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
Omar S. Itani, Raj Agnihotri, Rebecca Dingus
| 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 | Wettbewerbsanalyse | Competitive analysis | Lernende Organisation | Learning organization | Verkauf | Selling | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2017.06.012 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011775972