Subject Areas : International Journal of Finance, Accounting and Economics Studies
1 - PhD Candidate / Department of Marketing Management , Faculty of Management & Economics , Science & Research Branch, Islamic Azad University, Tehran, Iran
Keywords:
Abstract :
References:
Agnihotri, R., Dingus, R., Hu, M. Y., & Krush, M. T. (2016). Social media: Influencingcustomer satisfaction in B2B sales. Industrial Marketing Management, 53, 172–180.
Agnihotri, R., Trainor, K. J., Itani, O. S., & Rodriguez, M. (2017). Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India. Journal of Business Research, 81, 144–154.
Algharabat, R.S. (2017). Linking social media marketing activities with brand love: The mediating role of self-expressive brands. Kybernetes, 46(10), 1801-1819.
Andzulis, J. M., Panagopoulos, N. G., & Rapp, A. (2012). A review of social media and implications for the sales process. Journal of Personal Selling & Sales Management, 32(3), 305–316.
Attri, r., Dev, n., & Sharma, v. (2013). Interpretive Structural Modelling (ISM) approach: An Overview. Research Journal of Management Sciences, 2(2), 6.
Baptista, G., & Oliveira, T. (2016). A weight and meta-analysis on mobile banking acceptance research. Computers in Human Behavior, 63, 480–489.
Bhatti, M.A., Mat, N., & Syah Juhari, A. (2018). Effects of job resources factors on nurses job performance (mediating role of work engagement). International Journal of Health Care Quality Assurance, 31(8), 1000-1013.
Bianchi, C., & Andrews, L. (2015). Investigating marketing managers' perspectives on social media in Chile. Journal of Business Research, 68(12), 2552–2559.
Chen, Sh.Ch., & Lin, Ch.P. (2019). Understanding the effect of social media marketing activities: The mediation of social identification, perceived value, and satisfaction. Technological Forecasting and Social Change, 140, 22-32.
Ebrahimi, P., Ahmadi, M., Gholampour, A., & Alipour, H. R. (2020). CRM Performance and Development of Media Entrepreneurship in Digital, Social Media and Mobile Commerce. International Journal of Emerging Markets, Doi: 10.1108/IJOEM-11-2018-0588
Ebrahimi, P., & Mirbargkar, S.M. (2017). Green entrepreneurship and green innovation for SME development in market turbulence. Eurasian Business Review, 7(2), 203-228.
Ebrahimi, P., Shirsavar, H.R.A., Forootani, F., Roohbakhsh, N, & Ebrahimi, KH. (2018). Entrepreneurship and SMEs Performance: Studying the Mediating Role of Innovation and the Moderating Role of Firm Size. In: Khajeheian, D., Friedrichsen, M., & Modinger, W. (Eds), Competitiveness in Emerging Markets(pp.481-501). Berlin: Springer.
Goh, K.-Y., Heng, C.-S., & Lin, Z. (2015). Social media brand community and consumer behavior: Quantifying the relative impact of user- and marketer-generated content. Information Systems Research, 24(1), 88–107.
Guan, X., & Frenkel, S. (2018). How HR practice, work engagement and job crafting influence employee performance. Chinese Management Studies, 12(3), 591-607.
Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E., & Tatham, R.L. (2006), Multivariate Data Analysis, 6th ed., Pearson/Prentice Hall, Upper Saddle River, NJ.
Hair, J.F., Hult, G.T.M., Ringle, C.M., & Sarstedt, M. (2014). A Primer on Partial Least Squares Structural Equation Modelling (PLS-SEM), 2nd ed., Sage, Thousand Oaks, CA.
Hair, J.F., Sarstedt, M., Ringle, C.M., & Gudergan, S.P. (2018). Advanced Issues in Partial Least Squares Structural Equation Modeling, Sage publications Ltd.
Hair, J. F., Risher, J. J., Sarstedt,M.,&Ringle, C. M. (2019).When to use and how to report the results of PLS-SEM. European Business Review, 31(1), 2–24.
