[HTML][HTML] 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 …
The role of social media utilization and innovativeness on SMEs performance
AD Subagja, AMA Ausat… - … IPTEKKOM Jurnal Ilmu …, 2022 - jurnal.kominfo.go.id
Companies that want to survive in the era of information technology disruption characterized
by hyperconnected business operations must quickly adopt social media technology. The …
by hyperconnected business operations must quickly adopt social media technology. The …
Systematic review of determinants of sales performance: Verbeke et al.'s (2011) classification extended
Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …
more strategic, increased reliance on technology for sales activities, increased stress from …
[HTML][HTML] 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 impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling: the role of social capital
OS Itani, V Badrinarayanan… - European Journal of …, 2023 - emerald.com
Purpose This study aims to develop and test a process model of the effect of social media
use by business-to-business (B2B) salespeople on their value cocreation and …
use by business-to-business (B2B) salespeople on their value cocreation and …
[HTML][HTML] Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
The nature of inside sales has shifted, increasing in autonomy, importance, and scope.
Moreover, buyers are changing their preferences from face-to-face interactions to virtual …
Moreover, buyers are changing their preferences from face-to-face interactions to virtual …
[HTML][HTML] Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination …
This study examines the effects of salespeople's social media and customer relationship
management (CRM) technology use on value co-creation through knowledge and the …
management (CRM) technology use on value co-creation through knowledge and the …
[HTML][HTML] Social media and customer relationship management technologies: Influencing buyer-seller information exchanges
Due to the increasing array of sales technology, salespeople must understand how each
application assists them. This study examines how business-to-business salespeople use …
application assists them. This study examines how business-to-business salespeople use …
Digital transformation of business-to-business sales: what needs to be unlearned?
This study aims to offer novel means for rethinking contemporary business-to-business
(B2B) sales operations and the assumptions that underlie them in the digital era. This …
(B2B) sales operations and the assumptions that underlie them in the digital era. This …
Antecedents and consequences of social media marketing use: an empirical study of the UK exporting B2B SMEs
Purpose The social media have enabled companies to reach out to global markets and
provided them with the opportunity to customize their strategies and offerings in an …
provided them with the opportunity to customize their strategies and offerings in an …