Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 2 of 2
Full-Text Articles in Entire DC Network
Social Credibility: Trust Formation In Social Commerce, Lena Cavusoglu, Deniz Atik
Social Credibility: Trust Formation In Social Commerce, Lena Cavusoglu, Deniz Atik
Marketing Faculty Publications and Presentations
Trust formation in informal social commerce, also considered lateral exchange markets (LEMs) on social media platforms, has different dynamics from e-commerce and traditional consumerto‐ consumer (C2C) exchange. These online markets are massive in scale; thus, it is an important phenomenon in consumer research. With a holistic perspective, we conducted in-depth interviews with Instagram consumers and sellers. Our research is among the first to reveal an empirical understanding of the critical dynamics of trust formation in LEMs within social commerce and contribute to theory by introducing a novel dimension termed social credibility. Social credibility surpasses the source credibility evaluations one step …
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, Omar S. Itani, Raj Agnihotri, Rebecca Dingus
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, Omar S. Itani, Raj Agnihotri, Rebecca Dingus
Marketing Faculty Publications and Presentations
Highlights
-
Findings of the study suggest that social media is one way to enhance sales performance, but its use alone does not guarantee such enhancement.
-
Social media use will affect performance of salespeople through affecting their competitive intelligence collection and adaptive selling.
-
Perceived usefulness of social media was not significantly related to salesperson social media use.
-
Results support linking collection of competitive intelligence to a salesperson’s adaptive selling behavior.
Abstract
This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media usefulness, as …