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Conference Proceeding

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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.

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Marketing Commons