Social media adoption, usage and impact in business-to-business (B2B) context: A state-of-the-art literature review
Social media plays an important part in the digital transformation of businesses. This
research provides a comprehensive analysis of the use of social media by business-to …
research provides a comprehensive analysis of the use of social media by business-to …
Impact assessment of social media usage in B2B marketing: A review of the literature and a way forward
Although various critical elements, such as media publicity, word of mouth, legislation, and
environmental factors, are not under the control of a company, they play a significant role in …
environmental factors, are not under the control of a company, they play a significant role in …
A comparison of social media marketing between B2B, B2C and mixed business models
This paper explores the implicit assumption in the growing body of literature that social
media usage is fundamentally different in business-to-business (B2B) companies than in the …
media usage is fundamentally different in business-to-business (B2B) companies than in the …
Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling
Business markets are facing major changes due to an increasing digitalization trend and
consequent changes in buying behaviors. Practitioners and academics alike have started to …
consequent changes in buying behaviors. Practitioners and academics alike have started to …
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
This paper examines the use of social media by business-to-business (B2B) salespeople to
assist in their job functions. The authors propose that a salesperson's attitude toward social …
assist in their job functions. The authors propose that a salesperson's attitude toward social …
Social media models, technologies, and applications: an academic review and case study
Purpose In recent years, social media have attracted considerable attention. Hence, the
purpose of this paper is to conduct a critical literature review of social media research with …
purpose of this paper is to conduct a critical literature review of social media research with …
Social media and customer relationship management technologies: Influencing buyer-seller information exchanges
Due to the increasing array of sales technology, salespeople must understand how each
application assists them. This study examines how business-to-business salespeople use …
application assists them. This study examines how business-to-business salespeople use …
Industrial marketing management digital media optimization for B2B marketing
The role of digital media in B2B marketing has gained traction with academics and
practitioners in recent years. However, a comprehensive framework about the use and value …
practitioners in recent years. However, a comprehensive framework about the use and value …
Transformational leadership effects on salespeople's attitudes, striving, and performance
Sales managers face challenges in leading their salespeople. Viewing transformational
leadership (TL) as pivotal to gain attitudes necessary for good performance, we present …
leadership (TL) as pivotal to gain attitudes necessary for good performance, we present …
Social media in B2B sales: why and when does salesperson social media usage affect salesperson performance?
The importance of social media usage by B2B salespeople has been well documented in
the sales literature. In particular, a B2B salesperson's use of social media to prospect for …
the sales literature. In particular, a B2B salesperson's use of social media to prospect for …