Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Melanie Bowen, Christine Lai-Bennejean, Alexander Haas, Deva Rangarajan
| Year of publication: |
2021
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|---|---|
| Authors: | Bowen, Melanie ; Lai-Bennejean, Christine ; Haas, Alexander ; Rangarajan, Deva |
| 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. 96.2021, p. 166-182
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| Subject: | Adaptive selling | Proactive servicing | Salesperson performance | Social media | Value-oriented prospecting | Social Web | Social web | Verkaufspersonal | Salespeople | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing | Arbeitsleistung | Job performance |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2021.05.007 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013194594