Henseler, J., Ringle, C.M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43(1), 115-135.
Hulland, J.S. (1999). Use of partial least squares (PLS) in strategic management research: a review of four recent studies. Strategic Management Journal, 20(4), 195-204.
Itani, O.S., Agnihotri, R., & Dingus, R. (2017). Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler. Industrial Marketing Management, 66, 64–79.
Khajeheian, D., & Ebrahimi, P. (2020). Media branding and value co-creation: effect of user participation in social media of newsmedia on attitudinal and behavioural loyalty. European Journal of International Management, Doi: 10.1504/EJIM.2020.10020735
Milton, C.L. (2014). Ethics and Social Media. Nursing Science Quarterly, 27(4), 283–285.
Minsky, L., & Quesenberry, K.A. (216). How B2B sales can benefit from social media. Harvard Business Review Digital article, 8 Nov.
Ogilvie, J., Agnihotri, R., Rapp, A., & Trainor, K. (2018). Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training. Industrial Marketing Management, 75, 55-65.
Quinton, S., & Wilson, D. (2016). Tensions and ties in social media networks: Towards a model of understanding business relationship development and business performance enhancement through the use of LinkedIn. Industrial Marketing Management, 54, 15–24.
Rapp, A., Beitelspacher, L., Grewal, D., & Hughes, D. (2013). Understanding social media effects across seller, retailer, and consumer interactions. Journal of the Academy of Marketing Science, 41(5), 547–566.
Sanchez, G. (2013). PLS Path Modeling with R, Trowchez Editions. Berkeley, 2013.
Singaraju, S. P., Nguyen, Q. A., Niininen, O., & Sullivan-Mort, G. (2016). Social media and value co-creation in multi-stakeholder systems: A resource integration approach. Industrial Marketing Management, 54, 44–55.
Singh, R., Kumar, N., & Puri, S. (2017). Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links. Journal of Business & Industrial Marketing, 32(5), 652–663.
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: exploring the moderating role of selling experience. Journal of Business & Industrial Marketing, 28(7), 554–564.
Singh, M. D., & Kant, R. (2011). Knowledge management barriers: An interpretive structural modeling approach. International Journal of Management Science and Engineering Management, 3(2), 10.
Singh, R., & Venugopal, P. (2015). The impact of salesperson customer orientation on sales performance via mediating mechanism, Journal of Business & Industrial Marketing, 30(5), 594-607.
Terho, H, A., Haas, A., & Ulga, W. (2015). How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. Industrial Marketting Management, 45, 12-21.
Terho, H., & Jalkala, A. (2017). Customer reference marketing: Conceptualization, measurement and link to selling performance. Industrial Marketing Management, 64, 175-186.
Trainor, K.J., Andzulis, J.(. M.)., Rapp, A., & Agnihotri, R. (2014). Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM. Journal of Business Research, 67(6), 1201–1208.
Valenzuela, L., Torres, E., Hidalgo, P., & Farias, P. (2015). Salesperson CLV orientation's effect on performance. Journal of Business Research, 67(4), 550-557.
Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?. Journal of the Academy of Marketing Science, 39(3), 407-428.
Wang, W. Y. C., Pauleen, D. J., & Zhang, T. (2016). How social media applications affect B2B communication and improve business performance in SMEs. Industrial Marketing Management, 54, 4–14.
Warfield, J.N. (1974). Developing interconnected matrices in structural modeling. IEEE
Transactions on Systems, Man and Cybernetics, 4(1), 51-81.
Yadav, M. S., & Pavlou, P. A. (2014). Marketing in computer-mediated environments: Research synthesis and new directions. Journal of Marketing, 78(1), 20–40
Yener, M., Yaldıran, M., & Ergun, S. (2012). The Effect of Ethical Climate on Work Engagement. Social and Behavioral Sciences, 58, 724-733.
Agnihotri, R., Dingus, R., Hu, M. Y., & Krush, M. T. (2016). Social media: Influencingcustomer satisfaction in B2B sales. Industrial Marketing Management, 53, 172–180.
