A review of social media and implications for the sales process

Journal of Personal Selling and Sales Management

Volumn 32, Issue 3, 2012, Pages 305-316

  Andzulis, James ^a   Panagopoulos, Nikolaos G ^b   Rapp, Adam ^a  

^a UNIVERSITY OF ALABAMA   (United States)

^b ATHENS UNIVERSITY OF ECONOMICS AND BUSINESS   (Greece)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84864464646     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134320302     Document Type: Review

References (32)

1. Abhijt, Roy (2009), "Spanning Silos: The New CMO Imperative," Journal of Consumer Marketing, 26 (6), 460-461.
2. Ahearne, Michael, and Adam Rapp (2010), "The Role of Technology at the Interface Between Salespeople and Consumers," Journal of Personal Selling & Sales Management, 30 (2), 109-118.
3. Aspray, William, and Paul Ceruzzi (2008), The Internet and American Business. Cambridge: MIT Press.
4. Avlonitis, George J., and Nikolaos G. Panagopoulos (2010), "Selling and Sales Management: An Introduction to the Special Section and Recommendations on Advancing the Sales Research Agenda," Industrial Marketing Management, 39 (7), 1045-1048.
5. Baer, Jason (2010), "Operationalizing in 2010," Marketing in 2010: Social Media Becomes Operational (available at http://conversationagent. typepad.com/Marketingin2010.pdf ).
6. Brown, Danny (2010), "Are You Wile E. Coyote or the Roadrunner?" Marketing in 2010: Social Media Becomes Operational (available at http://conversationagent.typepad.com/Marketingin2010.pdf ).
7. Cespedes, Frank V. (1993), "Co-ordinating Sales and Marketing in Consumer Goods Firms," Journal of Consumer Marketing, 10 (2), 37-55.
8. Donath, B. (2004), "Ten Tips to Help Align Sales, Marketing Teams," Marketing News, 38, 12 (July 15), 5-7.
9. Edwards, Jim (2012), "P&G to Lay Off 1,600 After Discovering It's Free to Advertise on Facebook," Business Insider, January 30 (available at http://articles.businessinsider. com/2012-01-30/news/31004736-1- Advertising-digitalmedia- procter-gamble/).
10. Fisher, Mike (2011), "Engagement Strategy Just a Sales Tool," MarketingWeek, 34, 8 (February 24) (available at www. marketingweek.co.uk/ engagement-strategy-just-A-salestool/3023801.article/).
11. Greenberg, Paul (2009), "Introduction," in The Art of Social Sales, Oracle (available at www.slideshare.net/BullhornReach/the-Art-of-social- sales-oracle-The-customer-collective-bypaul- greenberg-Anneke-seley-brain-komar- jay-dunn-joukoahvenaine- mark-dimaurizio/).
12. - (2010), "The Impact of CRM 2.0 on Customer Insight," Journal of Business and Industrial Marketing, 25 (6), 410-419.
13. Guenzi, Paolo, and Gabriele Troilo (2007), "The Joint Contribution of Marketing and Sales to the Creation of Superior Customer Value," Journal of Business Research, 60 (2), 98-107.
14. Hoffman, Donna L., and Marek Fodor (2010), "Can You Measure the ROI of Your Social Media Marketing?" MIT Sloan Management Review, 52 (1), 41-49.
15. Homburg, Christian, John P. Workman, Jr., and Harley Krohmer (1999), "Marketing's Influence Within the Firm," Journal of Marketing, 63 (2), 1-17.
16. "How Smart Agents Will Change Selling," (1995), ASAP, 156 (5), 95.
17. Kaplan, Andreas, and Michael Haenlein (2010), "Users of the World, Unite! The Challenges and Opportunities of Social Media," Business Horizons, 53 (1), 59-68.
18. Kotler, Philip, Neil Rackham, and Suj Krishnaswamy (2006), "Ending the War Between Sales and Marketing," Harvard Business Review, 84 (July), 68-78.
19. Lanz, Leora Halpern (2010), "Introducing the Newest Member of Your Hotel Marketing Team: The Social Media Manager," HVS International Journal (June 1), 1-3.
20. Levin, Dorin (2011), "Has Ford Finally Ditched the Econobox?" Fortune (March 23) (available at http://money.cnn .com/2011/03/22/autos/ford- focus-2011.fortune/index .htm).
21. Malshe, Avinash, and Ravipreet S. Sohi (2009), "What Makes Strategy Making Across the Sales-Marketing Interface More Successful?" Journal of the Academy of Marketing Science, 37 (4), 400-421.
22. Marketo (2010), The Definitive Guide to B2B Social Media: A Marketo Workbook, San Mateo, CA (available at http://docs .cdn.marketo.com/Guide-B2B- Social-Media-Part2.pdf ).
23. McCann, Chris (2011), "Using Business Analytics to Embrace Social Commerce and to Take Customer Engagement to New Levels," paper presented at Villanova University, Villanova, PA, April 1.
24. Ploof, Ron (2009), "Johnson & Johnson Does New Media," June 15 (available at http://ronamok.com/ebooks/jnj-case-study .pdf ).
25. Richardson, Tim G. (2010), "Internet/E-Commerce Statistics," January 24 (available at www.witiger.com/ecommerce/ecommercestatistics.htm).
26. Rouziès, Dominique, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz, and Andris A. Zoltners (2005), "Sales and Marketing Integration: A Proposed Framework," Journal of Personal Selling & Sales Management, 25 (2), 113-122.
27. Slater, Stanley F., and Eric M. Olson (2001), "Strategy Type and Performance: The Influence of Sales Force Management," Strategic Management Journal, 22 (8), 813-829.
28. Smith, Tom (2009), "The Social Media Revolution," International Journal of Market Research, 51 (4), 559-561.
29. Üstüner, Tubam, and David Godes (2006), "Better Sales Networks," Harvard Business Review, 84 (7-8), 102-112.
30. Vargo, Stephen, and Robert Lusch (2004), "Evolving to a New Dominant Logic for Marketing," Journal of Marketing, 68 (1), 1-17.
31. Viswanathan, Madhubalan, and Eric M. Olson (1992), "The Implementation of Business Strategies: Implications for the Sales Function," Journal of Personal Selling & Sales Management, 21 (1), 45-57.
32. Williams, Doug, J.P. Gownder, and Laura Wiramihardja (2010), "How to Turn Social Media Assets into Social Co-Creation Assets," Forrester Research, Cambridge, MA, December 1.