“Because you are a part of me”
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 cons...
محفوظ في:
| المؤلف الرئيسي: | |
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| مؤلفون آخرون: | , , |
| التنسيق: | article |
| منشور في: |
2021
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| الوصول للمادة أونلاين: | http://hdl.handle.net/10725/13227 https://doi.org/10.1016/j.indmarman.2021.09.004 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/abs/pii/S0019850121001863 |
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| _version_ | 1864513490444615680 |
|---|---|
| author | Itani, Omar S. |
| author2 | Kalra, Ashish Chaker, Nawar N. Singh, Rakesh |
| author2_role | author author author |
| author_facet | Itani, Omar S. Kalra, Ashish Chaker, Nawar N. Singh, Rakesh |
| author_role | author |
| dc.creator.none.fl_str_mv | Itani, Omar S. Kalra, Ashish Chaker, Nawar N. Singh, Rakesh |
| dc.date.none.fl_str_mv | 2021 2022-01-07T14:27:11Z 2022-01-07T14:27:11Z 2022-01-07 |
| dc.identifier.none.fl_str_mv | 0019-8501 http://hdl.handle.net/10725/13227 https://doi.org/10.1016/j.indmarman.2021.09.004 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. http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/abs/pii/S0019850121001863 |
| dc.language.none.fl_str_mv | en |
| dc.relation.none.fl_str_mv | Industrial Marketing Management |
| dc.rights.*.fl_str_mv | info:eu-repo/semantics/openAccess |
| dc.title.none.fl_str_mv | “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 |
| dc.type.none.fl_str_mv | Article info:eu-repo/semantics/publishedVersion info:eu-repo/semantics/article |
| description | 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. |
| eu_rights_str_mv | openAccess |
| format | article |
| id | LAURepo_637291eb10fbd15d018c351414bde8a8 |
| identifier_str_mv | 0019-8501 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. |
| language_invalid_str_mv | en |
| network_acronym_str | LAURepo |
| network_name_str | Lebanese American University repository |
| oai_identifier_str | oai:laur.lau.edu.lb:10725/13227 |
| publishDate | 2021 |
| repository.mail.fl_str_mv | |
| repository.name.fl_str_mv | |
| repository_id_str | |
| spelling | “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 genderItani, Omar S.Kalra, AshishChaker, Nawar N.Singh, RakeshAlthough 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.Published2022-01-07T14:27:11Z2022-01-07T14:27:11Z20212022-01-07Articleinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article0019-8501http://hdl.handle.net/10725/13227https://doi.org/10.1016/j.indmarman.2021.09.004Itani, 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.http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.phphttps://www.sciencedirect.com/science/article/abs/pii/S0019850121001863enIndustrial Marketing Managementinfo:eu-repo/semantics/openAccessoai:laur.lau.edu.lb:10725/132272022-01-07T14:27:39Z |
| spellingShingle | “Because you are a part of me” Itani, Omar S. |
| status_str | publishedVersion |
| title | “Because you are a part of me” |
| title_full | “Because you are a part of me” |
| title_fullStr | “Because you are a part of me” |
| title_full_unstemmed | “Because you are a part of me” |
| title_short | “Because you are a part of me” |
| title_sort | “Because you are a part of me” |
| url | http://hdl.handle.net/10725/13227 https://doi.org/10.1016/j.indmarman.2021.09.004 http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php https://www.sciencedirect.com/science/article/abs/pii/S0019850121001863 |