Sales Force Adoption and Usage of LinkedIn
Supply Chain Management/ International Marketing/ Business to Business Marketing
Sales Force Automation (SFA) tools seek to enable a sales force to be more effective at moving prospects to become customers in a shorter amount of time and better enable the quick development of a relationship with customers. The adoption of such tools has been studied, but no academic research has been conducted on the adoption and use of LinkedIn as a sales tool. This research surveyed 201 sales persons to determine their adoption and use of LinkedIn as a sales tool. As such, the study examines how sales people at all levels use LinkedIn to prospect, qualify, develop a professional sales reputation, and to better develop a relationship with potential and current customers. This paper provides initial descriptive analysis of the gathered data and a forward look to proposed future research on the data set.
Copyright Statement / License for Reuse
Digital Commons@Georgia Southern License
Witzig, Lisa; Spencer, Joe; McMahon, Dave; and Myers, Katlyn, "Sales Force Adoption and Usage of LinkedIn" (2015). Association of Marketing Theory and Practice Proceedings 2015. 2.