2 Conceptual Models and Literature Reviews |
Although considered important for scientific development, theoretical study papers do not fulfill the objective to use the primary data found in the empirical studies |
Albers, Raman, and Lee (2015)Albers, S., Raman, K., & Lee, N. (2015). Trends in optimization models of sales force management. Journal of Personal Selling & Sales Management, 35, 275–291. 10.1080/08853134.2015.1085807 https://doi.org/10.1080/08853134.2015.10...
, Batra and Keller (2016)Batra, R., & Keller, K. L. (2016). Integrating marketing communications: New findings, new lessons, and new ideas. Journal of Marketing, 80, 122–145. 10.1509/jm.15.0419 https://doi.org/10.1509/jm.15.0419...
, Bolos, Idemudia, Mai, Rasinghani, and Smith (2016)Bolos, C., Idemudia, E. C., Mai, P., Rasinghani, M., & Smith, S. (2016). Conceptual models on the effectiveness of e-marketing strategies in engaging consumers. Journal of International Technology and Information Management, 25, 3., Chen and Gao (2019)Chen, C., & Gao, T. (2019). Sender outcomes of online word-of-mouth transmission. Journal of Consumer Marketing, 36, 197–205. 10.1108/JCM-11-2017-2452 https://doi.org/10.1108/JCM-11-2017-2452...
, Drechsler and Weißschädel (2018)Drechsler, A., & Weißschädel, S. (2018). An IT strategy development framework for small and medium enterprises. Information Systems and e-Business Management, 16, 93–124. 10.1007/s10257-017-0342-2 https://doi.org/10.1007/s10257-017-0342-...
, Flaherty et al. (2018)Flaherty, K. E., Lassk, F., Lee, N., Marshall, G. W., Moncrief, W. C., Mulki, J. P., & Pullins, E. B. (2018). Sales scholarship: Honoring the past and defining the future (key takeaways from the 2018 American Marketing Association faculty consortium: New horizons in selling and sales management). Journal of Personal Selling & Sales Management, 38, 413–421. 10.1080/08853134.2018.1537796 https://doi.org/10.1080/08853134.2018.15...
, Habibi, Hamilton, Valos, and Callaghan (2015)Habibi, F., Hamilton, C. A., Valos, M. J., & Callaghan, M. (2015). E-marketing orientation and social media implementation in B2B marketing. European Business Review, 27, 638–655. 10.1108/EBR-03-2015-0026 https://doi.org/10.1108/EBR-03-2015-0026...
, Hofacker, Malthouse, and Sultan (2016)Hofacker, C. F., Malthouse, E. C., & Sultan, F. (2016). Big data and consumer behavior: Imminent opportunities. Journal of Consumer Marketing, 33, 89–97. 10.1108/JCM-04-2015-1399 https://doi.org/10.1108/JCM-04-2015-1399...
, Lin, Swarna, and Bruning (2017)Lin, H. C., Swarna, H., & Bruning, P. F. (2017). Taking a global view on Brand post popularity: Six social media Brand post practices for global markets. Business Horizons, 60, 621–633. 10.1016/j.bushor.2017.05.006 https://doi.org/10.1016/j.bushor.2017.05...
, Lindsey-Mullikin and Borin (2017)Lindsey-Mullikin, J., & Borin, N. (2017). Why strategy is key for successful social media sales. Business Horizons, 60, 473–482. 10.1016/j.bushor.2017.03.005 https://doi.org/10.1016/j.bushor.2017.03...
, Marolt, Pucihar, and Zimmermann (2015)Marolt, M., Pucihar, A., & Zimmermann, H. D. (2015). Social CRM adoption and its impact on performance outcomes: A literature review. Organizacija, 48, 260–271. 10.1515/orga-2015-0022 https://doi.org/10.1515/orga-2015-0022...
, Ioanid, Militaru and Mihai (2015)Ioanid, A., Militaru, G., & Mihai, P. (2015). Social media strategies for organizations using influencers’ power. European Scientific Journal, ESJ, 11., Moncrief (2017)Moncrief, W. C. (2017). Are sales as we know it dying… or merely transforming?. Journal of Personal Selling & Sales Management, 37, 271–279. 10.1080/08853134.2017.1386110 https://doi.org/10.1080/08853134.2017.13...
