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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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
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	Journal of Personal Selling and Sales Management
Publisher:	Routledge
ISSN:	0885-3134
Official Date:	2012
Dates:	Date Event 2012 Published
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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