{"id":9315,"date":"2023-03-29T14:04:56","date_gmt":"2023-03-29T12:04:56","guid":{"rendered":"https:\/\/www.uni.lu\/fr\/events\/lunchseminar-in-economics-the-rise-and-effective-usage-of-social-selling-in-business-to-business-companies\/"},"modified":"2023-03-29T14:04:56","modified_gmt":"2023-03-29T12:04:56","slug":"lunchseminar-in-economics-the-rise-and-effective-usage-of-social-selling-in-business-to-business-companies","status":"publish","type":"events","link":"https:\/\/www.uni.lu\/fr\/events\/lunchseminar-in-economics-the-rise-and-effective-usage-of-social-selling-in-business-to-business-companies\/","title":{"rendered":"Lunchseminar in Economics : The Rise and Effective Usage of Social Selling in Business-to-Business Companies"},"content":{"rendered":"

<\/p>

\n \n\"\"\n <\/figure>

Supported by the Luxembourg National Research Fund (FNR) 17539924<\/p>\n

\nAbstract<\/h3>\n

Propelled by the Covid-19 pandemic limiting Business-to-Business (B2B) salespeople\u2019s opportunities for personal visits of their customers, social selling is gaining momentum among B2B companies. In short, social selling refers to the systematic and regular social media usage by salespeople in B2B companies. In doing so, salespeople act as micro-influencers to foster professional interactions on, for example, LinkedIn with their customers and business partners. Using a mixed-method approach combining 45 interviews with salespeople, social media managers, and C-level managers of B2B firms with a unique dataset covering the social selling posts of five cooperating firms across a time period of one year, the current study provides first insights into<\/p>

  1. how to institutionalise social selling in the B2B salesforce,<\/li>
  2. the extent to which social selling efforts by salespeople effectively complement social media marketing activities by B2B firms, and<\/li>
  3. which linguistic features of social selling posts enhance social media engagement among B2B customers.<\/li><\/ol><\/p>

    About Christina K\u00fchnl<\/p>

    Register for the seminar<\/a> – as of May 4, 2023<\/strong><\/p><\/div><\/section>","protected":false},"excerpt":{"rendered":"","protected":false},"author":0,"featured_media":9316,"parent":0,"menu_order":0,"comment_status":"open","ping_status":"closed","template":"","format":"standard","meta":{"featured_image_focal_point":[],"show_featured_caption":false,"ulux_newsletter_groups":"","uluxPostTitle":"","uluxPrePostTitle":"","_trash_the_other_posts":false,"_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"event_start_date":"2023-05-17 13:00:00","event_end_date":"2023-05-17 14:00:00","event_speaker_name":"Christina K\u00fchnl, Stuttgart University, D","event_speaker_link":"","event_is_online":false,"event_location":"Please contact dem@uni.lu","event_street":"6, rue Richard Coudenhove-Kalergi","event_location_link":"","event_zip_code":"L-1359","event_city":"Luxembourg","event_country":"LU"},"events-topic":[306],"events-type":[],"organisation":[138,101,226],"authorship":[],"acf":[],"yoast_head":"\nLunchseminar in Economics : The Rise and Effective Usage of Social Selling in Business-to-Business Companies - 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