, Moncrief, Marshall, and Rudd (2015)Moncrief, W. C., Marshall, G. W., & Rudd, J. M. (2015). Social media and related technology: Drivers of change in managing the contemporary sales force. Business Horizons, 58, 45–55. 10.1016/j.bushor.2014.09.009 https://doi.org/10.1016/j.bushor.2014.09...
, Nunan, Sibai, Schivinski, and Christodoulides (2018)Nunan, D., Sibai, O., Schivinski, B., & Christodoulides, G. (2018). Reflections on “social media: Influencing customer satisfaction in B2B sales” and a research agenda. Industrial Marketing Management, 75, 31–36. 10.1016/j.indmarman.2018.03.009 https://doi.org/10.1016/j.indmarman.2018...
, Oh (2017)Oh, J. H. (2017). A conceptual framework for successful salesperson role change management. Journal of Business & Industrial Marketing, 32, 1136–1143. 10.1108/JBIM-07-2016-0163 https://doi.org/10.1108/JBIM-07-2016-016...
, Orozco (2016)Orozco, D. (2016). Using social media in business disputes. MIT Sloan Management Review, 57, 33., Papp-Vary (2015)Papp-Vary, A. (2015). Indicators and methodologies for the assessment of product placement. Journal of Media Research-Revista de Studii Media 8, 27–40., Rane, Mulla, Sarguru, and Sayed (2017)Rane, D., Mulla, N. A., Sarguru, D., & Sayed, S. (2017). Sales performance management system. International Journal of Computer Applications, 162, 162. 10.5120/ijca2017913404 https://doi.org/10.5120/ijca2017913404...
, Roch and Mosconi (2016)Roch, J., & Mosconi, E. (2016). The use of social media tools in the product life cycle phases: A systematic literature review. 49th HI International Conference on System Sciences (HICSS), IEEE, pp. 1830–1839, 10.1109/HICSS.2016.232 https://doi.org/10.1109/HICSS.2016.232...
, Rodriguez et al. (2016)Rodriguez, M., Ajjan, H., & Peterson, R. M. (2016). Social media in large sales forces: An empirical study of the impact of sales process capability and relationship performance. Journal of Marketing Theory and Practice, 24, 365–379. 10.1080/10696679.2016.1170538 https://doi.org/10.1080/10696679.2016.11...
, Spragg (2017)Spragg, J. E. (2017). Articulating the fashion product life-cycle. Journal of Fashion Marketing and Management: An International Journal, 21, 499–511. 10.1108/JFMM-03-2017-0029 https://doi.org/10.1108/JFMM-03-2017-002...
, Thorat, Deshpande, and Shaga (2017)Thorat, S., Deshpande, P., & Shaga, V. (2017). Review of sentiment analysis on twitter data using Python. International Journal of Advanced Research in Computer Science, 8. 10.26483/ijarcs.v8i9.4956 https://doi.org/10.26483/ijarcs.v8i9.495...
, Zhao and Balagué (2015)Zhao, Z., & Balagué, C. (2015). Designing branded mobile apps: Fundamentals and recommendations. Business Horizons, 58, 305–315. 10.1016/j.bushor.2015.01.004 https://doi.org/10.1016/j.bushor.2015.01...
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4 Adequate Scope to Research Question |
Only studies in which the scope aligned with the research question were considered |
Brink (2017)Brink, T. (2017). B2B SME management of antecedents to the application of social media. Industrial Marketing Management, 64, 57–65. 10.1016/j.indmarman.2017.02.007 https://doi.org/10.1016/j.indmarman.2017...
focuses only on social media use. Mahapatra Ramani, and Kulkarni (2019)Mahapatra, S., Ramani, A. T. P., & Kulkarni, A. D. (2019). Must have or nice to have. Journal of Business & Industrial Marketing, 34, 39–48. 10.1108/JBIM-09-2017-0209 https://doi.org/10.1108/JBIM-09-2017-020...
focus on the B2B market but does not mention social media use and sales process. Annett-Hitchcock and Xu (2015)Annett-Hitchcock, K., & Xu, Y. (2015). Shopping and virtual communities for consumers with physical disabilities. International Journal of Consumer Studies, 39, 136–144. 10.1111/ijcs.12161 https://doi.org/10.1111/ijcs.12161...
, Arriaga, Andreu Domingo, and Berlanga Silvente (2017)Arriaga, J. L. D. O., Andreu Domingo, D., & Berlanga Silvente, V. (2017). Facebook in the low-cost fashion sector: the case of primark. Journal of Fashion Marketing and Management: An International Journal, 21, 512–522. 10.1108/JFMM-08-2016-0069 https://doi.org/10.1108/JFMM-08-2016-006...
