Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity

Purpose Although research analyzing the consequences of salesperson social media use in driving sales behaviors and performance outcomes has proliferated in the recent past, there are significant research gaps in the domain. Grounded in task-technology fit theory, this paper aims to propose a concep...

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Bibliographic Details
Published in:The Journal of business & industrial marketing 2023-06, Vol.38 (8), p.1738-1753
Main Authors: Kalra, Ashish, Itani, Omar S., Rostami, Amin
Format: Article
Language:English
Subjects:
Business to business commerce
Creativity
Decision making
Digital technology
Employees
Empowerment
Salespeople
Social networks
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Summary:Purpose Although research analyzing the consequences of salesperson social media use in driving sales behaviors and performance outcomes has proliferated in the recent past, there are significant research gaps in the domain. Grounded in task-technology fit theory, this paper aims to propose a conceptual framework that integrates between previously disjointed areas of research and analyzes the relationships between salesperson social media use, brand awareness, creativity, manager empowerment and company performance. Design/methodology/approach Survey responses were collected from a multi-industry sample of 158 business-to-business salespeople. Structural relationships were tested using partial least squares structural equation modeling. Findings The analysis shows that salesperson social media use positively affects brand awareness. The relationship between social media and brand awareness is magnified with the increase in salesperson creativity. Findings also show that manager empowerment increases salesperson creativity. Finally, brand awareness positively affects company performance. Practical implications Sales organizations should focus on developing digital strategies, especially focusing on salesperson social media use to enhance company’s brand awareness, which in turn increases company performance. Moreover, sales managers should also follow empowering leader behaviors to enhance creativity. Originality/value The authors amalgamate salesperson social media use literature and branding literature by proposing salesperson social media use’s positive effects on brand awareness. This study also expands the knowledge by exploring the moderating effect of individual-level variables such as salesperson creativity on driving the effects of salesperson social media use.
ISSN:0885-8624
2052-1189
0885-8624
DOI:10.1108/JBIM-01-2022-0056