traction with academics and
practitioners in recent years. However, a comprehensive framework about the use and value …
practitioners in recent years. However, a comprehensive framework about the use and value …
Antecedents of social media B2B use in industrial marketing context: customers' view
H Keinänen, O Kuivalainen - Journal of Business & Industrial …, 2015 - emerald.com
Purpose–The purpose of this study is to clarify business-to-business (B2B) customers'
behavior regarding their social media use for B2B purposes and the antecedents of this …
behavior regarding their social media use for B2B purposes and the antecedents of this …
Social media in B2B sales: why and when does salesperson social media usage affect salesperson performance?
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 …
the sales literature. In particular, a B2B salesperson's use of social media to prospect for …
[HTML][HTML] Measuring B2B social selling: Key activities, antecedents and performance outcomes
Sales research has widely noted the grow (Davis, Bagozzi, & Warshaw, 1992) ing
importance of social media in contemporary B2B selling. Yet, scholars have noted that …
importance of social media in contemporary B2B selling. Yet, scholars have noted that …