About: Studying the antecedents and outcome of social media use by salespeople using a MOA framework

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An Entity of Type : schema:ScholarlyArticle, within Data Space : wasabi.inria.fr associated with source document(s)

Attributes	Values
type	Academic Article research paper schema:ScholarlyArticle
isDefinedBy	Covid-on-the-Web dataset
has title	Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Creator	Guenzi, Paolo Nijssen, Edwin
Source	Elsevier; PMC
abstract	Abstract The innovative impact of digital technologies on sales forces is largely unexplored. Particularly, the understanding of drivers of social media use by salespeople remains fragmented and scant. Drawing on motivation-opportunity-ability theory, this study develops an integrative framework. The individual's opportunities to use social media, including perceptions about market readiness, peer influence, and organizational support are considered as important antecedents of individuals' motivation (perceived usefulness) and ability (perceived ability to integrate social media in the sales tasks) to use social media in their job. Next to a positive effect of social media use on sales performance also a potential negative impact through distraction is accounted for. The framework and hypotheses are tested using a sample of 345 salespeople. The results largely support the model and hypotheses. Market readiness, peer influence, and organizational support positively affect salesperson motivation, and except for organizational support, the individual's ability to integrate social media in his/her sales job too. Findings further show that motivation and ability together drive social media use in sales, but that a lack of ability shuts down the positive influence of motivation on social media use. Finally, a positive effect of social media use on sales performance is detected, suggesting that social media can be an important tool to enhance sales growth. Support for a dark side effect of social media is not found.
has issue date	2020-10-31(xsd:dateTime)
bibo:doi	10.1016/j.indmarman.2020.08.005
has license	els-covid
sha1sum (hex)	ef579aa467e983c0786e4fabca9e7654c1c4f659
schema:url	https://doi.org/10.1016/j.indmarman.2020.08.005
resource representing a document's title	Studying the antecedents and outcome of social media use by salespeople using a MOA framework
has PubMed Central identifier	PMC7428304
schema:publication	Industrial Marketing Management
resource representing a document's body	covid:ef579aa467e983c0786e4fabca9e7654c1c4f659#body_text
is schema:about of	named entity 'sales' named entity 'social media' named entity 'digital technologies' named entity 'develops' named entity 'negative' named entity 'Market' named entity 'dark side' named entity 'perceptions' named entity 'detected' named entity 'hypotheses' named entity 'salesperson' named entity 'motivation' named entity 'social media' named entity 'individual' named entity 'sales' named entity 'social media' named entity 'social media' named entity 'peer influence' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'sales performance' named entity 'business-to-business' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'variance' named entity 'email' named entity 'social media' named entity 'customer satisfaction' named entity 'social media' named entity 'peer mentoring' named entity 'social media' named entity 'multicollinearity' named entity 'Salesperson' named entity 'root mean square error' named entity 'positive outcomes' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social information processing theory' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'telephone' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'customer relationships' named entity 'private life' named entity 'social media' named entity 'kurtosis' named entity 'social media' named entity 'sales management' named entity 'Salespeople' named entity 'network effects' named entity 'digital transformation' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'social media' named entity 'perceptual data' named entity 'social media' named entity 'ICT' named entity 'social media' named entity 'social media' named entity 'empirical support' named entity 'empirical evidence' named entity 'customer relations' named entity 'social media' named entity 'Adobe Connect'

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