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The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media
16 references·16 citing·44 second hopsampled
The use of social media in sales: Individual and organizational antecedents, and the role of customer engagement in social media (2015)The use of social media in sales: Individ…Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands (2011)Usage, barriers and measureme…Social media? Get serious! Understanding the functional building blocks of social media (2011)Social media? Get serious! Un…Users of the world, unite! The challenges and opportunities of Social Media (2009)Users of the world, unite! Th…The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs (2007)The Predictive Validity of Mu…The Problem of Measurement Model Misspecification in Behavioral and Organizational Research and Some Recommended Solutions. (2005)The Problem of Measurement Mo…Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Common method biases in behav…A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)A Critical Review of Construc…Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Index Construction with Forma…Task-Technology Fit and Individual Performance (1995)Task-Technology Fit and Indiv…Improving Interactional Organizational Research: A Model of Person-Organization Fit (1989)Improving Interactional Organ…Self-Reports in Organizational Research: Problems and Prospects (1986)Self-Reports in Organizationa…Perspectives in Interactional Psychology (1978)Perspectives in Interactional…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Toward an interactional psychology of personality. (1976)Toward an interactional psych…Marketing Research (1970)Marketing ResearchField Theory in Social Science (1951)Field Theory in Social ScienceLinking the potentials of extended digital marketing impact and start-up growth: Developing a macro-dynamic framework of start-up growth drivers supported by digital marketing (2022)Linking the potentials of ext…Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review (2021)Strategic use of social media…Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review (2021)Social Media Adoption, Usage …The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs (2020)The integrated use of social …Social media, customer engagement, and sales organizations: A research agenda (2020)Social media, customer engage…Social media and customer relationship management technologies: Influencing buyer-seller information exchanges (2020)Social media and customer rel…Digital marketing for B2B organizations: structured literature review and future research directions (2020)Digital marketing for B2B org…Customer Engagement: A Systematic Review and Future Research Priorities (2020)Customer Engagement: A System…The influence of identity-driven customer engagement on purchase intention (2019)The influence of identity-dri…Exploring digital corporate social responsibility communications on Twitter (2019)Exploring digital corporate s…Advancing social media driven sales research: Establishing conceptual foundations for B-to-B social selling (2019)Advancing social media driven…Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler (2017)Social media use in B2b sales…Social media research in the industrial marketing field: Review of literature and future research directions (2017)Social media research in the …Social media metrics and analytics in marketing – S3M: A mapping literature review (2017)Social media metrics and anal…Social media as a resource in SMEs’ sales process (2017)Social media as a resource in…Developing business customer engagement through social media engagement-platforms: An integrative S-D logic/RBV-informed model (2017)Developing business customer …Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)User Acceptance of Computer Technology: A Comparison of Two Theoretical Models (1989)The DeLone and McLean Model of Information Systems Success: A Ten-Year Update (2003)Trust and TAM in Online Shopping: An Integrated Model1 (2003)User Acceptance of Information Technology: Toward A Unified View1 (2003)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Structural Equations with Latent Variables (1989)Structural Equations with Latent Variables. (1991)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)Using PLS Path Modeling for Assessing Hierarchical Construct Models: Guidelines and Empirical Illustration1 (2009)Specification, evaluation, and interpretation of structural equation models (2011)Structural equation modeling in practice: A review and recommended two-step approach. (1988)What is coefficient alpha? An examination of theory and applications. (1993)Formative versus reflective measurement models: Two applications of formative measurement (2008)Guidelines for choosing between multi-item and single-item scales for construct measurement: a predictive validity perspective (2012)Coronavirus Anxiety Scale: A brief mental health screener for COVID-19 related anxiety (2020)The Strength of Weak Ties (1973)The Search-Transfer Problem: The Role of Weak Ties in Sharing Knowledge across Organization Subunits (1999)Marketing meets Web 2.0, social media, and creative consumers: Implications for international marketing strategy (2012)Social Media in Tourism and Hospitality: A Literature Review (2013)Setting the future of digital and social media marketing research: Perspectives and research propositions (2020)The Presentation of Self in Everyday Life. (1956)Efficient Capital Markets: A Review of Theory and Empirical Work (1970)EFFICIENT CAPITAL MARKETS: A REVIEW OF THEORY AND EMPIRICAL WORK* (1970)Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation (2014)The sharing economy: Why people participate in collaborative consumption (2015)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)Partial Least Squares Structural Equation Modeling: Rigorous Applications, Better Results and Higher Acceptance (2013)Partial least squares structural equation modeling (PLS-SEM) (2014)Leadership: The Cutting Edge. (1979)Organizational citizenship behavior: Its nature and antecedents. (1983)Research in Organizational Behavior. (1986)Accounting for common method variance in cross-sectional research designs. (2001)Technology Acceptance Model 3 and a Research Agenda on Interventions (2008)Sources of Method Bias in Social Science Research and Recommendations on How to Control It (2011)Common Method Bias in PLS-SEM (2015)An assessment of survey research in POM: from constructs to theory (1998)Comparing Response Rates from Web and Mail Surveys: A Meta-Analysis (2008)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)
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References

  • 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.81,863 cited
  • 2009Users of the world, unite! The challenges and opportunities of Social Media17,866 cited
  • 1986Self-Reports in Organizational Research: Problems and Prospects17,092 cited
  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1995Task-Technology Fit and Individual Performance5,991 cited
  • 2003A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research5,847 cited
  • 2011Social media? Get serious! Understanding the functional building blocks of social media4,968 cited
  • 2001Index Construction with Formative Indicators: An Alternative to Scale Development4,805 cited
  • 1970Marketing Research3,552 cited
  • 2007The Predictive Validity of Multiple-Item versus Single-Item Measures of the Same Constructs3,094 cited
  • 1951Field Theory in Social Science2,109 cited
  • 1989Improving Interactional Organizational Research: A Model of Person-Organization Fit2,055 cited
  • 2005The Problem of Measurement Model Misspecification in Behavioral and Organizational Research and Some Recommended Solutions.1,675 cited
  • 2011Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands

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1,004 cited
  • 1976Toward an interactional psychology of personality.752 cited
  • 1978Perspectives in Interactional Psychology631 cited
  • Cited by

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