Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling : examining the role of learning orientation as an enabler
Year of publication: |
October 2017
|
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Authors: | Itani, Omar S. ; Agnihotri, Raj ; Dingus, Rebecca |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 66.2017, p. 64-79
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Subject: | Social media | Learning orientation | Adaptive selling | Competitive intelligence | Sales performance | Social Web | Social web | Verkaufspersonal | Salespeople | Verkauf | Selling | Lernende Organisation | Learning organization | B-to-B-Marketing | Business-to-business marketing | Wettbewerbsanalyse | Competitive analysis | Beziehungsmarketing | Relationship marketing |
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