Sales Force Adoption and Usage of LinkedIn

Document Type

Conference Proceeding

Conference Track

Supply Chain Management/ International Marketing/ Business to Business Marketing

Publication Date



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

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