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The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
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Charting value creation strategies B2B salespeople use throughout the sales process : learning from social media influencers
Cheng, Zixuan Mia; Plangger, Kirk; Cai, Feng; Campbell, … - In: European journal of marketing 57 (2023) 3, pp. 718-744
Persistent link: https://www.econbiz.de/10014226003
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Social media in response to COVID-19 : how increased social media usage affects the performance of B2B salespeople in the "new normal"
Barner, Simon; Totzek, Dirk - In: Journal of personal selling & sales management : JPSSM 44 (2024) 4, pp. 398-413
Persistent link: https://www.econbiz.de/10015193367
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Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
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Investigating the impact of salespersons' use of technology and social media on their customer relationship performance in B2B settings
Gáti, Mirkó; Mitev, Ariel; Bauer, András - In: Market : review for marketing theory and practice 30 (2018) 2, pp. 165-176
Persistent link: https://www.econbiz.de/10011994843
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The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and customers
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619
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Salesperson social media use in business-to-business relationships : an empirical test of an integrative framework linking antecedents and consequences
Bill, Fabian; Feurer, Sven; Klarmann, Martin - In: Journal of the Academy of Marketing Science 48 (2020) 4, pp. 734-752
Persistent link: https://www.econbiz.de/10012293330
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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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How social media use enhances salesperson performance
Franck, Romain; Damperat, Maud - In: The journal of business & industrial marketing 38 (2023) 8, pp. 1720-1737
Persistent link: https://www.econbiz.de/10014314205
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Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms : the role of salesperson self-determination needs
Itani, Omar S.; Kalra, Ashish; Riley, Jen - In: Information & management : the internat. journal of … 59 (2022) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10013197320