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Revolution in sales : the impact of social media and related technology on the selling environment
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Lee, Nick, Rudd, John M., Moncrief, William C. and Marshall, Greg W. (2012) Revolution in sales : the impact of social media and related technology on the selling environment. Journal of Personal Selling and Sales Management, 32 (3). pp. 349-363. doi:10.2753/PSS0885-3134320305
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Official URL: http://dx.doi.org/10.2753/PSS0885-3134320305
Abstract
Over the years several articles have tracked the impact of technology on various aspects of the sales domain. However, the advent of social media and technologies related to social media has gone largely unnoticed in the literature. This article first provides brief attention to changing aspects of technology within the sales environment, leading to the identification of social media as a dominant new selling tool. A qualitative approach (focus groups) is employed to explore the breadth of current technology usage by sales managers and salespeople. Analysis of the data, collected in the United States and the United Kingdom, reveals six major themes: connectivity, relationships, selling tools, generational, global, and sales/ marketing interface. Results provide evidence of a revolution in the buyer–seller relationship that includes some unanticipated consequences both for sales organization performance and needed future research contributions.
Item Type: | Journal Article | ||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Journal of Personal Selling and Sales Management | ||||
Publisher: | Routledge | ||||
ISSN: | 0885-3134 | ||||
Official Date: | 2012 | ||||
Dates: |
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Volume: | 32 | ||||
Number: | 3 | ||||
Page Range: | pp. 349-363 | ||||
DOI: | 10.2753/PSS0885-3134320305 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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