Document Type
Conference Proceeding
Publication Date
2018
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.
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). Association of Marketing Theory and Practice 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.