Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation

By Raj Agnihotri, P. Kothandaraman, R. Kashyap, Ramendra Singh. 2012

304 citations recorded by the source corpus.

Subfields: Communication, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/08f09e1b61b2a79cd92901f1b9ba955f1fc5e1d0

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In Communication

In Organizational Behavior and Human Resource Management

In Sociology and Political Science

Citations in the corpus

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict (2017, background): “Therefore, to remain competitive, salespeople must provide excellent service while still reaching their sales quotas (Agnihotri et al. 2012; Ahearne, Jelinek, and Jones 2007).”
A study of the impact of social media on consumers (2014, background): “2011b), increasing sales (Agnihotri et al. 2012), sharing information in a business context (Lu & Hsiao 2010) and generating social support for consumers (Ali 2011; Ballantine & Stephenson 2011).”
Social media: Influencing customer satisfaction in B2B sales (2016, background): “Recent research (e.g., Agnihotri et al., 2012) provides practical advice that in order for a socialmedia strategy to be successful, clear goals should be set to guide the processes of information sharing, gathering information about competitors, and monitoring performance.”
Examining the Drivers and Performance Implications of Boundary Spanner Creativity (2014, background): “Customers perceive value through ‘‘service- and relationship-related benefits;’’ alternatively, boundary spanners gain value through enhancing performance (Agnihotri et al. 2012, p. 336). Quality service impacts customers’ perceptions toward the company as well as their intention to continue the rel”
Of “Likes” and “Pins”: The Effects of Consumers’ Attachment to Social Media (2015, background): “In the same way that social media enhances consumers' ability to communicate with other consumers, it is also increasingly recognized as a way for businesses to listen to consumer feedback (Agnihotri et al. 2012).”