Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling

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dc.contributor.author Itani, Omar S.
dc.contributor.author Agnihotri, Raj
dc.contributor.author Dingus, Rebecca
dc.date.accessioned 2020-03-11T13:13:45Z
dc.date.available 2020-03-11T13:13:45Z
dc.date.copyright 2017 en_US
dc.date.issued 2020-03-11
dc.identifier.issn 0019-8501 en_US
dc.identifier.uri http://hdl.handle.net/10725/11863 en_US
dc.description.abstract This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media usefulness, as well as a salesperson's learning orientation, will influence how much a salesperson uses social media to assist in day-to-day job tasks. Additionally, the impact that the use of social media has on collecting knowledge about competitors, adapting to customers, and sales performance is considered. Accordingly, a broad literature review is provided to introduce extant theory contributing to the proposed model. The practical uses of social media by salespeople will be described, and then the theoretical foundation is built, encompassing social media use, goal orientations, and adaptive selling theory. Results of an empirical model are provided, followed by a discussion of theoretical and managerial implications. en_US
dc.language.iso en en_US
dc.title Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling en_US
dc.type Article en_US
dc.description.version Published en_US
dc.title.subtitle examining the role of learning orientation as an enabler en_US
dc.author.school SOB en_US
dc.author.idnumber 200501701 en_US
dc.author.department Hospitality Management And Marketing en_US
dc.description.embargo N/A en_US
dc.relation.journal Industrial Marketing Management en_US
dc.journal.volume 66 en_US
dc.article.pages 64-79 en_US
dc.keywords Social media en_US
dc.keywords Learning orientation en_US
dc.keywords Adaptive selling en_US
dc.keywords Competitive intelligence en_US
dc.keywords Sales performance en_US
dc.identifier.doi https://doi.org/10.1016/j.indmarman.2017.06.012 en_US
dc.identifier.ctation Itani, O. S., Agnihotri, R., & Dingus, R. (2017). 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. Industrial Marketing Management, 66, 64-79. en_US
dc.author.email omar.itani@lau.edu.lb en_US
dc.identifier.tou http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php en_US
dc.identifier.url https://www.sciencedirect.com/science/article/pii/S0019850117304820 en_US
dc.orcid.id https://orcid.org/0000-0003-2258-7837 en_US
dc.author.affiliation Lebanese American University en_US

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