“Because you are a part of me”

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dc.contributor.author Itani, Omar S.
dc.contributor.author Kalra, Ashish
dc.contributor.author Chaker, Nawar N.
dc.contributor.author Singh, Rakesh
dc.date.accessioned 2022-01-07T14:27:11Z
dc.date.available 2022-01-07T14:27:11Z
dc.date.copyright 2021 en_US
dc.date.issued 2022-01-07
dc.identifier.issn 0019-8501 en_US
dc.identifier.uri http://hdl.handle.net/10725/13227
dc.description.abstract Although the effects of salesperson social media use have recently received significant scholarly attention, there remains critical research gaps that, if addressed, can further broaden our understanding of the impact of salesperson social media use in business-to-business settings. Grounded in construal level theory and the related psychological distance framework, we suggest that salesperson social media use increases salesperson inclusion-of-the-customer-in-the-self by reducing the psychological distance between the salesperson and their respective customers. More so, we posit that this relationship is positively moderated by salesperson moral identity, such that the relationship is strengthened at higher levels of moral identity. Furthermore, we identify a potential three-way interaction by considering the role of salesperson gender in driving this interactive relationship. Our results, based on survey responses from 158 business-to-business salespeople, lend support to our theoretical model and shows that the moderating effect of salesperson moral identity on the relationship between salesperson social media use and salesperson inclusion-of-customer-in-the-self is stronger for females than it is for males. Additionally, we find that salesperson inclusion-of-customer-in-the-self is related to higher salesperson customer knowledge, which, ultimately, improves salesperson performance. In the light of our findings, we discuss subsequent managerial and theoretical implications. en_US
dc.language.iso en en_US
dc.title “Because you are a part of me” en_US
dc.type Article en_US
dc.description.version Published en_US
dc.title.subtitle Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender en_US
dc.author.school SOB en_US
dc.author.idnumber 200501701 en_US
dc.author.department Hospitality Management And Marketing en_US
dc.relation.journal Industrial Marketing Management en_US
dc.journal.volume 98 en_US
dc.article.pages 283-298 en_US
dc.keywords Social media use en_US
dc.keywords Gender en_US
dc.keywords Moral identity en_US
dc.keywords Inclusion-of-customer-in-the-self en_US
dc.keywords Customer knowledge en_US
dc.keywords Salesperson performance en_US
dc.identifier.doi https://doi.org/10.1016/j.indmarman.2021.09.004 en_US
dc.identifier.ctation Itani, O. S., Kalra, A., Chaker, N. N., & Singh, R. (2021). “Because you are a part of me”: Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender. Industrial Marketing Management, 98, 283-298. 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/abs/pii/S0019850121001863 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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