How B2B Salespeople Use Social Media: a Practice Theory Approach (notice n° 419019)
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| fixed length control field | 02361cam a2200277 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250119123035.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Schmitt, Laurianne |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | How B2B Salespeople Use Social Media: a Practice Theory Approach |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2022.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 59 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | • Research objectivesSocial selling is a commercial strategy that consists in exploiting digital channels, especially professional social networks, to sell. Social selling requires the implementation of marketing-inspired practices by salespeople that complement or even challenge traditional sales practices. This research studies which practices carried out by B-to-B salespeople on professional social networks underlie the concept of social selling.• MethodologyThe research successively mobilizes three methods (1) semi-structured interviews with a sample of 25 salespeople, (2) observation of their activities on Linkedin, (3) reflexive validation of their practices.• ResultsWe highlight three types of practices carried out by salespeople on professional social networks: (1) sales-oriented practices, (2) social media marketing-oriented practices, (3) personal branding-oriented practices.• Managerial/societal implicationsOur results show the importance of developing skills and producing contents to promote social selling practices, two elements on which organizations can act directly.• OriginalityAn application of the theory of practices in the commercial domain represents an alternative to traditional studies by observing what is actually done in companies. By mobilizing three types of data, this research considers that a practice cannot be grasped solely from the discourse of the actors, but that it is necessary to appreciate a coherence between words, acts and reflexivity. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | social selling |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | marketing B-to-B |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | social networks |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | digital marketing |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | social selling |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | marketing B-to-B |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | social networks |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | digital marketing |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Casenave, Eric |
| Relator term | author |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Pallud, Jessie |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Décisions Marketing | o 104 | 4 | 2022-01-25 | p. 199-216 | 0779-7389 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/journal-decisions-marketing-2021-4-page-199?lang=en&redirect-ssocas=7080">https://shs.cairn.info/journal-decisions-marketing-2021-4-page-199?lang=en&redirect-ssocas=7080</a> |
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