AMTP Proceedings 2018
Document Type
Conference Proceeding
Publication Date
2018
Copyright
Â
Abstract
This paper explores academic literature of online behaviors through typologies and social styles and the potential impact on relationship development in the B2B sales process. A conceptual model and online persona matrix are offered. The paper concludes with discussion and detailed propositions for future research.
DOI
10.20429/amtp.2018.19
Copyright Statement / License for Reuse
This work is licensed under a Creative Commons Attribution 3.0 License.
Recommended Citation
Kemp, April, "Exploring Online Sales Personas: Toward a Model of Online Strategic Relationship Development" (2018). AMTP Proceedings 2018. 19.
https://digitalcommons.georgiasouthern.edu/amtp-proceedings_2018/19
About the Authors
April Kemp is a Doctoral student at the University of South Alabama and an Instructor of Marketing at Southeastern Louisiana University.