A Review of Social Media and Implications for the Sales Process

Andzulis, James “Mick”; Panagopoulos, Nikolaos G.; Rapp, Adam

doi:10.2753/pss0885-3134320302

Cited by 368 publications

(274 citation statements)

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“…In particular, Andzulis et al [1] discuss the implications of adopting social media in each step of the sales process. Lacoste [21] gives a thorough overview of social media usage by key account managers; while Guesalaga [14] proposes a model where the implementation of social media in the sales function is mainly triggered by organizational competence and commitment.…”

Section: The Usage Of Social Media In the Internationalization Procesmentioning

confidence: 99%

Effects of Social Media Usage on the Speed of International Growth of an International New Venture

Fraccastoro¹,

Gabrielsson²

2018

Proceedings of the 51st Hawaii International Conference on System Sciences

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Section: The Usage Of Social Media In the Internationalization Procesmentioning

confidence: 99%

Effects of Social Media Usage on the Speed of International Growth of an International New Venture

Fraccastoro¹,

Gabrielsson²

2018

Proceedings of the 51st Hawaii International Conference on System Sciences

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“…There have been some studies that specifically consider social media in their content in recent years and the number is growing (Naylor, Lamberton, & West, 2012;Andzulis, Panagopoulos, & Rapp, 2012;Powers, Advincula, Austin, Graiko, & Snyder, 2012;Rodriguez, Peterson,& Krishnan, 2012;Kozinets, Valck, Wajnicki, &Wilner, 2010;Zeng, Huang, & Dou, 2009;Trusov, Bucklin, &Pauwels, 2009;Fisher, 2009). These studies have considered the impact of social media on word of mouth (Kozinets et al, 2010;Trusov et al, 2009), brand evaluations and purchase intentions (Naylor et al, 2012), sales performance (Andzulis et al, 2012;Rodriguez et al, 2012), communication (Powers et al, 2012), acceptance of advertising (Zeng et al, 2009), and return on investment for social media efforts (Fisher, 2009), among other things. A few studies have looked at social media as it relates to relationship marketing (Laroche, Hibibi& Richard, 2013;Trainor, 2012;Kim &Ko, 2010;Hennig-Thurau et al, 2010).…”

Section: Social Media In Marketing Literaturementioning

confidence: 99%

The Influence of Social Media Investment on Relational Outcomes: A Relationship Marketing Perspective

Clark¹,

Melancon²

2013

IJMS

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Given that the majority of businesses are using social media as a marketing tool, this article investigates whether social media actually contributes to building and maintaining relationships with consumers. Specifically, social media is conceptualized as a part of relationship investment, and tested for its influence on satisfaction, loyalty and word of mouth behaviors through the mediator of relationship quality. Results indicate that social media followers perceive higher levels of relationship investment, report higher perceptions of relationship quality, and have higher levels of customer satisfaction, loyalty and positive word of mouth intentions with the organization than do non-followers. Taken together, these findings indicate that social media does seem to influence key relationship marketing variables that lead to more relational consumers.

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“…Although lots of review has been done in the field of social media from the perspective of tourism and hospitality [20], sales process [21], communication [22,23], emergency management [24], higher education [25], and E-government [26], there is still a lack of general overview that can reveal the holistic trend of social media research. Bibliometrics can be used to provide quantitative analysis of literature [27].…”

Section: Introductionmentioning

confidence: 99%