Purpose

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales researchers. Rather than merely a new tool, social selling redefines the traditional sales process. However, the literature is spread across topics of social media and sales, social customer relationship management, salesforce automation and social selling, and does not provide an agreed-upon definition or tested construct for implementation.

Design/methodology/approach

The paper presents a comprehensive literature review of social selling and all related terminology.

Findings

The authors propose a social selling framework that includes personal branding, information exchange, networking and social listening to define and outline the construct while suggesting the antecedents and outcomes to guide future research. Findings from a literature review include outlining key theories used in social selling research.

Originality/value

This review offers a conceptual framework of social selling, including both antecedents and outcomes, to inform future research and guide academics and practitioners.

中文翻译：

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理解社会销售的前因和后果的概念框架：理论观点和研究议程

目的

本文的目的是提供有关社会销售文献的详细评论，并提供未来的研究需求。社会销售引起了销售研究人员的关注。社交销售不只是一种新工具，还重新定义了传统的销售过程。但是，文献涉及社交媒体和销售，社交客户关系管理，Salesforce自动化和社交销售等主题，并且没有提供商定的定义或经过测试的实施构架。

设计/方法/方法

本文对社会销售和所有相关术语进行了全面的文献综述。

发现

作者提出了一个社会销售框架，其中包括个人品牌，信息交流，网络和社会倾听，以定义和概述结构，同时建议先例和结果以指导未来的研究。文献综述的发现包括概述社会销售研究中使用的主要理论。

创意/价值

这篇综述提供了社会销售的概念框架，包括前因和结果，以为未来的研究提供信息并指导学者和从业者。