Salespeople's work toward the institutionalization of social selling practices

Schmitt, Laurianne; Casenave, Éric; Pallud, Jessie

doi:10.1016/j.indmarman.2021.05.008

Cited by 19 publications

(16 citation statements)

References 50 publications

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“…Following that, we created a database of potential respondents by conducting a search on these groups based on purposeful sampling. To ensure that we captured only active profiles, we limited our search to professionals who have a premium LinkedIn account, have at least 500 followers, and have published any content on LinkedIn in the past 30 days (Schmitt et al , 2021; Cortez and Dastidar, 2022). The “first connections” (those known to researchers) were omitted (Zide et al , 2014).…”

Section: Methodsmentioning

confidence: 99%

“…To begin, we joined LinkedIn groups using the keywords "supply chain management," "SCM," "supply network," "procurement," "general merchandise manager" and "logistics," consistent with recent B2B research by Zide et al (2014), Barry and Gironda (2018), Kumar et al (2019), Zou et al (2019) and Schmitt et al (2021). Following that, we created a database of potential respondents by conducting a search on these groups based on purposeful sampling.…”

Section: Studymentioning

confidence: 99%

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Multi-homing in B2B services: a psychological perspective

Manchanda

Deb

2022

JBIM

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Purpose Extant literature on business-to-business (B2B) has largely ignored studying multi-homing through a psychological lens. This paper aims to outline the results of three constituent studies, which were designed to reveal potential differences in multi-homers’ versus single-homers’ loyalty behaviors in a B2B and supply chain management (SCM) setting; identify factors that differentiate single-homers and multi-homers in these settings; and examine the relevance and effect of perceived risk on multi-homing behaviors. Design/methodology/approach In Studies 1 and 2, the authors used a questionnaire-based survey to capture the perceptions of 503 and 458 SCM experts, respectively. They then deployed AMOS v.21 to perform structural equation modeling. In Study 3, the authors used a mixed-methods approach to interview 18 SCM experts and then applied these insights to a survey with 242 SCM experts. Findings Study 1 reveals that multi-homers’ loyalty toward their preferred SP has a weaker effect on willingness to pay premium prices and share-of-wallet than single-homers’ loyalty. Study 2 establishes that several attitudinal factors distinguish multi-homers from single-homers in a loyalty framework. Study 3 concludes that perceived risk dimensions promote multi-homing intention, which in turn promotes multi-homing behavior. Originality/value Through empirical investigation, the present research succeeds in establishing that multi-homing is a concern for SPs, deciphering the attitudinal factors that distinguish multi-homers and single-homers in a loyalty framework, and confirming the influence of perceived risk dimensions on multi-homing. Thus, the study has several theoretical and practical implications for B2B services in emerging economies.

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Section: Methodsmentioning

confidence: 99%

Section: Studymentioning

confidence: 99%

Multi-homing in B2B services: a psychological perspective

Manchanda

Deb

2022

JBIM

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“…Future studies could also examine customer perceptions of and reactions to influencer marketing activities in the B2B context or study the topic from the influencer perspective (c.f., Vanninen, Mero, & Kantamaa, 2022). In particular, we call for novel insights on how different employees (salespeople, engineers, business leaders) in B2B organizations can act as influencers, and facilitate (or hinder) the enactment and institutionalization of influencer marketing strategies in their organizations and broader networks (c.f., Schmitt, Casenave, & Pallud, 2021).…”

Section: Limitations and Future Research Avenuesmentioning

confidence: 99%

B2B influencer marketing: Conceptualization and four managerial strategies

Mero

Vanninen

Keränen

2023

Industrial Marketing Management

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“…Following the TTF theory claims, we argue that a fit between increasing brand awareness and the use of social media by salesperson exist as social media sites provide the place and features needed to create and intensify brand awareness. Overall, researchers have argued that social media use is an important area to explore for the future of the sales domain as sales organizations are now embracing social selling (Schmitt et al , 2021), and they have propounded social media as an area worthy of relevant research enquiry (Cartwright et al , 2021; Kumar and Sharma, 2022).…”

Section: Theoretical Background and Literature Reviewmentioning

confidence: 99%

“…Indeed, as more and more customers rely on the internet to make their buying decisions (Agnihotri, 2020), sales organizations are also investing in carefully crafting their digital strategies to ensure they offer value creation opportunities for their customers. In fact, researchers have propounded that utilizing social media for B2B transactions can unveil millions of dollars’ worth of business opportunities for B2B organizations (Chae et al , 2020), and while this is an important area of future research (Kumar and Sharma, 2022; Schmitt et al , 2021), it is not fully understood in B2B markets (Cartwright et al , 2021). As salespeople are given the ultimate responsibility to manage the relationships with customers, sales organizations have relied on social media usage through their salesforce to create value for their customers.…”

Section: Introductionmentioning

confidence: 99%

Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity

Kalra

Rostami

2023

JBIM

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Purpose Although research analyzing the consequences of salesperson social media use in driving sales behaviors and performance outcomes has proliferated in the recent past, there are significant research gaps in the domain. Grounded in task-technology fit theory, this paper aims to propose a conceptual framework that integrates between previously disjointed areas of research and analyzes the relationships between salesperson social media use, brand awareness, creativity, manager empowerment and company performance. Design/methodology/approach Survey responses were collected from a multi-industry sample of 158 business-to-business salespeople. Structural relationships were tested using partial least squares structural equation modeling. Findings The analysis shows that salesperson social media use positively affects brand awareness. The relationship between social media and brand awareness is magnified with the increase in salesperson creativity. Findings also show that manager empowerment increases salesperson creativity. Finally, brand awareness positively affects company performance. Practical implications Sales organizations should focus on developing digital strategies, especially focusing on salesperson social media use to enhance company’s brand awareness, which in turn increases company performance. Moreover, sales managers should also follow empowering leader behaviors to enhance creativity. Originality/value The authors amalgamate salesperson social media use literature and branding literature by proposing salesperson social media use’s positive effects on brand awareness. This study also expands the knowledge by exploring the moderating effect of individual-level variables such as salesperson creativity on driving the effects of salesperson social media use.

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Salespeople's work toward the institutionalization of social selling practices

Cited by 19 publications

References 50 publications

Multi-homing in B2B services: a psychological perspective

Multi-homing in B2B services: a psychological perspective

B2B influencer marketing: Conceptualization and four managerial strategies

Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity

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