Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling
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 u...
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| Format: | article |
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2017
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| Online Access: | http://hdl.handle.net/10725/11863 https://doi.org/10.1016/j.indmarman.2017.06.012 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/pii/S0019850117304820 |
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