Original paper
Social media: Influencing customer satisfaction in B2B sales
Abstract
Social media have changed how buyers and sellers interact, and increased involvement through social media may yield positive results for sales organizations if salespeople utilize it in facilitating their behaviors. Through the perspective of value creation, we test the mediating effects of salesperson information communication behaviors between social media use and customer satisfaction. Using salesperson-reported data, within a B2B context, we...
Paper Details
Title
Social media: Influencing customer satisfaction in B2B sales
Published Date
Feb 1, 2016
Volume
53
Pages
172 - 180
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