Agnihotri, R., Trainor, K. J., Itani, O. S., & Rodriguez, M. (2017). Examining the role of sales-based CRM technology and social media use on post-sale service behaviors in India. Journal of Business Research, 81, 144–154.
Algharabat, R.S. (2017). Linking social media marketing activities with brand love: The mediating role of self-expressive brands. Kybernetes, 46(10), 1801-1819.
Andzulis, J. M., Panagopoulos, N. G., & Rapp, A. (2012). A review of social media and implications for the sales process. Journal of Personal Selling & Sales Management, 32(3), 305–316.
Attri, r., Dev, n., & Sharma, v. (2013). Interpretive Structural Modelling (ISM) approach: An Overview. Research Journal of Management Sciences, 2(2), 6.
Baptista, G., & Oliveira, T. (2016). A weight and meta-analysis on mobile banking acceptance research. Computers in Human Behavior, 63, 480–489.
Bhatti, M.A., Mat, N., & Syah Juhari, A. (2018). Effects of job resources factors on nurses job performance (mediating role of work engagement). International Journal of Health Care Quality Assurance, 31(8), 1000-1013.
Bianchi, C., & Andrews, L. (2015). Investigating marketing managers' perspectives on social media in Chile. Journal of Business Research, 68(12), 2552–2559.
Chen, Sh.Ch., & Lin, Ch.P. (2019). Understanding the effect of social media marketing activities: The mediation of social identification, perceived value, and satisfaction. Technological Forecasting and Social Change, 140, 22-32.
Ebrahimi, P., Ahmadi, M., Gholampour, A., & Alipour, H. R. (2020). CRM Performance and Development of Media Entrepreneurship in Digital, Social Media and Mobile Commerce. International Journal of Emerging Markets, Doi: 10.1108/IJOEM-11-2018-0588
Ebrahimi, P., & Mirbargkar, S.M. (2017). Green entrepreneurship and green innovation for SME development in market turbulence. Eurasian Business Review, 7(2), 203-228.
Ebrahimi, P., Shirsavar, H.R.A., Forootani, F., Roohbakhsh, N, & Ebrahimi, KH. (2018). Entrepreneurship and SMEs Performance: Studying the Mediating Role of Innovation and the Moderating Role of Firm Size. In: Khajeheian, D., Friedrichsen, M., & Modinger, W. (Eds), Competitiveness in Emerging Markets(pp.481-501). Berlin: Springer.
Goh, K.-Y., Heng, C.-S., & Lin, Z. (2015). Social media brand community and consumer behavior: Quantifying the relative impact of user- and marketer-generated content. Information Systems Research, 24(1), 88–107.
Guan, X., & Frenkel, S. (2018). How HR practice, work engagement and job crafting influence employee performance. Chinese Management Studies, 12(3), 591-607.
Hair, J.F., Black, W.C., Babin, B.J., Anderson, R.E., & Tatham, R.L. (2006), Multivariate Data Analysis, 6th ed., Pearson/Prentice Hall, Upper Saddle River, NJ.
Hair, J.F., Hult, G.T.M., Ringle, C.M., & Sarstedt, M. (2014). A Primer on Partial Least Squares Structural Equation Modelling (PLS-SEM), 2nd ed., Sage, Thousand Oaks, CA.
Hair, J.F., Sarstedt, M., Ringle, C.M., & Gudergan, S.P. (2018). Advanced Issues in Partial Least Squares Structural Equation Modeling, Sage publications Ltd.
Hair, J. F., Risher, J. J., Sarstedt,M.,&Ringle, C. M. (2019).When to use and how to report the results of PLS-SEM. European Business Review, 31(1), 2–24.
Henseler, J., Ringle, C.M., & Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the Academy of Marketing Science, 43(1), 115-135.
Hulland, J.S. (1999). Use of partial least squares (PLS) in strategic management research: a review of four recent studies. Strategic Management Journal, 20(4), 195-204.
