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Salespeople's work toward the institutionalization of social selling practices

Author

Listed:
  • Laurianne Schmitt

    (Humanis - Hommes et management en société / Humans and management in society - UNISTRA - Université de Strasbourg)

  • Eric Casenave

    (Humanis - Hommes et management en société / Humans and management in society - UNISTRA - Université de Strasbourg)

  • Jessie Pallud

    (Humanis - Hommes et management en société / Humans and management in society - UNISTRA - Université de Strasbourg)

Abstract

No abstract is available for this item.

Suggested Citation

  • Laurianne Schmitt & Eric Casenave & Jessie Pallud, 2021. "Salespeople's work toward the institutionalization of social selling practices," Post-Print hal-03868903, HAL.
    • Handle: RePEc:hal:journl:hal-03868903
    DOI: 10.1016/j.indmarman.2021.05.008
    Note: View the original document on HAL open archive server: https://hal.science/hal-03868903
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    References listed on IDEAS

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    1. Aurélien Acquier & Valentina Carbone & Valérie Moatti, 2018. "“Teaching the Sushi Chef”: Hybridization Work and CSR Integration in a Japanese Multinational Company," Journal of Business Ethics, Springer, vol. 148(3), pages 625-645, March.
    2. Sophie Michel & Florent Saucede & Catherine Pardo & Hervé Fenneteau, 2019. "Business interaction and institutional work: When intermediaries make efforts to change their position," Post-Print hal-02624331, HAL.
    3. Paul Wachtel & Rainer Haselmann, 2006. "Institutions and Bank Behavior," Working Papers 06-16, New York University, Leonard N. Stern School of Business, Department of Economics.
    4. Panicos Demetriades & Siong Hook Law, 2006. "Finance, institutions and economic development," International Journal of Finance & Economics, John Wiley & Sons, Ltd., vol. 11(3), pages 245-260.
    5. Siong Hook Law & Panicos Demetriades, 2005. "Openness, Institutions and Financial Development," Discussion Papers in Economics 05/8, Division of Economics, School of Business, University of Leicester.
    6. Ben Slimane, Karim & Chaney, Damien & Humphreys, Ashlee & Leca, Bernard, 2019. "Bringing institutional theory to marketing: Taking stock and future research directions," Journal of Business Research, Elsevier, vol. 105(C), pages 389-394.
    7. Allan P. O. Williams, 2006. "Institutional and Market Influences in the Development of Cass," Palgrave Macmillan Books, in: The Rise of Cass Business School, chapter 7, pages 95-111, Palgrave Macmillan.
    8. Hansen, Jared M. & Levin, Michael A., 2016. "The effect of apathetic motivation on employees' intentions to use social media for businesses," Journal of Business Research, Elsevier, vol. 69(12), pages 6058-6066.
    9. anonymous, 2006. "Conference explores relationship of markets, institutions," Financial Update, Federal Reserve Bank of Atlanta, vol. 19(Q 2).
    10. Luis Ángel Velasteguí Martínez, 2006. "Instituciones y Crecimiento Económico," Observatorio de la Economía Latinoamericana, Servicios Académicos Intercontinentales SL. Hasta 31/12/2022, issue 69, Nobember.
    11. Agnihotri, Raj & Trainor, Kevin J. & Itani, Omar S. & Rodriguez, Michael, 2017. "Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India," Journal of Business Research, Elsevier, vol. 81(C), pages 144-154.
    12. Moncrief, William C. & Marshall, Greg W. & Rudd, John M., 2015. "Social media and related technology: Drivers of change in managing the contemporary sales force," Business Horizons, Elsevier, vol. 58(1), pages 45-55.
    13. Damien Chaney & François Carrillat & Abir Zouari, 2019. "Uncovering institutional orientation as a new strategic orientation in industrial marketing," Post-Print hal-02534087, HAL.
    14. John Bellows & Edward Miguel, 2006. "War and Institutions: New Evidence from Sierra Leone," American Economic Review, American Economic Association, vol. 96(2), pages 394-399, May.
    15. Karim Ben Slimane & Damien Chaney & Ashlee Humphreys & Bernard Leca, 2019. "Bringing institutional theory to marketing: Taking stock and future research directions," Post-Print hal-02534085, HAL.
    16. Fabian Bill & Sven Feurer & Martin Klarmann, 2020. "Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 734-752, July.
    17. Sophie Michel & Florent Saucède & Catherine Pardo & Hervé Fenneteau, 2019. "Business interaction and institutional work : When intermediaries make efforts to change their position," Post-Print hal-02312159, HAL.
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