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

doi:10.1007/s11747-019-00708-z

Cited by 76 publications

(51 citation statements)

References 44 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Given that the decision making process in B2B is often substantially different from that of the individual consumer, it is important to understand which factors would drive the impact of such review platforms in industrial marketing and to what extent firms can strategically influence these factors in order to capitalize on the review phenomenon in social media. Recent compelling insights by Bill et al (2020) have found no fundamental support for the B2B salesperson social media use-customer loyalty relationship which challenges social media's role as a 'game-changer' (Kumar, 2015) and a 'revolution in sales' (Marshall et al, 2012). However, there are important contingencies to this relationship Bill et al (2020) identify, whereby customer status and the size of the buying center exhibit significant positive relationship in enhancing loyalty.…”

Section: Social Mediamentioning

confidence: 99%

“…Recent compelling insights by Bill et al (2020) have found no fundamental support for the B2B salesperson social media use-customer loyalty relationship which challenges social media's role as a 'game-changer' (Kumar, 2015) and a 'revolution in sales' (Marshall et al, 2012). However, there are important contingencies to this relationship Bill et al (2020) identify, whereby customer status and the size of the buying center exhibit significant positive relationship in enhancing loyalty. Consequently, social media adoption is not a panacea.…”

Section: Social Mediamentioning

confidence: 99%

“…Overall, this was regarded as a theme with high future importance, but also where most development needs to take place demonstrating a significant digital marketing capabilities gap. Again, this is a field that has developed at remarkable pace in B2C (e.g., Herhausen, Ludwig, Grewal, Wulf, & Schoegel, 2019, and is only evolving in B2B (Bill, Feurer, & Klarmann, 2020). We might speculate that this is due to the fact that social media is often seen as a haven for consumers to interact with consumers and where consumer empowerment is considered superior to the role of the firm.…”

Section: Social Mediamentioning

confidence: 99%

“…However, research in this area has devoted little attention to how interactions on such platforms can systematically fertilize (new) business opportunities. While social media is often recognized as a lead generator (Bill et al, 2020), some work has also pointed out the value of social media for relationship management (Ogilvie et al, 2018). Equally, others have proclaimed it as the new way of (net)working (Katona & Sarvary, 2014).…”

Section: Social Mediamentioning

confidence: 99%

See 3 more Smart Citations

The digital marketing capabilities gap

Herhausen

Miočević

Morgan

et al. 2020

Industrial Marketing Management

174

View full text Add to dashboard Cite

General rightsCopyright and moral rights for the publications made accessible in the public portal are retained by the authors and/or other copyright owners and it is a condition of accessing publications that users recognise and abide by the legal requirements associated with these rights.• Users may download and print one copy of any publication from the public portal for the purpose of private study or research. • You may not further distribute the material or use it for any profit-making activity or commercial gain • You may freely distribute the URL identifying the publication in the public portal ? Take down policyIf you believe that this document breaches copyright please contact us providing details, and we will remove access to the work immediately and investigate your claim.

show abstract

Section: Social Mediamentioning

confidence: 99%

Section: Social Mediamentioning

confidence: 99%

Section: Social Mediamentioning

confidence: 99%

Section: Social Mediamentioning

confidence: 99%

See 2 more Smart Citations

The digital marketing capabilities gap

Herhausen

Miočević

Morgan

et al. 2020

Industrial Marketing Management

174

View full text Add to dashboard Cite

show abstract

“…Because buyers can access information about retailers and specific brands and special offers by participating in social media and make a more successful purchase (9). Other research suggests that the use of social media by the seller increases customer loyalty only for high-end customers and customers with small shopping malls (10). Research results show; Ethical values affect consumer behavior and lead to organizational profitability (11).…”

Section: Introductionmentioning

confidence: 96%

Presenting Model of Ethical Strategies based on Social Media Marketing

Behzadinasab

Andervazh

Albonaiemi

2020

IJES

View full text Add to dashboard Cite

Background: Companies in a competitive environment are forced to use strategies that bring them more survival. Consumer satisfaction depends on ethical marketing, which deals with ethical principles and marketing practices and regulations. Evaluating ethical tools in marketing strategies is a strategy that increases the profitability and sustainability of companies due to attracting more customers. Method: This research is a qualitative research that has been done by using the data theory of the foundation with interview tools from the research community, which includes 23 academic experts, managers and experts in the field of marketing and social media who were selected by purposive sampling. Data analysis was performed with MAXQDA software in three stages: open, axial and selective. Results: The findings represent 104 open codes that eventually led to the six main axes in the model. Conclusion:Based on the research results, the model includes influential factors (structural, managerial, storerelated and social media-related). Social media marketing is a central phenomenon that includes (advertising, communication, and word-of-mouth electronic advertising). It encompasses the prevailing context (interactive, competitive, and globalizing environment), including intervening factors (religious, technological, and economic) that influence the ethical strategies of social media marketing. Marketing, economic and human resources actions in the form of ethical strategies lead to the formation of economic and user-related consequences.

show abstract

Impact of social media usage on job performance and employee retention: Role of knowledge sharing and organizational commitment

Chauhan

2022

Glob Bus Org Exc

View full text Add to dashboard Cite

The business world is changing at an accelerated rate, and the key driver of this change is technology. Technologies largely dominate social networking and knowledge sharing activities in organizations through social media (SM). As SM is used in organizations for both work‐related and social‐related purposes, understanding its impact on job performance and employee retention is important. Hence, through the lens of organizational commitment theory and by analyzing a sample of 426 IT employees, this study attempted to explore the influence of SM usage on job performance and employee retention through knowledge sharing and organizational commitment. The significant outcomes of this study are as follows: (1) both work‐related and social‐related SM usage positively influence organizational commitment through knowledge sharing; (2) social media usage positively impacts job performance and employee retention by enhancing employee knowledge sharing capability and organizational commitment. Implications of this study provide meaningful insights for both academics and practitioners.

show abstract

Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences

Cited by 76 publications

References 44 publications

The digital marketing capabilities gap

The digital marketing capabilities gap

Presenting Model of Ethical Strategies based on Social Media Marketing

Impact of social media usage on job performance and employee retention: Role of knowledge sharing and organizational commitment

Contact Info

Product

Resources

About