Reflections on "social media: Influencing customer satisfaction in B2B sales" and a research agenda

被引：61

作者：

Nunan, Daniel ^{[1
]}

Sibai, Olivier ^{[1
]}

Schivinski, Bruno ^{[1
]}

Christodoulides, George ^{[1
]}

机构：

[1] Birkbeck Univ London, Dept Management, Malet St, London WC1E 7HX, England

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2018年 / 75卷

关键词：

Social media; B2B; Value creation; Sales; VALUE CO-CREATION; SERVICE BEHAVIORS; ENGAGEMENT; TECHNOLOGY; COMMUNICATION; ANTECEDENTS; ORIENTATION; ADOPTION; IMPACT; TIME;

D O I：

10.1016/j.indmarman.2018.03.009

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Given the indirect role of social media in value creation, the article "Social media: Influencing customer satisfaction in B2B sales" by Agnihotri, Dingus, Hu, and Krush (2016) is notable for highlighting the role of social media as an antecedent to value generation within the sales process. Considering the fast pace at which knowledge of the impact of social media within B2B sales is developing, we critically appraise Agnihotri et al.'s work and position it within the emerging literature on social media communication in the sales process. We conclude with a research agenda identifying a diverse set of new directions for investigating social media within the sales process.

引用

页码：31 / 36

页数：6

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