Association of Marketing Theory and Practice Proceedings 2018
 

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.

About the Authors

April Kemp is a Doctoral student at the University of South Alabama and an Instructor of Marketing at Southeastern Louisiana University.

Copyright Statement / License for Reuse

Creative Commons Attribution 3.0 License
This work is licensed under a Creative Commons Attribution 3.0 License.

Included in

Marketing Commons

Share

COinS