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-Reference-Cited by-同舟云学术

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

Published:2017-10 Issue: Volume:66 Page:64-79
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Itani Omar S.,Agnihotri Raj,Dingus Rebecca

Publisher

Elsevier BV

Subject

Marketing

Reference142 articles.

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3. Bringing “social” into sales: The impact of salespeople's social media use on service behaviors and value creation;Agnihotri;Journal of Personal Selling & Sales Management,2012

4. High touch through high tech: The impact of salesperson technology usage on sales performance via mediating mechanisms;Ahearne;Management Science,2008

5. Sales force performance: A typology and future research priorities;Ahearne,2011

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