Itani, O.S., Agnihotri, R., & Dingus, R. (2017). Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler. Industrial Marketing Management, 66, 64–79.
Khajeheian, D., & Ebrahimi, P. (2020). Media branding and value co-creation: effect of user participation in social media of newsmedia on attitudinal and behavioural loyalty. European Journal of International Management, Doi: 10.1504/EJIM.2020.10020735
Milton, C.L. (2014). Ethics and Social Media. Nursing Science Quarterly, 27(4), 283–285.
Minsky, L., & Quesenberry, K.A. (216). How B2B sales can benefit from social media. Harvard Business Review Digital article, 8 Nov.
Ogilvie, J., Agnihotri, R., Rapp, A., & Trainor, K. (2018). Social media technology use and salesperson performance: A two study examination of the role of salesperson behaviors, characteristics, and training. Industrial Marketing Management, 75, 55-65.
Quinton, S., & Wilson, D. (2016). Tensions and ties in social media networks: Towards a model of understanding business relationship development and business performance enhancement through the use of LinkedIn. Industrial Marketing Management, 54, 15–24.
Rapp, A., Beitelspacher, L., Grewal, D., & Hughes, D. (2013). Understanding social media effects across seller, retailer, and consumer interactions. Journal of the Academy of Marketing Science, 41(5), 547–566.
Sanchez, G. (2013). PLS Path Modeling with R, Trowchez Editions. Berkeley, 2013.
Singaraju, S. P., Nguyen, Q. A., Niininen, O., & Sullivan-Mort, G. (2016). Social media and value co-creation in multi-stakeholder systems: A resource integration approach. Industrial Marketing Management, 54, 44–55.
Singh, R., Kumar, N., & Puri, S. (2017). Thought self-leadership strategies and sales performance: integrating selling skills and adaptive selling behavior as missing links. Journal of Business & Industrial Marketing, 32(5), 652–663.
Singh, R., & Das, G. (2013). The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance: exploring the moderating role of selling experience. Journal of Business & Industrial Marketing, 28(7), 554–564.
Singh, M. D., & Kant, R. (2011). Knowledge management barriers: An interpretive structural modeling approach. International Journal of Management Science and Engineering Management, 3(2), 10.
Singh, R., & Venugopal, P. (2015). The impact of salesperson customer orientation on sales performance via mediating mechanism, Journal of Business & Industrial Marketing, 30(5), 594-607.
Terho, H, A., Haas, A., & Ulga, W. (2015). How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. Industrial Marketting Management, 45, 12-21.
Terho, H., & Jalkala, A. (2017). Customer reference marketing: Conceptualization, measurement and link to selling performance. Industrial Marketing Management, 64, 175-186.
Trainor, K.J., Andzulis, J.(. M.)., Rapp, A., & Agnihotri, R. (2014). Social media technology usage and customer relationship performance: A capabilities-based examination of social CRM. Journal of Business Research, 67(6), 1201–1208.
Valenzuela, L., Torres, E., Hidalgo, P., & Farias, P. (2015). Salesperson CLV orientation's effect on performance. Journal of Business Research, 67(4), 550-557.
Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?. Journal of the Academy of Marketing Science, 39(3), 407-428.
Wang, W. Y. C., Pauleen, D. J., & Zhang, T. (2016). How social media applications affect B2B communication and improve business performance in SMEs. Industrial Marketing Management, 54, 4–14.
Warfield, J.N. (1974). Developing interconnected matrices in structural modeling. IEEE
Transactions on Systems, Man and Cybernetics, 4(1), 51-81.
Yadav, M. S., & Pavlou, P. A. (2014). Marketing in computer-mediated environments: Research synthesis and new directions. Journal of Marketing, 78(1), 20–40
Yener, M., Yaldıran, M., & Ergun, S. (2012). The Effect of Ethical Climate on Work Engagement. Social and Behavioral Sciences, 58, 724-733.