, Bohlin, Shaikh, and Hanafizadeh (2018)Bohlin, E., Shaikh, A. A., & Hanafizadeh, P. (2018). Social network banking: a case study of 100 leading global banks. International Journal of E-Business Research (Research), 14, 1–13. 10.4018/IJEBR.2018040101 https://doi.org/10.4018/IJEBR.2018040101...
, de Brito Silva, Santana, and da Costa (2018)de Brito Silva, M. J., Santana, S. A., & da Costa, M. F. (2018). How should I dress? understanding the clothing consumption of businesswomen in the clothing market. Revista Brasileira de Marketing, 17, 788–805., Garner, Goldberg, and Pou (2017)Garner, A., Goldberg, J., & Pou, R. (2017). Collaborative social media campaigns and special collections: a case study on# ColorOurCollections. RBM: A Journal of Rare Books, Manuscripts, and Cultural Heritage, 17, 10.5860/rbm.17.2.9663 https://doi.org/10.5860/rbm.17.2.9663...
, Gilfoil, Aukers, and Jobs (2015)Gilfoil, D. M., Aukers, S. M., & Jobs, C. G. (2015). Developing and implementing a social media program while optimizing return on investment – An MBA program case study. American Journal of Business Education (Ajbe), 8, 31–48. 10.19030/ajbe.v8i1.9015 https://doi.org/10.19030/ajbe.v8i1.9015...
, Jones, Borgman, and Ulusoy (2015)Jones, N., Borgman, R., & Ulusoy, E. (2015). Impact of social media on small businesses. Journal of Small Business and Enterprise Development, 22, 611–632. 10.1108/JSBED-09-2013-0133 https://doi.org/10.1108/JSBED-09-2013-01...
, Kim, Dwivedi, Zhang, and Jeong (2016)Kim, Y., Dwivedi, R., Zhang, J., & Jeong, S. R. (2016). Competitive intelligence in social media twitter: iPhone 6 vs Online Information Review, 40, 42–61. 10.1108/OIR-03-2015-0068 https://doi.org/10.1108/OIR-03-2015-0068...
, Mirza (2014)Mirza, M. S. (2014). A report on information dissemination strategies: The case of da’wah academy. Journal of Religious & Theological Information, 13, 111–118. 10.1080/10477845.2014.963477 https://doi.org/10.1080/10477845.2014.96...
, Nicoli and Papadopoulou (2017)Nicoli, N., & Papadopoulou, E. (2017). TripAdvisor and reputation: A case study of the hotel industry in Cyprus. EuroMed Journal of Business, 12, 316–334. 10.1108/EMJB-11-2016-0031 https://doi.org/10.1108/EMJB-11-2016-003...
, Shemi and Procter (2018)Shemi, A. P., & Procter, C. (2018). E-commerce and entrepreneurship in SMEs: Case of myBot. Journal of Small Business and Enterprise Development, 25, 501–520. 10.1108/JSBED-03-2017-0088 https://doi.org/10.1108/JSBED-03-2017-00...
, Valos, Haji Habibi, Casidy, Driesener, and Maplestone (2016)Valos, M. J., Haji Habibi, F., Casidy, R., Driesener, C. B., & Maplestone, V. L. (2016). Exploring the integration of social media within integrated marketing communication frameworks: Perspectives of services marketers. Marketing Intelligence & Planning, 34, 19–40. 10.1108/MIP-09-2014-0169 https://doi.org/10.1108/MIP-09-2014-0169...
are B2C studies. Mauroner (2016)Mauroner, O. (2016). Social media for the purpose of knowledge creation and creativity management – A study of knowledge workers in Germany. International Journal of Learning and Intellectual Capital, 13, 167–183. 10.1504/IJLIC.2016.075694 https://doi.org/10.1504/IJLIC.2016.07569...
investigates social media impact in the creative process and Sanakulov et al. (2018)Sanakulov, N., Kalliomaa, S., & Karjaluoto, H. (2018). Salesperson adoption and usage of mobile sales configuration tools. Journal of Systems and Information Technology, 20, 168–190. 10.1108/JSIT-09-2017-0073 https://doi.org/10.1108/JSIT-09-2017-007...
verify how salespeople use social media |