Purpose – The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and explore the unique ways in which Chinese salespeople use social media, with a special emphasis on the role of...

Configural Frequency Analysis (CFA) asks whether a cell in a cross-classification contains more or fewer cases than expected with respect to some base model. This base model is specified such that cells with more cases than expected (also called types) can be interpreted from a substantive...