Academics and practitioners alike have paid increasing attention to the raise of social media in B2B selling. Yet, extant academic research lacks conceptual clarity and appears highly fragmented. The purpose of this study is to provide a systematic overall picture about ‘social selling’ and to lay the groundwork for future research.
Social media in B2B sales: a systematic literature review / Ancillai, Chiara; Terho, Harri; Cardinali, Silvio; Pascucci, Federica. - ELETTRONICO. - (2018), pp. 1474-1477. (Intervento presentato al convegno XI Annual Conference of the EuroMed Academy of Business tenutosi a La Valletta nel 12-14 Settembre 2018).
Social media in B2B sales: a systematic literature review
Chiara Ancillai;Harri Terho;Silvio Cardinali;Federica Pascucci
2018-01-01
Abstract
Academics and practitioners alike have paid increasing attention to the raise of social media in B2B selling. Yet, extant academic research lacks conceptual clarity and appears highly fragmented. The purpose of this study is to provide a systematic overall picture about ‘social selling’ and to lay the groundwork for future research.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
