Social Media Affordances and Sequential Use to Engage Clients During the Sales Process

dc.contributor.author Weber, Matthew
dc.contributor.author Haseki, Muge
dc.date.accessioned 2019-01-03T00:03:47Z
dc.date.available 2019-01-03T00:03:47Z
dc.date.issued 2019-01-08
dc.description.abstract Social media has changed the ways salespeople communicate and build relationships with clients. This study explores how social media are integrated into the communication repertoires of sellers using an affordances framework. Based on data from a large multinational corporation, seller strategies used to build and develop relationships with customers are analyzed. The findings reveal that employees strategically select media that allow for common affordances in order to build stronger client relationships. The discussion outlines practical implications for managers, and aligns the process of social media selection with the sales cycle based on capabilities afforded by various media choices.
dc.format.extent 10 pages
dc.identifier.doi 10.24251/HICSS.2019.289
dc.identifier.isbn 978-0-9981331-2-6
dc.identifier.uri http://hdl.handle.net/10125/59678
dc.language.iso eng
dc.relation.ispartof Proceedings of the 52nd Hawaii International Conference on System Sciences
dc.rights Attribution-NonCommercial-NoDerivatives 4.0 International
dc.rights.uri https://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subject Digital and Social Media in Enterprise
dc.subject Digital and Social Media
dc.subject affordances, communication, management, sales, social media,
dc.title Social Media Affordances and Sequential Use to Engage Clients During the Sales Process
dc.type Conference Paper
dc.type.dcmi Text
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