2013
DOI: 10.1080/15332861.2013.763694
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Utilization of Relationship-Oriented Social Media in the Selling Process: A Comparison of Consumer (B2C) and Industrial (B2B) Salespeople

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Cited by 77 publications
(55 citation statements)
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References 27 publications
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“…To date, research has shown that social media sites are effectively and efficiently used for a number of B2B marketing activities. Those include targeting and consumer relationship management (Moor et al, 2013). Specifically, it has been shown that B2B marketers successfully use social media sites to identify and attract new business partners (Michaelidou et al, 2011) and new business opportunities (Breslauer and Smith, 2009).…”
Section: 2social Media Sites In B2b Marketing; Their Advantages Anmentioning
confidence: 99%
See 2 more Smart Citations
“…To date, research has shown that social media sites are effectively and efficiently used for a number of B2B marketing activities. Those include targeting and consumer relationship management (Moor et al, 2013). Specifically, it has been shown that B2B marketers successfully use social media sites to identify and attract new business partners (Michaelidou et al, 2011) and new business opportunities (Breslauer and Smith, 2009).…”
Section: 2social Media Sites In B2b Marketing; Their Advantages Anmentioning
confidence: 99%
“…Research has shown that social media sites encourage tow-way communication and hence virtual co-creation (Simula, 2013). They also facilitate intra-and inter-organizational collaboration (Moor et al, 2013). This has a positive impact on innovation and product management, as it may result in the development of innovative offerings, which in turn can provide a company with a competitive advantage (Bughin et al, 2009;Jussila et al 2013).…”
Section: 2social Media Sites In B2b Marketing; Their Advantages Anmentioning
confidence: 99%
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“…ugyanakkor tárgyalásos áraknál az értékesítő ronthatja is a termék vagy szolgáltatás költségeinek fedezését azzal, hogy az előírtnál rosszabb feltételekkel köt üzletet, lényegesen gyengébb fedezeti hányadot elérve. Coase [1984] bírálta a közgazdászokat, mivel nem foglalkoztak az ármechanizmussal kapcsolatos költségekkel (például az árak felderítése, megállapítása, alku), ráadásul nehéz az ármechanizmust kiragadva, a kontextustól függetlenül tanulmányozni (Mike [2014]…”
Section: Az éRtékesítők Bevonása Az Online Hálózatépítésbeunclassified
“…Dow Corning are using combinations of electronic customer relationship management (e--CRM) and smartphone technologies to receive leads, monitor customer requirements and activity by location, and input orders in real--time (Grandhi and Chugh, 2012). The B2B sales community is increasingly using platforms such as LinkedIn for prospecting, customer follow--up and sales--related communications (Michaelidou et al, 2011;Moore et al, 2013). Advances in the quantity and quality of sensor technologies combined with the availability of customer insight data and ubiquitous networks, are enabling the rapid development of context--aware applications that can be deployed in sales and marketing activities (Columbus, 2012).…”
Section: Introductionmentioning
confidence: 99%